I have an SOI Business Plan (that is, a plan for how often I contact the people I know) that includes a couple of personal phone calls every week. Before I continue, let me stress that I never ever ever attempt to prospect to my SOI during these calls - I'd hate to train the people I know to "let me go to voicemail!"
Anyway, I admit that I struggle with the personal phone calls. Don't know why it's so hard, but it is. I guess it's because I really don't like to talk on the phone myself, so it's hard for me to impose my voice on others! But whenever I do get brave and make the call, I almost always feel good that I did.
(Except I've noticed that if I call a fellow introvert, who probably doesn't like talking on the phone any more than I do, it can be a bit awkward. So, unless I have a real good reason to make that call - I don't. My introverted friends get an email.)
If you also have trouble picking up that 300 pound telephone, try this. Before you make your SOI phone calls, make a few purely "business" calls to warm up. Like - schedule a dentist appointment... call your credit card company to protest a charge... if you've moved recently, make a few phone calls updating your address. Once I've have a few successful phone calls under my belt, it's much easier for me to make the personal, or even difficult ones. (Like calling your seller to explain why you haven't had any showings this week).
If you've recently gone to lunch/coffee/happy hour with a friend, make a note in your planner about something you talked about that you can call next week to check up on. For example, last week I went out with my friend Catherine who is getting a puppy (named Ben) this weekend. So, I wrote down in my planner to call her on Monday or Tuesday to see how Ben (I made sure to write down his name) is doing and invite myself over to meet him! Maybe I'll even bring my video camera!
Just remember, don't call your friends looking for business. Don't even mention real estate unless you have a darn good reason to. If you truly can't think of anything interesting or non-salesy to talk to someone about, don't make that call!
Great Point! If you try to sell your friends every time you call they won't be that good of friends very long, they will start screening your calls.
John Thomas - Certified Mortgage Planner
SOI seduction...awesome term! Permission to use that term in the future? :-)
Jennifer - great points. My friends are always the ones to bring up the real estate market, so that works for me. I also have a hard time picking up that 300 pound phone so I don't call my SOI as much as I should.
Jennifer: I understand the comment about the "300 pound telephone". I also have a plan to call my "A" list once a quarter. I don't prospect them when I'm talking to them, I just call and touch base, see what's new in their life.
Okay, I know it's a great idea and all for increased business, but...I just have to say that it seems a bit contrived, don't you think? I prefer to treat my friends and family like, well, friends and family, and contact them in a more natural fashion...when I truly have something to say or share...not something I've planned so that I can get in touch with them again...
Kelly - that's exactly the point! How many of us stay in touch with the people we know and/or care about as much as we'd like to? So, by including personal phone calls in your business plan, they might just get done, and you won't be apologizing everytime you do talk to someone for "losing touch." For me, making personal phone calls does not come naturally, so if they are going to get done (both for business and personal reasons), they must be on my to-do list. And yes, my friendships are much better for the effort!
Clint - I've been using the term "SOI Seduction" for about a year and a half now - and yes, feel free to use it yourself!
So, I'm not getting notification of comments on my own blogs - anyone else or is it just me?
Jennifer, I am with you...when it comes to the phone, I really don't want to deal with it. I spend so much time as it is on the phone, I sometimes cringe at the thought of having to call my SOI!
Im an introvert alike! It definitely isnt easy...but its funny how good it feels when you get off the phone. I had a person yesterday who just didnt want to talk...but i kept asking questions and they opened up. Keep it up.
Phone calls can often feel like an intrusion. I ask my clients and friends what method of communication they prefer, and I honor their choice at least 95% of the time. If a perfect match pops up on the MLS I sometimes will break the rule and pick up the phone and say, hey check your email; what you've been looking for just came on the market. Short and to the point--no rambling messages plese!
Jennifer,
Welcome back. Hope you had a successful trip. Good advice on calling. Sometimes those foreplay calls can warm us up to make the more important calls.
Nice blog Jennifer. I handle my soi much the same way. I stay in touch, never ask for business, but it is amazing how referrals come from them.
Dave
If you have nothing non-salesy to say I'd say don't make the call and maybe opt for an email instead :D
Morning Jennifer,
Well stated. You used your R & R time well. Hope you enjoyed your lil holiday and are all rested up and ready to go.
Jennifer, Welcome back. I hope you were able to take the much needed break. I am definitely not a phone person and often find myself dreading even those calls I really want to make. Thanks for the tip on the business calls. I'll give it a try.
Jennifer- Great points. I know I should really call my SOI more and it is hard. I like your suggestion of making a positive business call first and then calling. Makes so much sense. I made a call last week and it turned out very positive. It was in regards to talking with an agent about joining our company. She ended up dropping by the new office the same afternoon.
Jennifer,
Thank you so much. I am going to have to read you book. I sometimes have a hard time making those phone calls. I hope this helps.
Good stuff, I guess its OK not to ever talk about it so long as you wear your Realtor Pin all of the time - just so they do not forget!!!
I understand what you mean about the 300 lb telephone. I don't make enough calls to my SOI, but I am working on that. You made me feel good about the fact that I don't ask for business on the calls I do make.
You got me thinking on this one. It is tough to pick up the phone and make those important phone calls. The last thing we want is our SOI's going to our competitors. You can prevent that happening by making those 300 pound phone calls. Good stuff!
Jennifer -great post. I needed the reminder that I need to spend more time making those calls