If you can nail the first 30 seconds of a cold call and do these six things, setting appointments and closing the sale over the phone will be simple. Number one, stop saying, "How are you?" to open your calls. The second you do that, the prospect on the phone knows, "This is a salesperson. What do I need to do to get off the phone immediately?" Number two, mirror and match their tone and their pace of speech. So if they talk really loud like this, you're going to talk loud. If they're soft-spoken, you'll talk soft-spoken. More importantly, match their pace. If they talk really fast, talk really fast. If they talk slow and they're more reserved, slow things down. People like talking to other people that are just like them. Number three, use the most beautiful word in the English language. What is that? Their name. Remember back in school when you had your head down and the teacher called on you and said, "Brandon," you look right up. Because your name, when you hear your name, your reticular activator in your brain is so hardwired that every time you hear your name, automatically your attention is grabbed. So when you open up a phone call and you use the prospect's first name along with an upswing and ask them a question, now you've got their attention. For example, if the prospect's name is Stephanie, when a woman answers the phone, you don't say, "How are you?" She says, "Hello?" And you say, "Stephanie?" Number four, as soon as the prospect says, "Yeah? Who's this?" You introduce yourself using your first name only and what you do without using your company name. So for me, I'm a real estate agent. So here's what it would sound like. Stephanie says, "Yeah? Who's this?" You say, "This is Brandon, I'm a local realtor." Don't use your last name and what company you're with. Again, you want to position the phone call in such a way where the prospect doesn't feel threatened. The second they feel like you've got something to sell them, their automatic reflex resistance go up. The same way when you walk into a department store, and what does the person say every single time? "Hey, how can I help you today?" And what do you say every time? Oh, yeah. That's right. You respond with, "Nothing. I'm just looking." Number five, tell them the reason why you're calling and ask a question that you know they're going to say yes to. So I've put a link beneath this video with my script-book. If you're a real estate agent, you'll go and download that script-book for free. You'll see that the very first part of the script is asking a question that we know with absolute certainty the prospect is going to say yes. Number six is critical, you have to use what we call a pattern interrupt, so that you catch the prospect off guard. You lower their defense mechanisms. For example, let's pretend you're a real estate agent and you're calling a for sale by owner.
Here's my script, so that you can nail the first 30 seconds of the phone call. Ring, ring, ring. "Hello?" "Hey, Bob?" "Yes, who's this?" "This is Brandon. I'm a local realtor and I was calling about the property for sale, and I understand you're selling it by owner. Is that right?" "Yes, that's right." "Okay, perfect. And listen, I absolutely respect that, especially in this market. I mean, chances are, you're going to sell this house on your own without ever using a real estate agent. I was just curious if you'd be open to the idea of an agent bringing you a buyer for the property." So if you want to see this in action, watch this video right here. You'll watch me as I prospect to live prospects on camera for 30 minutes, where I use this exact same strategy that I just taught you. And it allows me to generate five listing opportunities in less than 30 minutes. The power of this is amazing. Click here.