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Ask The Expert: How Do I Get Over Call Reluctance?

A reader from Oklahoma wrote: I have not been achieving the success I should have. I know the issue. I have call reluctance--big time. I just can't seem to make the calls that are necessary to get me to the next level. How do I get over it? 

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[caption id="attachment_9654" align="alignright" width="150"] Dave Hershman[/caption]

Dave: Thanks for the question. I should point out that you are not alone by any stretch of the imagination. All of us have some form of reluctance and it inhibits our performance. For many, it can cause failure. I would have to know more about you before I answer your question.

However, let me give you a few general guidelines:

  • The first step is to admit you have an issue. If you don't admit there is a problem, there is no chance of fixing it. You obviously recognize your issue, otherwise you would not be reaching out.
  • The second step is to find out what kind of reluctance you have. There are books that have been written on this issue and there are over 20 different kinds of reluctances--from dealing with only those you know well to avoiding the telephone.
  • The third step is to come up with a game plan which targets your reluctance. A game plan would have specific objectives and results you would like to see. There would also be a structure for implementation of actions to achieve the objectives.

Let's say you should be calling your previous customers. This would require determining what to say. Knowing what to say will make it easier for you to call. You should also know how many you would like to call per day and schedule the appropriate time in your calendar.

Don't overbook your calendar with this task as you should not ignore this task for weeks or months and then try to call twenty per day. In addition, there should also be a component of the plan that tells you what you need to do if you don't make the calls--what happens the next day?

Team up with a buddy who also needs help. Call them each morning and go over the plans and review the previous day as well. Having a "peer" instead of a boss to make you accountable is typically much more effective because they can be more empathetic. And don't forget to assess the results so that you can make adjustments and reward yourself when you have success. The benefit of rewarding success is often overlooked.

Dave Hershman is Senior VP of Sales of Weichert Financial. He has published seven books, as well as hundreds of articles, and is the founder of the OriginationPro Marketing System and Mortgage School. His site is www.OriginationPro.com and he can be reached at This email address is being protected from spambots. You need JavaScript enabled to view it..

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