One of the best and most rewarding forms of prospecting.
Warm calls are one of the best and most rewarding forms of prospecting. It is something that truly just feels good, and the more you do them, the better you'll feel, so it's a huge win overall.
Warm calls are calls to every single number that is in your sphere. The goal is to genuinely and generally catch up with everyone.
It doesn't matter if they haven't been in contact for years or even if you've forgotten who they are. If you have their number, at some point you were friendly enough to be in contact, and now you want to reignite that friendship.
Start from the first number
Work your way all the way down your list.
Don't skip anyone
The goal is to catch up with people and check in.
Focus on them
Ask about their life, their business, and anything they are into. If they ask about you, catch them up, but when real estate comes up, tell them it's great and turn the call back toward them.
If they get the feeling you called about business, it tarnishes the whole point of the call. Remember, people buy from those they know, LIKE, and trust. Warm calls are about making sure people think of you whenever the time comes, not trying to force the time on a warm friend.
You will be amazed when you check in on someone how many people genuinely needed someone to just see how they are doing.
You will have many very heartfelt conversations and can be someone people find solace and light in.
If you can connect with someone emotionally and be there for them, you will be their first choice when it's time for them to do a deal or give a referral.
Near the end or at the very end of the conversation, you want to ask for three simple favours:
"If you ever see my post on social media, can you give it a like or a comment? It does a lot for the algorithm and helps me get exposure."
"From time to time I may ask you to share a listing or two. No pressure or stress if you don't want to, but if you can re-share the ones I ask, it would be huge for me."
"If you ever hear anyone talking about real estate, would you please let them know about me? And even better, can you get permission to give their info to me so I can call them?"