Joint Venture Brokers make money by connecting supply and demand. In this busy age of e-mails and spam, we sometimes forget that the phone is a far more powerful communication tool than ever before. Writing a letter or sending a real card by snail mail is also excellent, but the phone is instant. Even leaving a voice mail message, you can really build value, relationship, and trust.
Before going further, lets quickly handle the deal killers when it comes to phone use:
1. Do NOT put people on hold. That is bad manner and it will certainly offend a lot of successful people. Put me on hold and I will put the phone down.
2. No eating, drinking, smoking, yawning, typing other distractions. Theres nothing more disgusting than the sound of someone eating, or worse still, smoking, on the other side of a phone line. And no background noise if you can help it.
3. If you answer the phone, be prepared to speak. Dont answer and immediately tell someone you are in a meeting and will call him or her back. Why did you answer your phone in a meeting to start off with? Have you really no respect for the person with whom youre meeting?
OK, now lets talk about what works on the phone. Always listen more than you speak, get to the point and dont waffle. People dont want to hear about your daughters orthodontic appointment or the dogs fleas they are not interested. Talk business. Time is valuable. And be specific about numbers, commitments, dates, and times. Make sure you write things down and do what you promise. Trust is built by doing honoring your word. Nobody believes your excuses.
By being genuinely interested in linking people up with solutions and solving their problems, one phone call can make you a large amount of money. All you do is connect people. You dont have to deliver the goods and services. You simply broker the deal. You can spend five minutes putting a deal together that takes other weeks to implement, and all the commission you earn is 100% profit to you as a Broker. And you never know whom the person on the other side of that phone line is connected to, or what he or she might be worth to you in business over the years. Treat every caller with great respect and deference and you will be mining gold.
Watch your tone of voice, stay positive, upbeat and enthusiastic, use the other persons name frequently, listen carefully, ask lots of questions and return all your calls promptly, and you will project a professional, caring and trustworthy image. Years ago, I was training insurance salespeople. I got each one of them to work out their sales ratios and the average phone call was worth ten dollars. They each stuck a ten-dollar bill to the telephones to remind them that every time they picked up the phone, they earned ten dollars. Suddenly, they looked forward to making and receiving phone calls, and along with that change in attitude came increased sales.
Now go give your phone a big, sloppy KISS.
Robin J. Elliott www.DollarMakers.com