Cold-calling key for confidence

Estate agency PRDnationwide last week completed its induction of the 12 new real estate agents expected to become leaders in real estate nationwide.

As part of the Sell Smarter Rookie Training Course, franchise directors and business consultants led the trainees through the induction period. The most common trait the ‘newbies’ shared was how to find new contacts.

While a lot of the inductees had previous sales experience, all were new to the specifics of real estate. They were given a call list, a telephone and the time to close a deal.

Harvey Bay agent Don Bryant said some principles of negotiation, however, were similar to those used in other industries.

“Even though I’ve worked as a car salesman and the principles of negotiation are similar, there are lots of little things in real estate that are different,” Mr Bryant said.

“We’re all from different areas and it can be a good support group moving forward.”

Ilona Barry from Burleigh Heads said it was daunting cold-calling from their prospective client list, but invaluable experience as the processes followed netted a successful call.

“My number one goal this week was to learn how to prospect,” Ms Barry said.

“The course was a massive learning experience. I now have a plan in place now for my business and I’m ready to go.”

Former flight attendant Cindy Lane said the course managed to squeeze 12 months of learning into four days and said it contained all the practical experience to gain confidence and begin the ‘next phase’ of her professional life.

“I haven’t started selling yet as I just passed the real estate course six weeks ago,” she said.

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