Don't Call Twice a Day: How to Get Prospects to Commit by Agreeing on the Next Step (Part 2)

Hello, I'm back. Sorry about that. I accidentally caught the recording and of course I don't know how to stitch 2 audio files together. So this is a Part 2. Yeah, this is a Part 2. Yep. So I'm the host of the podcast. My name is Tavishma Ayed. If you'd love to connect and everything is making sense then hit me up. Call, send a text message or a WhatsApp message on 0806466 2140. In the first part of the recording, we're talking about whether it's a good idea to be following up on somebody by buzzing the person two times in a day.

And this was a question from Lucia, who is a real estate agent with Rolling Stone Realty. And the answer to the question was no. And in the first recording, I had explained why it is no, because one of the reasons why you're following up with people endlessly is because you're not getting advancements. An advancement is an agreement between you and the person that you spoke to on what the next step is, because you're not agreeing on next clear steps.

That is why you're stuck in this cycle of following up with somebody for the sake of following up and calling and calling and calling. And the person is ignoring busy your call, ghosting you and all kinds of things. So we should be gaining advancements that way. When we call somebody, we're calling not to follow up. We're calling to follow through on something. Follow through just means you and I agreed on something. So now that I'm calling, I'm calling to say how far we agreed on XYZ.

Have you done the XYZ or last time we spoke, we agreed on XYZI have done the XYZ. So I'm calling to update you. So sales professionals, we should be following through. We should be gaining advancements. If you're following up, it's because you are not gaining advancements in the sales process. So that's part of what we discussed in the first video. I say video, the first audio before I accidentally caught this, before I accidentally caught that recording.

And now I'm making a Part 2. So if any of these things is making sense and it's your first time listening to the podcast, just know that this is a 2 parter. So once you're done with this, go and listen to the other episodes so that you get caught up speed. So I had been talking about what did I say again yourself? OK, sorry, forgive me. I'm out and about. And so that's why you're going to hear lots of noise in the background.

So I had been talking about how selling real estate is a complex sales scenario. Sorry, 1 moment. OK, sorry about that. The call was coming through on my phone. Yeah, I make the podcast recordings on my phone. So I had been talking about how when you're in a complex hill scenario, you need to form as if you're a doctor or pretend as if you're a doctor. You need to be consultative in your approach and people are not going to make decisions anytime soon, so you can't just keep chasing up hollering people anyhow.

And making 2345 calls a day is not going to work. Oh, sorry. One moment my attention is required. I'll be back. OK, All right, I am back. Sorry about that. So I'm out and about and, you know, because of where I'm parked, you know, there are times that, you know, people might need my attention. OK. So yeah, like I said, calling twice a day was not realistic because it's not an emergency and people are not going to make a decision anytime soon.

So you should not be calling them twice in the day. So what is the right amount of space that you need to give people? It depends. So now we know that when we're calling people, we need to give them some space. Like I said, be consultative. Pretend you're a cardiothoracic surgeon, you know, or present you're some kind of doctor. You need to give people space. You need to give people breathing room. Now, what is the appropriate level of space that you need to give people?

It depends, honestly, you have to experiment. This is one of those things, you know, where I say sales is a matter of trial and error because some people ask me and they expect that there's a magic answer. But The thing is, there isn't, it depends on the context, it depends on the industry, it depends on where you are. It depends, you know, there are different traditions. So it depends. So for me, as a default, as a default, normally I give it like 2-3 days before I holler somebody back.

So in other words, I call somebody on Monday, the person doesn't pick. I send a text message and you know, I leave it Tuesday, Wednesday, then maybe I buzz the person up again on Thursday. That is just my default because I'm trying to gauge the situation and based on how people respond, I will now know that, oh, OK, when it's a Chief Ian Archer, you know, no point in like no point in harassing the guy. Like you respond in one week's time.

Or if it's for this kind of product or for this kind of service or for this scenario or for that scenario, you know, then every day might be appropriate. But as a default. And what I would recommend to someone who is in Lucia's position is don't blow up somebody's phone twice in a day. Just relax. Twice a week, I think it's OK. You call the person by Monday, they didn't answer, send a text message, send an e-mail and just read.

Wednesday you can reach out again. Thursday you can reach out again. Friday you can reach out again, provided you were able to secure an advancement at the last conversation. If you didn't secure an advancement, if you and the prospect didn't agree that this is what we're supposed to do next, those are the reasons why the guy is not answering your call. Because the reason why you're reaching out is unclear. So it's not just a matter of how often should I be calling somebody back.

Do you even have a good reason for calling the person back? Ask yourself, if you don't have a good reason, therein lies the problem. Now that you want to call, what do you want to propose? You don't know if the person answers, what will you guys talk about? You don't know, By the way, how far is not a good reason to call? Oh Chief, we had a good conversation last week. So because of that I was calling just to hear how far.

That is not a good reason to call. That is not a good follow up call. Remember the example that I gave in the beginning. If you call to say, good afternoon, Chief, after our last meeting, remember that we said the next step was we're going to review soil samples. I reviewed some of the samples in the lab and me and the boys, we think that yes, we can now go and do site inspection. So if you're OK with it, we should schedule a trip to to Umua here in the next two weeks.

Me and the boys who are available then you can see that that call, there is a goal to the call. There's a reason to the call and because both of you agreed the last time, if at all Chief Henacho is really, really interested, you know he will be expecting the call. There's a reason for him to pick up the call. If Chief Henacho is not answering, it's because you guys did not secure an advancement at the last call. So if you can't think of a good reason to call, honestly,

perhaps you shouldn't even be making this call. There's some more fundamental problems than the guys not answering my call. So the ultimate solution to this problem is this. If you want to stop playing this game or follow up, you're calling somebody, they're not answering. You call somebody the busy to call. You see their car outside. When you go to the office, they say all guys, no seats. You know all guys will see because you saw the car outside.

You want to stop this game, Just get good at securing advancements at the meeting that you are at now. Don't leave that place until you have the conversation. OK Chief. If it looks like we're interested and if it looks like this, if it looks like that, this is what I would recommend. The next step is I think we should do this. I'll be Chief. What do you think? You get some feedback. If Chief says, OK, good, you have an advancement.

But there'll be some situations where Chief will say, no, no, no, we're running too fast. What about this? What about that? And they say, oh, sorry, it's true, Chief. That actually makes a lot of sense. And there you have it. You have your next advancement. So in case you haven't figured it out, that is how you get an advancement. You either propose the next step or you ask the person Chief what do you think the next step would be?

What would you like to do next? Simple summary though, those are how you secure advancements. You either propose the next step. Remember my friend Shegu who used to do my videos, his own formula was OK. If we're all good, the next step is we need to transfer a deposit of 80% to the amount of 420 K so that we can book your wedding date. That was his simple formula. It was always the same, always the same. That was the structure.

Not always word for word, but that was the structure basically. OK, it looks like we're good to go on this and this and that and that. So the next step is you need to make a deposit, Mummy, 80% deposit. He will now give a specific amount to the amount of 325,000 naira so that we can secure your wedding date for So, so, so, so, so I can mobilize the boys. You can see he has proposed the next step for some of you who say that's too direct.

OK, you don't want to be too direct. Now ask the person. OK, Mommy, it looks like we're making progress and it looks like we're in agreement in this and this. And then so mommy, what would you like us to do next? The reason why I don't like throwing it to the person is because mommy can actually say, you know what, let me think about it. I think mommy says that or more Chai. That's why we now start doing follow up for the sake of follow up because mommy said, let me think about it.

It is because me, I'm afraid of let me think about it. That is why me, I propose the next step and I say, what do you think? Or are we cool with that? So that the person will object. And now let me know that, OK, we're rushing too fast or that there is something that I fail to bring up. So you know what, let's just stop here so that this, excuse me, this podcast episode doesn't get too long. I think what I'll do next is this.

I'm going to try, I'm going to come up with, well, actually The thing is I have to leave right now. So I'm going to try and come up with what I think the typical buying cycle is in real estate, and then we'll come up with ideas about how we can secure advancements at every single stage so that people like Lucia and then Jackson, who called on the radio show Jackson and what was the other guy's name? I can't remember. Come to think of you real estate professionals, you guys have some very correct names.

Jackson Lucia, so that Lucia and Jackson, we can now have much more concrete examples about how you can be getting advancements in the sales process. Because trust me, once you start having advancements, it's not as if your problem of ghosting will go away, but less and less people will be ghosting you. So that's it. And that's all for today. Remember, if you like these sorts of issues, you know this is your job. You want to see how to build your business.

You want to see how to move relationships forward with potential customers, then call, send me a text message or a WhatsApp message on 08064662140. Then also subscribe Spotify, YouTube, Apple, or any player of your choice. Keep on listening. There's over 1200 resources on this very feed where you're listening to this podcast from. So that's it. Thanks for your time and attention. I will catch you some other time, but I really have to run right now.