Consult the Coach - Summer 2015

Dear Coach:

"I am generally a pretty fearless person, except when it comes to picking up the phone to call my past clients. I don’t like when people call me, so I think others won’t like it if I call them. I know that calling my past clients is an important way to stay connected. Any ideas on how to get unstuck?"

Feeling Stuck


Scared to Call

This is one of the most common reasons real estate brokers don’t stay in contact with their past clients. What you are describing is called "projection." This is when we take a belief of ours and "project" it onto others. The belief can be empowering or disempowering, yours being the latter.

Here are the steps that can help you get unstuck and begin calling your past clients:

Question the validity of your current belief. What evidence do you have that your belief is valid? Have you actually called your past clients and had them tell you that they didn’t appreciate your call?

Almost every past client you enjoyed working with will be happy to hear from you. This is a fact that may surprise many brokers.

Know what you want to say. This also keeps a lot of brokers stuck. Draft a script. Initial calls work best by simply being curious about the person you are calling. Ask questions, offer some local market information, and keep the conversation light and brief.

You can expect to be uncomfortable when you begin personally connecting with your past clients. Most new things we learn and do are initially uncomfortable. The more you connect, the more you expand your comfort zone, and the easier it becomes.

Do a beta test. Call a "safe" past client with whom you have a good relationship.

If you are still feeling stuck, ask for help. We all feel stuck from time to time. It’s OK to be stuck; it’s not OK to stay stuck.



About the Coach:

Stuart Kaufman

Stuart Kaufman, MS, MBA, is a Real Estate Columnist, Life and Business Coach who motivates, coaches, trains, and inspires real estate brokers to be focused and accountable for greater success. Stuart provides a Jump Start coaching session that helps brokers get unstuck and move forward. To contact the Coach, send an e‑mail to or call (206) 725‑1584. © Copyright 2015, Metamorphosis Coaching. All Rights Reserved.

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