According to the Harvard Business Review, 48% of salespeople are afraid to make phone calls. 

As a result of that fear, people have trouble meeting their goals or hitting their sales quota, depending on what business they’re in. And they make less money than their counterparts who dial daily. 

There are typically two reasons for this fear of calls:

  1. Fear of sounding like a salesperson.
  2. Fear of failure. 

Knowing this, let’s dive into four strategies to overcome the fear and start making calls. 

Shift Your Mindset

Sales is an honorable profession. The stigma of ‘sounding like a salesperson’ doesn’t bother me. 

When you go to a dentist, you want the dentist to sound like a dentist. When you go to a mechanic, you want the mechanic to sound like a mechanic. There’s nothing wrong with sounding like a salesperson. 

And that’s a mindset shift. 

As a real estate agent, you’re helping people get into a home and navigate a stressful life event: the experience of moving. This is an honorable profession—lean into that understanding. 

You have the chance to help people and be well compensated for it. So, sounding like a salesperson isn’t a bad thing. 

Practice Your Scripts

While shifting your mindset is a great start, you must ensure you have incredible delivery when on the phone.

And the only way to do that is to practice. 

A lot of agents are not role-playing or practicing their scripts regularly. This makes calls sound very forced and, yes—salesy. But with enough practice, calls become more natural. 

The agents who roleplay, study and become a student of the sales business don’t sound scripted. They don’t sound like salespeople. They sound like a guide through a stressful process. You eliminate the fear of sounding like a salesperson when you practice enough to get to this level. 

Have conversations in your downtime

DJ & Lindsey Real Estate shared their leaderboard at the Tom Ferry Success Summit.


The leaderboard shows the team’s salespeople with the highest number of conversations.

And magically, these are the same people with the highest number of pending sales and closed sales. 

If you fear failure, you’re not going to get over that fear by not talking to people. The only way to overcome it is to practice, roleplay, and execute by having real estate conversations. 

Make sure you’re having a lot of conversations in your downtime. Start tracking how many conversations you have, and as they increase, you’ll see how it directly affects your number of sales. 

Use data to your advantage

Also at the Tom Ferry Summit was Daniel Dixon from Colorado. He shared another Harvard Business Review report that showed the best time to phone calls is between 8:00-11:00 am and 4:00-6:00 pm.

Use the data that’s out there. Talk to as many people as you can during those time blocks.

A lot of people ask what schedule I follow, and the schedule is the one everyone tells us to follow. Which is:

  • Make calls, prospect and follow up in the morning 
  • Go on appointments in the afternoon. 

Keep it simple, because simple wins in this business. 

We’re all in business to make money and have a great life outside work. So follow the four strategies outlined above, pick up the phone and make those calls.