No More "No": Cold Call Comebacks

 Mastery of the "No": Conquering Objections in Real Estate Cold Calling

Cold calling real estate. Just the words can give a chill to even the most experienced agent. It is a world of gatekeepers, hang-ups, and a never-ending stream of "nos." But for those who can conquer it, cold calling is an incredibly powerful lead generation and business growth tool. The trick is not to avoid objections, but to overcome them effectively.

Objections aren't rejections; they're just a call for more information, or a sign of an apparent stumbling block. A successful cold call has nothing to do with overcoming objections, but rather skillfully handling them in order to maintain the conversation and establish a rapport. Here's how to convert those "nos" into possible "yesses."

The Foundation: Preparation and Mindset

Before you even make a call, your success is dependent on two very important factors:

Detailed Preparation:

Know Your Script (but don't sound scripted): Have a clear opening, qualifying questions, and a strong call to action.

Anticipate Objections: Make a list of every conceivable objection you could possibly get and craft brief, value-based responses for all of them.

Research Your Prospects: Even a quick scan of public records or social media will give you valuable insights to help you customize your approach.

Resilient Mindset:

Embracing the "No": Realize that rejection is a part of the process. Every "no" gets you closer to a "yes."

Stay Positive: Your energy and tone are contagious. Keep a positive attitude, even in the face of resistance, and it can make a huge difference.

Detachment from Outcome: Pay attention to the process and ongoing improvement, not getting hung up on individual call outcomes.

Common Objections and How to Overcome Them

Let's deconstruct some of the most common objections you'll encounter and some good strategies for countering them:

1. "I'm not interested." / "We're not interested in selling now."

This is the boogeyman of all objections. Don't take it personally. It's usually a reflexive reaction.

Strategy: Acknowledge and Pivot.

"I understand entirely, and I like your candor. Few people are actively considering selling until they figure the possibilities of today's market. Many of my clients weren't interested in selling either until they discovered just how much their property was worth. Would you be willing to have a no-obligation, five-minute chat concerning current market conditions in your neighborhood and what similar properties are selling for?"

Emphasize Information, Not Pressure: "I'm not calling to pressure you to sell, but just to give you a brief market update. Would you like to hear what comparable homes in your neighborhood are listed for, or what comparable homes have sold for recently?"

2. "I'm already working with an agent."

Excellent! That indicates they're receptive to selling.

Tactic: Respect and Distinguish.

"That's wonderful! You sound very proactive. Out of curiosity, what precisely led you to hire your current agent? (Pay attention). Although I have a lot of regard for your current relationship, several of my clients love how I utilize [share a unique differentiator such as innovative marketing techniques, wide network, or local knowledge]. In case something goes awry, would you be willing to have a quick chat later?"

Offer Value Anyway: "That's terrific! Even if you're working with someone, I frequently provide inside information about the market that can be beneficial. Would you mind taking a few minutes of my time to discuss current sales in your territory, just for your purposes?"

3. "Now's not a good time." / "I'm busy."

This is commonly a brush-off, but it's also possibly valid.

Strategy: Empathize and Reschedule.

"I completely get it, and I apologize if I've interrupted you at a bad time. When would be a more convenient time to have a brief 5-minute catch-up? I'm free [propose specific times: e.g., tomorrow morning, later this afternoon, or Friday]."

Provide an Alternative: "No problem at all. Would it be more convenient if I email you a brief note with some information, and we catch up when you're more able?"

4. "Just email me."

They're attempting to get rid of you. Don't let them off the hook without qualification.

Strategy: Qualify Before You Obey.

"Oh, sure, I can do that. To ensure that I send you the most applicable information, what particular areas of the market or property value are you most interested in at the moment?" (This compels them to participate and expose their needs).

Set Expectations: "I'd be glad to. Just to check, if I forward you some data on [subject matter], would you be available for a brief follow-up call in a day or two to address any questions you may have?"

5. "What's your commission rate?"

This is a positive sign! They're considering the realities of selling.

Strategy: Don't Quote on the Phone (At Least).

"Great question, and it's definitely a big consideration. My commission is actually a testament to the full service I'm doing to get you the highest possible price for your house. Instead of simply offering you a figure, I'd be happy to tell you very briefly how my marketing strategy and negotiation techniques can actually get you more money in your pocket after commission. Are you willing to take a quick 10-minute call to look at that?"

Shift to Value: "My commission is competitive, but more importantly, it's tied to the value I deliver. I find that most sellers are more concerned with their net proceeds than just the commission percentage. Could we schedule a quick call to discuss how I can maximize your profit?"

The Art of the Objection

Listen Actively: Don't sit silently until it's your time to talk. Really listen to hear what is behind the objection.

Acknowledge and Empathize: Agree with their emotions or fears. "I get it." or "I can see why you'd think that." helps a lot.

Bridge to Your Value Proposition: Bridge from their objection to how your services can solve it or help.

Ask Open-Ended Questions: Get them to open up. The more they say, the more you have the chance to assist them.

Keep Control: Lead the discussion. Don't let them take you down a rabbit hole.

Know When to Hang Up (Temporarily): Not all calls will be successful. If you're dealing with someone who is rigidly hostile or won't communicate at all, bow out of the call and leave. Your time is important.

Overcoming objections in real estate cold calling is an art honed by diligent practice and a desire to learn continuously. Every objection presents an opportunity to work at tweaking your approach, to show your expertise, and eventually, construct your real estate empire, one "no" at a time.

Is VBA relevant in 2025?

 Visual Basic for Applications (VBA) is an implementation of Microsoft's event-driven programming language Visual Basic 6.0 built into most desktop Microsoft Office applications. Although based on pre-.NET Visual Basic, which is no longer supported or updated by Microsoft (except under Microsoft's "It Just Works" support which is for the full lifetime of supported Windows versions, including Windows 10 and Windows 11), the VBA implementation in Office continues to be updated to support new Office features.

Is VBA a valuable skill?

Valuable Skill to Add to Your CV

Whether you are a personal assistant, information worker, or professional who needs to work with a computer system, learning VBA programming can be valuable. It may enhance your resume and help you stand out from other candidates.

VBA excels in enhancing interactions between different Office applications. For example, it can facilitate data transfer from Outlook to Excel, modifying the content in one application based on the other—an invaluable feature for dynamic environments that require seamless data integration.

VBA is definitely worth learning if you want to extend the functionality of Microsoft Office. VBA is often the quickest way to automate tasks and reports within Office. You can automate some things using macros, but VBA gives you a lot more power and flexibility than macros do.

Microsoft said that it has no plan to remove VBA from the Windows version of Office. With Office 2010, Microsoft introduced VBA7, which contains a true pointer data type: LongPtr. This allows referencing 64-bit address space.

Beyond the Hustle: How to Start Scaling Smart as a Freelance Virtual Assistant

The life of a freelance Virtual Assistant (VA) often begins with a flurry of excitement, a relentless hustle for clients, and the joy of newfound freedom. You're building your dream, one task at a time. But then, a familiar feeling creeps in: overwhelm. Your client list is growing, your inbox is overflowing, and the hours in your day just aren't stretching far enough. You're busy, but are you truly growing?

This is where the concept of "scaling smart" becomes your secret weapon. For VAs, scaling isn't just about adding more clients to your plate; it's about strategizing your growth to maximize efficiency, profitability, and your own well-being. It's moving beyond simply doing all the work to optimizing how the work gets done.

The Pitfalls of "Scaling Dumb"

Before we dive into "smart," let's briefly look at its opposite. "Scaling dumb" for a VA often looks like:

• Taking on every client: Saying "yes" to every inquiry, regardless of fit or workload.
• Working endless hours: Believing the only way to earn more is to work more.
• Undercutting your rates: Trying to attract clients solely on price, devaluing your expertise.
• Doing everything yourself: Hesitating to delegate or invest in tools.
• No clear service offering: Being a generalist for too long, making it hard to specialize and command higher rates.

While these strategies might bring in initial revenue, they quickly lead to burnout, lower per-hour earnings, and an unsustainable business model.

The Pillars of Scaling Smart for VAs

To truly scale smart, consider these fundamental shifts in your approach:

1. Specialize and Niche Down

This is often the hardest step but the most impactful. Instead of offering "all VA services," identify what you excel at and what services are in high demand.

• Why it's smart:
  • Become the expert: You'll attract higher-paying clients looking for specialized skills (e.g., "Kajabi VA," "Podcast Management VA," "Social Media Strategy VA").
  • Streamline processes: You'll develop efficient workflows for a specific set of tasks.
  • Easier marketing: Your ideal client knows exactly what you offer.
  • Higher rates: Expertise commands premium pricing.

2. Optimize Your Processes and Systems

Time is your most valuable asset. The less time you spend on administrative tasks or repetitive work, the more time you have for billable hours or strategic growth.

• Implement Project Management Tools: Trello, Asana, ClickUp – choose one and use it religiously for task tracking, client communication, and deadlines.
• Automate Repetitive Tasks: Use tools like Zapier for connecting apps, calendly for scheduling, or email templates for common communications.
• Create SOPs (Standard Operating Procedures): Document how you perform common tasks. This is invaluable if you ever hire help, but also helps you work more efficiently yourself.
• Batch Your Work: Dedicate specific blocks of time to similar tasks (e.g., "Email Hour," "Social Media Scheduling Block").

3. Master Your Pricing and Value Proposition

Stop trading hours for dollars. Start charging for the value you provide and consider different pricing models.

• Move Beyond Hourly: Explore project-based pricing, retainer packages, or even value-based pricing where possible.
• Increase Your Rates Strategically: As you specialize and gain experience, confidently raise your prices. Explain the value you bring, not just the hours you put in.
• Create Tiered Packages: Offer different levels of service to cater to various client needs and budgets, making it easier for clients to say "yes."

4. Leverage Technology and Tools

Invest in tools that save you time, improve quality, or automate processes. Think of them as your silent partners.

• Beyond PM tools: Consider graphic design tools (Canva), AI writing assistants (ChatGPT for content ideas), accounting software (QuickBooks Self-Employed), or email marketing platforms.
• Cloud Storage: Google Drive or Dropbox for organized client files.

5. Build Your A-Team (Even if it's just you... at first)

Scaling smart often means eventually delegating. You can't do everything forever.

• Outsource Your Own Admin: Start by hiring someone to handle tasks you dislike or that take you away from billable work (e.g., your own bookkeeping, social media for your business).
• Collaborate with Other VAs: Build a network. If a client needs a service you don't offer or you're overloaded, you can refer them or even subcontract to another trusted VA.
• Consider a Subcontractor: If a client project is too big for you alone, or requires a skill you don't have, bring in a specialized VA as a subcontractor. You manage the client, they do the specific work.

6. Focus on Client Retention and Referrals

It's easier and more cost-effective to keep existing clients happy and get referrals than to constantly seek new ones.

• Deliver Exceptional Value: Go above and beyond. Be proactive, communicate clearly, and anticipate needs.
• Solicit Testimonials: Positive reviews are powerful social proof.
• Build Relationships: Be a partner to your clients, not just a service provider. Happy clients become your best marketing channel.

The Mindset Shift

Scaling smart isn't just a set of tactics; it's a fundamental mindset shift. It means viewing your VA business as a growing enterprise, not just a collection of tasks. It's about being strategic, proactive, and discerning with your time and energy.

By starting to scale smart, you move beyond the daily hustle and build a freelance VA business that is not only profitable but also sustainable, enjoyable, and truly impactful, allowing you to serve your clients better and live the freelance dream without burning out.

Flipping the Pyramid: The Power of Leading from Behind

 In a world too frequently dominated by a top-down, command-and-control style of leadership, another philosophy has gained influence in the shadows, presenting a more human-focused and productive model to lead teams and organizations: Servant Leadership.

Fundamentally, servant leadership reverses the conventional power relationship. Rather than the leader at the top, requiring compliance and exercising power, the servant leader positions himself or herself at the bottom, committed to meeting the needs of his or her team members. This counterintuitive method, which was first developed by Robert K. Greenlee in 1970, suggests that leaders will actually produce greater success for the individual, the team, and the organization overall by putting the growth, well-being, and empowerment of those they are leading first.

The Genesis of an Idea

Greenleaf, in his famous essay "The Servant as Leader," noted that "The servant-leader is servant first… It begins with the natural feeling that one wants to serve, to serve first. Then conscious choice brings one to aspire to lead. He or she is sharply different from one who is leader first, perhaps because of the need to assuage an unusual power drive or to acquire material possessions." This essential difference points to the self-motivation of a servant leader: the desire to serve other people.

Key Traits of a Servant Leader

Although the term may be vague, servant leadership appears in the form of a set of observable traits and practices:

Listening: Servant leaders are good listeners, attempting to hear the views, needs, and issues of their employees prior to providing solutions or instructions. They build a culture where all feel listened to and appreciated.

Empathy: They have a profound sense of understanding and appreciation for others' feelings and experiences. This empathy helps them connect with their team on a human level, creating trust and psychological safety.

Healing: Servant leaders are sensitive to the emotional needs of their team. They seek to create a safe environment where people can heal from challenges, repair conflicts, and feel complete.

Awareness: They have a high self-awareness and an awareness of the larger context within which their team is functioning. This involves an awareness of their biases, strengths, and weaknesses, organizational culture, and external forces.

Persuasion: Instead of using positional power, servant leaders rely on persuasion and rational arguments to motivate and influence. They motivate commitment through mutual respect and shared understanding.

Conceptualization: They can think strategically and conceptually, seeing the larger picture and how their specific contribution relates to the overall purpose.

Foresight: Servant leaders have a sense of what may occur in the future and are anticipatory in preparing for challenges and opportunities that may arise.

Stewardship: They see their work as a stewardship to serve the organization and its members, taking responsibility for their well-being and growth.

Commitment to People's Growth: Maybe the most distinguishing feature, servant leaders are committed to the growth and development of every individual. They offer learning opportunities, mentorship, and progress.

Fostering Community: They help in creating a sense of belonging and community in the team and organization, calling for collaboration, mutual support, and shared purpose.

Serving First: The effects of servant leadership reach far and wide beyond personal well-being. Companies that adopt this philosophy usually reap:

More Engaged and Happier Employees: When employees feel truly supported and valued, motivation and commitment skyrocket.

Increased Productivity and Performance: Developed and empowered people are more likely to initiate, innovate, and perform at a greater level.

Enhanced Team Cohesion and Collaboration: Mutual respect and service-based culture builds stronger relationships among people and helps create effective teams.

Less Turnover: People are more likely to remain in organizations where they are respected, understood, and offered opportunities for growth.

Improved Innovation and Creativity: A safe space and supportive culture promote experimentation and thinking outside the box.

Stronger Organizational Culture: Servant leadership promotes trust, empathy, and ethical behavior in culture.

Challenges and Considerations

While the payoff is attractive, implementing servant leadership is not without challenges. It necessitates a radical change in mindset away from conventional power paradigms. Leaders need to be open to:

Let Go of Control: It can be hard for control-oriented leaders to trust their team and give them the power to make decisions.

Spend Time in Development: Focusing on individual development demands much time and effort invested in coaching and mentoring.

Embody Humility: A servant leader's humility is such that they recognize their own fallibility and are willing to learn from others.

Manage Resistance: Some members of the team might be resistant to this style at first, having been used to more conventional leadership types.

Conclusion

In an ever more complex and interconnected world, the servant leadership approach is a potent remedy for hierarchical stiffness and a way forward to more genuine, effective, and meaningful leadership. By putting others' needs ahead of their own, servant leaders do not lessen their own power; rather, they increase it, creating stronger teams, more resilient organizations, and ultimately a more empathetic and productive workplace for all. It is a leadership philosophy for today and a future where human flourishing and collective success are inexorably intertwined.