Prospecting. For many of you, that word strikes fear into your heart. Maybe it even makes you a little nauseous! If you’ve ever stared at your phone, feeling that knot of dread in your stomach and breaking out in a sweat, thinking, “I’ll make these prospecting calls later, I have other things I should do first” you’re not alone. Fear of picking up the phone is one of the most common challenges real estate agents face.

But here’s the good news: there’s a way to conquer that fear, and it starts with shifting your mindset. In a recent POWER AGENT® coaching session, one of our agents shared his struggle: “I listen to the seminars, I get all the tools, but when it’s time to make the calls, I freeze up. How do I kick myself into action?”

Sound familiar? Let’s unpack some transformative concepts for overcoming call reluctance and turning fear into fuel.

1. You’re Not Alone – First, understand this: fear of the phone isn’t unique to you. During the session, Darryl asked the Power Agent® community to chime in. The response was overwhelming—many agents feel the same way. Recognizing you’re not alone can be a huge relief.
2. The Source of Fear – Fear often stems from worrying about how you’ll be perceived: What if I say the wrong thing? What if they reject me? What if I come across as salesy or pushy? This fear arises because the focus is on you—how you’ll perform, what you’ll get out of the call, or whether you’ll secure an appointment.
3. Shift the Focus – Here’s the game-changing mindset shift: Stop focusing on getting an appointment and start focusing on serving the other person. When you make the call about helping someone else, the pressure evaporates. In this session, Darryl talked about his son Michael, a successful sales professional who shared with him, “If you call someone because you care about them, you wouldn’t be scared to talk to them—even if they were mad at you.” Your goal isn’t to sell. It’s to connect, understand their needs, and build a relationship.
4. Redefine Success – Instead of viewing the call as a win-or-lose situation (appointment = win, no appointment = lose), redefine success: Success is building a relationship. Relationships are the foundation of trust, and trust leads to opportunities. Remember this every time you hesitate to pick up the phone “If you’re good at building relationships, the appointment will happen naturally. You cannot get an appointment without first building a relationship.”
5. Practical Tips for Building Relationships – To build genuine connections, follow these simple steps:

• • Ask Questions: Focus on their situation. Why are they selling? Where are they moving to? What’s their timeline?
  • Be Curious: Show interest in their home. Compliment their efforts if they’re a FSBO (For Sale By Owner).
  • Offer Value: Let them know you’re there to help—whether it’s sharing market insights or simply being a resource.

When you prioritize their needs over your agenda, conversations flow naturally.

6. Scripts vs. Dialogues – Stopped calling them scripts and just call them dialogues—it’s just a conversation. Forget the word-for-word scripts that feel robotic and inauthentic. Think of your calls as conversations where you’re genuinely curious about helping someone.
7. Motivation on Repeat – Record a motivational message for yourself. Before making calls, listen to a reminder of why you’re doing this: to serve, not sell. Let that be your mental “kick in the pants” to take action.
8. You’re a POWER AGENT®—Own It – We’re going to remind you here, “POWER AGENTS® don’t sell—we serve. We don’t close—we coach.” You’re in this business because you care about helping people move to their next chapter in life. Whether it’s a FSBO, expired listing, or cold lead, they need someone who’s compassionate, professional, and ready to serve. That’s you.
9. Just Pick Up the Phone – At the end of the day, remember this: making a call isn’t life or death. It’s two human beings connecting. You’re not curing cancer or brokering peace in the Middle East—you’re helping someone with a decision about their biggest asset, their home.

Final Thoughts

If fear of the phone has held you back, it’s time to let it go. Shift your focus from getting appointments to building relationships. Embrace the art of communication, and remember: you’re not just making calls—you’re making a difference. The phone’s not going to pick itself up. Take a deep breath, dial that number, and start a conversation. The relationships—and results—you build will be worth it.

Learn more about the POWER AGENT® PROGRAM 

• Join Darryl’s Inner Circle Facebook Group. We are always posting fresh ideas, training tools, strategies, and templates, along with hosting important, timely discussions with real estate professionals across the globe who are committed to their Next Level® of success and life.  

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Haven’t joined the POWER AGENT® Program yet? Try us out! Our all-in-one program is a cost-effective solution that includes coaching, training, and customizable marketing tools tailor-made for real estate agents. Our tried-and-tested approach has already helped thousands of agents skyrocket their listing inventory, strengthen their business, nurture long-lasting client relationships, ramp up their confidence, dial down anxiety, and carve out rewarding careers and personal lives. Check out the POWER AGENT® PROGRAM here!