Overcoming Call Anxiety
Some agents avoid lead-gen calls due to fear or burnout, but small daily goals, training and accountability can boost confidence and steady growth.
NEW YORK — Many real estate agents delay or avoid making lead-generation calls even though phone outreach remains one of the most affordable ways to build a business.
Common barriers include fear of rejection, a lack of confidence or scripts and uncertainty about how to handle objections. Ineffective time management, burnout from long calling sessions, and a desire for quicker results can also deter consistency.
One way to overcome this anxiety is to set a small goal: Calling a small number of leads can turn into a larger number of leads as an agent's confidence grows with practice.
For agents who fear they don't have all the answers they need, they can engage with additional training, find a script partner to help practice or even hire a coach to address that lack of knowledge.
In many cases, if an agent doesn't readily know the answer to a question, they can always find out the answer and reach back out to the potential client with the right information.
Some agents view calling as outdated compared with digital outreach, even though many homeowners still prefer personal communication. Others put off the activity once referrals increase, only to see their pipeline slow later.
Small daily call goals, training and accountability practices can help agents build confidence and maintain contact with their sphere, supporting more sustainable growth and long-term profitability.
Source: Inman (10/27/25) Medford, Carl
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