Have you ever sat down, grabbed the phone to start prospecting, and hesitated to dial because you were unsure of how individuals might respond or were worried about what to say? Or maybe, you've thought about all the potential objections a prospect could throw at you and wondered if reaching out is even worth the risk. In either case, know that you are not alone.

These are common scenarios for most people. In fact, at some point in their careers, many people face their biggest challenge when it comes to making calls, which is call reluctance! 

The secret to conquering call reluctance is to know that it is common but entirely conquerable. You just need a proven process to do so! 

Vince Lombardi said it best,“The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” 

And I believe that is true. How do you find the will to make calls when you are combating call reluctance? Let’s take a look at several strategies to do just that: 

Strategy #1 Embrace the “No’s”

One of the most empowering strategies for overcoming call reluctance is learning to embrace rejection. Rather than seeing “no” as a failure, advisors can view it as a stepping stone to the next opportunity. What follows is an example of what one advisor did to apply this strategy.

Jake was a rookie financial advisor client of mine who decided to set a goal of collecting 10 “no” responses per day. By focusing on reaching this target, Jake began to view each rejection as part of his process. Instead of avoiding calls, he approached each one knowing he was closer to his goal. 

Strategy #2 Role Playing and Rehearsals 

Practicing conversations through role playing can be a powerful way to reduce anxiety. By simulating common scenarios and responses, advisors and agents build muscle memory, making actual calls feel more manageable.

Let’s take Sara, a financial advisory client of mine who had experienced anxiety when speaking to potential high net-worth clients. Sara practices with a colleague, who plays the role of a skeptical client, posing challenging questions and objections. This practice helps Sara anticipate tough questions and develop confident responses, helping her feel more prepared and capable when speaking with prospects and clients. Now she is ready instead of reluctant to call people.

Strategy #3 Establish a Routine and Set Small Goals

Creating a call routine with specific, achievable targets can break down the intimidation of making multiple calls. Starting with just a few calls a day can build momentum.

This reminds me of John, who was an advisory client of mine that avoided calls until later in the day, but would typical change his mind at day’s end. That is until he decided to start his day with 10 dials, regardless of the outcome. By committing to this small goal, he gradually built the habit of making calls earlier in the day. Over time, this routine became second nature, reducing his reluctance and increasing his productivity.

Strategy #4 Visualize Positive Outcomes

Visualization techniques can help advisors picture successful outcomes, reducing the fear associated with making calls. By focusing on the potential benefits, advisors replace hesitation with excitement. Let’s look at what one of my clients did to apply visualization techniques.

Jessica, an advisor looking to expand her client base, takes a moment before each call to visualize a successful conversation. She imagines the client responding positively, scheduling a follow-up, and showing interest in her services. This mental rehearsal reduces her anxiety, helping her approach calls with enthusiasm and eventually creating positive outcomes!

Strategy #5 Reflect and Learn from Each Call

After each call, taking a few moments to reflect on what went well and what could be improved helps advisors and agents build confidence over time. Reflection allows them to treat each call as a learning opportunity. This technique works! And, here is what I mean.

After challenging calls or particularly successful calls, an advisor client of mine named David, takes a moment to jot down his thoughts. He notes the points where he did or didn’t feel confident and identifies areas where he could improve. This practice helps him adjust his approach for future calls, making each one an opportunity to grow.

Why Creating Conquering Call Reluctance Works 

The reason why the aforementioned strategies work so well is because any and/or all of these help to shift the focus from your fear of rejection to focusing on the strategy. Remember, where your attention lies so do you actions. And let’s face it, if you don’t have a system for conquering call reluctance, you’re leaving potential clients and success up to chance!

In Advisor Solutions Podcast Episode #129: How to Conquer Call Reluctance, you will find a more comprehensive discussion of each strategy mentioned here as well as additional ones, plus real-world examples of each.