Master of cold calling Tim Heyl puts himself out there daily as he strives to convert cold c old calls into conversations and then to business A 25-year-old who closes 135 135 home sales or more than dustry. Then he also kept taking classes through Keller his business and having a personal lie,” Rivers said. “He
$34 million in a year is rare. Yet Tim Heyl o The Heyl Willia ms in cold cal ling. He has t urned cold ca lling int o does what he needs to and then he goes home.” Group LLC seems to have achieved this success in the
most basic way: practicing the undamentals with the patience o a veteran. Heyl leads a fve-person team that has quickly become one o the best listing and best selling teams in the Keller Willia ms amily o agents and one o the top producers in Central Texas. And this small team has been producing because Heyl has demonstrated a unique ability to learn and relearn within the crat o residential real estate. He once took a real estate prospect ing class and learned so much he retook the class — fve times. “You don’t become an expert at something just taking a class one time,” he said. What has come rom that lear ning is a commitment to cold calling and searching or business. “There are not many people who would cold call our hours a day, fve days a week,” he said. Heyl said he took up the habit o cold calling when he was gett ing st arted in t he business as a means to meet
his own art orm. Heyl was born and raised in Austin. Ater graduating When he sta rted he would ma ke calls unt il he had 20 rom St. Michael’s Academy he attended Texas A&M Uni-
conversations with prospects. Realizing that sales is a versity. W hile t aking classes in r eal est ate fna nce and numbers game, his goal was to interact with 5,00 0 people a year. Eventually he calculated that he was getting one ace-t o-ace appoint ment or every 15 calls so he resolved to have 30 conversations every day. Heyl made an impression on Gene Rivers, a brokerage owner rom North Florida who came to Austin a couple years ago to give a training class on prospecting to Keller Willia ms agents. Heyl approached R ivers at er the class and asked i he could call him later or additional advice. Heyl continues to call Rivers or guidance.
appraisal and other fnance courses, Heyl earned his real estate license in his spare time.
“I like homes. My ather is a custom homebuilder in town, and I always wanted to work or him. But he helped me realize my strength was in sales,” Heyl said.
Besides learning about prospecting, Heyl has also
learned about management in working with a buyer specialist, a operations manager, a listing coordinator and a team assistant. “Just because you’re good at getting leads or making “He is a willing student,” Rivers said. “That’s a sign sales doesn’t mean you’re good at managing people,” said o early wisdom. … He’s practiced [cold calling] more Heyl, who meets with his teammates daily to disc uss their than anybody else I’ve seen. And the more he does it the goals and how the team members can align their goals. “Everybody is working together to get the same client better he gets.” Rivers added that Heyl is also unique as a young agent satisfed.” n mick norigto by balancing work and lie. people and participate in the residential real estate in“Unlike most, he’s got a eel or the balance o growin g
This arTicle is reprinTed rom The ausTin Business Journal, residenTial real esTaTe awards, mar. 8, 2013 page B8
