Despite all the uncertainties in the market at the moment, people still need to buy and sell houses, and if we conduct ourselves the right way, we could be the agents to help them proceed. How can we continue to make calls in such a sensitive time,  and is there a right way to handle our database’s anxieties? How do we know which contacts we should be nurturing during this period? On this episode, Dale Archdekin, Founder of Smart Inside Sales, shares how to keep making calls during the COVID-19 crisis.    Don’t be tone deaf to people’s fears right now: we have to be sensitive and empathetic. -Dale Archdekin   Takeaways + Tactics  While we have to keep reaching out, it’s important we don’t come across as tone deaf. Be mindful of the challenges people are facing and speak with empathy. If an important announcement has just been made, go ahead with calls but offer to call back in a week or two with an update on the market. People are most anxious immediately after an announcement, so call them again in a few days, when their stress levels have stabilized somewhat. Ask potential clients if the only reason they’re hesitant to buy or sell now is because of the current pandemic. If we know they’d be willing to go ahead with a transaction if not for COVID-19, we can keep nurturing a relationship with them in the meantime.   At the start of this episode, we spoke about the importance of adapting our scripts to be as empathetic as possible during this time. We also discussed why it’s so important to stay productive during this period if we want to ensure our future in the industry.   On this episode we discussed: Why the current situation will make or break real estate professionals The importance of building rapport with our database now How to avoid pushing people into a business conversation   Guest Bio-  Dale Archdekin is the Founder of Smart Inside Sales, a coaching and training company serving residential real estate agents and brokers. As former Director of Lead Generation for a top-5 Keller Williams Realty mega team, Dale was instrumental in more than doubling the team’s sales to over $200 million in just 3 years. Dale has been a residential real estate salesperson for close to 10 years now. He lives in Philadelphia with his wife, who is also a residential real estate agent with close to 10 years of experience, and their two amazing kids. Dale and his wife invest in real estate as well and real estate is their main vehicle for their retirement planning.    To find out more about Dale, head to: Smartinsidesales.com  You can also email him directly at dale@smartinsidesales.com