Why are people afraid to make agent calls for booking?

REJECTION is the main problem. That was the most difficult thing for me as an agent for Capital. My son, a senior pastor, says he gets 20 calls, mail, or e-mails a DAY from outside ministries asking for a date. It's no wonder church secretaries do not pass the call from unknown people to the pastor and why eventually they get a bit grumpy hearing from people.

What is the answer? I don't know. Referrals. Using the computer and internet to catch attention with good sound, flash, message. One of the reasons that most southern gospel groups are not growing is lack of anything substantial. What separates one evangelist from another? His message and the timing and power of it. If a gospel group comes in simply to sing and perform they may get one chance and never be invited back. When we do our thing, we MUST leave something of substance behind.

In turn, the reputation of that substance will be the substance for referrals. One date could lead to another if you leave people with something to talk about. That makes follow up phone calls easier to do and less rejection because they are not COLD calls to an unknown from an unknown.

Seeding is another way to break that barrier. Direct mail and contact with churches, pastors, organizations and particularly friends. I will not call my friends just to get a booking. But friends are valuable resources for bookings just the same. Staying in touch with people on a personal level will make it easier to contact them when a booking is needed and they may have a contact. Tom and I are working now to develop strong e-mail capabilities to provide simple newsletters to our "people" and have that connection available to solicit dates.

Develop friendships with the pastors you work with. Don't be guilty of "hit and run" ministry. Don't get a reputation of "take the money" and run. Relationship is the key that will carry you with a minister to a new church should he or she move. Friendships like that go farther than anything for the future. But it never should overshadow the message we have to share.