Cold calling is definitely a game of numbers. Get use to the word …numbers…because your going to be hearing it …often…

As in any game, the first-thing you need to know are the rules.

The first basic rule (actually the only rule)… is… The more people you talk to about real estate… the more business you will do…This applies to you 24/7…

You sell houses, therefore, talk about real estate. I don’t mean to talk only about real estate, but everyone you know, and everyone you meet, in fact, everyone you have a conversation with, should know that you sell real estate. So, at some point in conversations you need to bring up the fact that you sell real estate.

As an example: If you meet someone new, ask what he or she does for a living. They will always ask you the same question in return.

Since you have no way of knowing who might need, or might not need your help at any given time, the only thing you can do is to make sure that they know you are ready and able to help them.

And it doesn’t hurt to remind them, from time to time.

Why?

Because anyone and everyone at some point in time will probably need your help… selling or buying property. Both if you’re lucky.

The operative words here are “need your help”. The career you are entering is going to place you into situations where you are going to be able to help your friends and people you have not yet met, deal with a very traumatic and frightening experience, the buying or selling of their home.

My point is: a Realtor is a very important profession in our society. When we do our job well, we make the transition of hundreds of thousands of dollars in property, which is often someone’s home, change hands. And we can make it a positive experience by holding our clients hand, and helping them through a strange and frightening experience.

That really is your job, helping people through the largest financial transaction of their life, and the better and more often you do your job, the more money you will make.

…Be proud of whom you are and what you have to offer…

Here’s a basic cold calling script:

Hi, my name is Dale Monroe. I’m with Moore & Associates Real Estate…

…and I’m calling to see if you are interested in selling your home…

The above is one of the many “opening lines” that I have used over the years cold calling. It’s designed to be short and to the point, which fits a certain approach to cold calling.

The philosophy to this approach is: the reason you cold call is to find someone who needs your services now, or at least in the near future, in a “set period of time”…

So, in this approach, you want to talk to as many people as you can in the “set period of time”. (I used to call from 5-6pm or until I talked to 50 people) and to quickly ask them the qualifying question: ”Do you want to sell your house?” If they don’t want to buy or sell, you don’t want to talk to them.

I have found that if you are polite and get to the point, most people are pleasant. I’ve had many people say: “No, I don’t want to sell my house, but thanks for calling”.

I also found that I ran into too many names that I couldn’t pronounce so I stopped beginning with… Hi, Mr. Or Mrs. their name…and begin with Hi. My name is…

Besides, I think it is best to immediately identify your self and why you are calling. I hate cold calls that start with a sales pitch, and I don’t know what the product is… it confuses me.

The sooner people know who you are and why you are calling the sooner you can qualify them. If they are not prospective business, you want to say “Thank you” (and) “goodby”, and make the next call…

…It’s the Numbers…

However, a slight twist on the same opening will increase your odds of finding someone…

Hi, my name is __________ I’m with _________ real estate…

…and I’m calling to see if you or any on you know are interested in

buying or selling…any property…

As you can see those few extra words open up a whole new group of possibilities.

And remember, it’s all numbers.

I don’t advise memorizing scripts. I think you are more effective if you understand what your objectives are in qualifying and say it in your own words.

So you should look at these scripts as a format. Plus, it will be different every time because the answers will be different every time.

Short and to the point isn’t the only philosophy for cold calling. Another philosophy for cold calling is to extend the odds of your qualifying by building rapport… It is based on the assumption that some people don’t realize that they need a Realtor.

One way to open for both approaches is to use a property… that you or someone in your office has recently listed or sold. You use the crisscross phone directory and call the homes in that neighborhood…

Let’s start with a just listed property…

Hi, my name is _________ and I’m with __________ realty and I’m calling because

(I / my company) has just listed a home in your neighborhood at ___________

… It’s a ___bedroom ____bath home an it’s on the market at $_______

I’m calling to see if you know anyone, friends or family,

…who might be interested in moving into your neighborhood…(no one) Really!…

…How long have you lived in your house?…Great!

…If you decided to move…where would you go?…Fantastic!

…When would that be?…Wonderful!

…If the answer is three months or less begin the Seller qualifying script.

…If longer or never…say…

Thank you for answering my questions…

If I may… I would like to stay in touch…

… in case you need any information concerning

this ever changing real estate market…

For building a farm...

If you’re using a just sold property

Hello, my name is ________ and I’m with ________ realty…

(I/my company) just sold a home in your neighborhood

at____________ It’s a ____bedroom ____bath home…

…and it sold for $______.

…And since we got them a great price…

…I was wondering if you might be interested in selling your home…

(If yes… set up an appointment)

( If no) Wonderful!

How long have you owned your home? ___ Great!

If you were going to move… where would you like to live? ___ Fantastic!

When do you want to make this wonderful move? ___Excellent!

If the answer is three months or less, go into the Seller qualifying script.

If the answer is “longer or never”, use the (Thank you for answering my questions) response.