How To Dominate Cold Calls and Set More Qualified Appointments
Most Realtors fail at cold calling because theyโre trying to sound like a script robot. The secret to success? Human connection and precision questioning. Hereโs how you can completely transform your cold calls: 1. The Pattern Interrupt Stop sounding like every other agent in your market. Instead of opening with: โHi, Iโm [name] from [company], calling about your propertyโฆโ Try this: โHey John, Iโm looking at your property on [Street Name]. I know youโve probably gotten a ton of calls, so Iโll keep it super quickโis the property still available, or did you already put it under contract?โ Why it works: - Itโs conversational, not salesy. - Youโre giving the prospect control, which lowers their guard. 2. Ask Engaging Questions Donโt pitchโprobe. Instead of saying, โYou need an agent to get the best result,โ ask: โJohn, let me ask you thisโif working with an agent meant walking away with a higher net result, would that be worth exploring?โ Why it works: - Prospects will tell you exactly what they want. - They close themselves by agreeing with you. 3. Master Objection Handling When a FSBO says, โI already have someone Iโd work with,โ lean in: โHey John, I totally get thatโyouโve got someone you trust. Let me ask: is your main goal here to save on commission, or to net the most money possible from this sale?โ Follow up with: โIf I could show you how I could position your home to bring a better offerโeven after commissionsโis that something youโd be open to chatting about?โ Why it works: - You align with their goal (saving money). - You focus on delivering value, not โwinningโ the call. 4. Tone is Everything Cold calling isnโt just about what you sayโitโs how you say it. - Be curious, not aggressive: Use natural pauses, ums, and a conversational tone. - Mirror their energy: If theyโre calm, stay calm. If theyโre busy, be quick. Your voice should feel like a friend offering helpful advice, not a hard sell. Your 24-Hour Action Plan: