How To Dominate Cold Calls and Set More Qualified Appointments
Most Realtors fail at cold calling because theyāre trying to sound like a script robot. The secret to success? Human connection and precision questioning. Hereās 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: āHi, Iām [name] from [company], calling about your propertyā¦ā Try this: āHey John, Iām looking at your property on [Street Name]. I know youāve probably gotten a ton of calls, so Iāll keep it super quickāis the property still available, or did you already put it under contract?ā Why it works: - Itās conversational, not salesy. - Youāre giving the prospect control, which lowers their guard. 2. Ask Engaging Questions Donāt pitchāprobe. Instead of saying, āYou need an agent to get the best result,ā ask: āJohn, let me ask you thisāif working with an agent meant walking away with a higher net result, would that be worth exploring?ā 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, āI already have someone Iād work with,ā lean in: āHey John, I totally get thatāyouāve 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?ā Follow up with: āIf I could show you how I could position your home to bring a better offerāeven after commissionsāis that something youād be open to chatting about?ā Why it works: - You align with their goal (saving money). - You focus on delivering value, not āwinningā the call. 4. Tone is Everything Cold calling isnāt just about what you sayāitās how you say it. - Be curious, not aggressive: Use natural pauses, ums, and a conversational tone. - Mirror their energy: If theyāre calm, stay calm. If theyāre busy, be quick. Your voice should feel like a friend offering helpful advice, not a hard sell. Your 24-Hour Action Plan: