How To Dominate Cold Calls and Set More Qualified Appointments

Most Realtors fail at cold calling because they’re trying to sound like a script robot. The secret to success? Human connection and precision questioning.

Here’s 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:

“Hi, I’m [name] from [company], calling about your property…”

Try this:

“Hey John, I’m looking at your property on [Street Name]. I know you’ve probably gotten a ton of calls, so I’ll keep it super quick—is the property still available, or did you already put it under contract?”

Why it works:

It’s conversational, not salesy.
You’re giving the prospect control, which lowers their guard.

2. Ask Engaging Questions

Don’t pitch—probe.

Instead of saying, “You need an agent to get the best result,” ask:

“John, let me ask you this—if working with an agent meant walking away with a higher net result, would that be worth exploring?”

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, “I already have someone I’d work with,” lean in:

“Hey John, I totally get that—you’ve 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?”

Follow up with:

“If I could show you how I could position your home to bring a better offer—even after commissions—is that something you’d be open to chatting about?”

Why it works: