New agent needs help with cold calls.

[Rich Hupper]

Does anyone have any good scripts I can use for cold calls? Or some books that have good scripts and responses to the most difficult customers.

Thanks.

[Nick Abbate]

Hello,

There is a couple of tricks to Cold Calling.

1. Establish what your goal is. ( To get the appt)

2. Are you cold calling Single Family homes or land?

3. Decide an area that you want to become an expert in. Ie example, land, SFR, waterfront, developments, cookie cutter houses.

4. Pick an area or a couple of areas that you will call consistently.

5. Do not use a script it sounds fake.

6. Use an Outline of main points that u want to say.

7. Be prepared to get lots of rejections.

8. Be confident, If you are not it will come across that way.

9. Don't be surprised if you make 100 calls and don't get an appointment.

10. Be positive, If you make your goals not outrageous you will get really comfortable doing this and it will become challenging instead of being a pain.

11. The more nos you get the closer you are to a yes.

12. Don't get frustrated.

13. If you have never done this before start slow, maybe each day adding 2 more calls. IE. Monday make 5 calls, Tuesday 7, Wednesday 9, Thursday 11, Friday 13.

14. Each day increasing by two calls it will make you more confident.

15. Keep a checklist. On it it will have a number of columns.

16. Do your check list with a tally so you can keep track of exactly what your are doing.

17. Columns.

Wrong #
Disconnected
Answering machine/Voicemail
Spoke to the kid parents weren't home
Spoke to owner
Spoke to renter - sometimes they will tell u all about the owner

18. Don't stop until you have spoke to whatever number is your goal for the day. Example just because you made 50 calls you might have only spoke to six owners.

19. Try to make goal for the day speaking to a set number of owners before you start and don't stop until you have spoke to that many owners.

20. If you can't think of what to say or how to open the conversation say this. Do your research first though.

21. Hi my name is _____________ . I am just calling to let you know that the_____________ just listed or sold their house down the street from you. I was just calling everybody in the area to let them know that it was listed for this or it sold for that.

22. I would use sold because some people will be surprised by how much that house sold for and start telling how much better there house is than that one.

23. At this point say hey great "Is there anyway I can stop over at 1 or 4 tomorrow." If they say why, you say " well it sounds like your house has a lot to offer and I think you should know how much your house is worth? Fair enough?

24. So I will tell you what would 1 or 4 be better?

25. Book appt.

26. Do prelimenary cma first before you even get there.

27. Bring listing paperwork just in case. Leave it in the car.

28. If they want to list excuse yourself for a second walk outside and act like you just recieved an important call.

29. Apologize when you come back slide your listing folder in your briefcase. In case you need it.

30. Thank them for their time.

31. The rest is up to you.

32. Have fun be yourself let them do almost all the talking.

33. take notes while walking around it will impress them.

34. Good Luck

Hopefully this helps.I have done this and cold calling got me alot of listings that lead to other awesome opportuniites. If after a couple weeks look at it this way, its only a little bit of time to get closer to your goals and the time is going to go by anyway, right?

Happy Cold Calling. :wink: