Tips on building rapport when cold calling

[Christa Kirby]

Does anyone have any good feedback about how to build rapport when you're reaching out to someone on a cold call or through some type of marketing where they are not coming to you?

I feel it's easy to ask, "why do you want to sell" and those types of questions if they've called you, but if you are initiating to see if they'd even be interested how should you approach?

Many thanks!!

[Cory Carlson]

Provide value in your calls. "Hello i see you own, X, X and X. I follow this neighborhood/market/area/property type closely and wanted to share that sales prices (or some other metric) have.... "

Rather than asking if you want to sell, try asking what they have planned for the property and if they have any specific questions. Depending on how the conversation goes then you can use the word sell. My biggest tip is to provide some sort of value. I make calls on neighborhoods where i see there have been a couple sales lately and if you are calling to inform them of the approximate value and ways things are going for the neighborhood its a lot less invasive or pressuring. Depending how the conversation goes, send a mailer and/or email and thank them for the time.