Cold Calling Leads Best Practices

[Cal Valencia]

Hi everyone!

I’m looking at skip tracing home owners and cold calling them and wondering if this is legal. What are some need to knows about cold calling my leads? Thanks everyone.

[Joe Splitrock]

Cold calling is legal, but run the numbers against the Do Not call registry and do not call people who registered to not get calls. I did cold calling for a sales job years ago. It is largely a numbers game. Get used to rejection and understand it is part of the process. 

One method to engage people and get a yes is ask questions that you know they will say yes to. You ask a couple guaranteed YES questions and they they are more likely to say yes to the next question. There may be better scripts than this, but you get the idea. 

"Hi is the John Smith?"

YES

"This is Cal with ABC Properties. Do you own the property at 123 Oak Street?" 

YES

"I know this is totally out of the blue, but I am looking to buy properties in your neighborhood. Would it be ok if I gave you a no commitment offer to buy your property?"

YES

If they say no, just ask them if it is ok if you touch base in a few months again to see if it is a better time to sell. You want to leave the call with some type of action, ideally you are making an offer, but worst case you follow up later.

Only leave voice mails if you have a good call to action. "Call me if you want to sell your house" is not a call to action. You want to say something like "This is Cal, I need to talk to you about 123 Oak Avenue. Please call me back at..." Notice this message doesn't say why you need to talk to them. They are more likely to call back out of curiosity or concern.