Cold-Calling for Business

[Jordan Decuir]

I would like to get some general feedback from individuals around cold calling for listings/clients. -Are you cold calling at all? Why or why not? -How many hours per day/week do you spend cold calling? -Are you using scripts or winging it? -How are you identifying those who you are cold calling? -How long have you been cold calling consistently? -How does your cold calling compare to other lead-generation techniques in terms of conversion rate and return (on time invested)?

[Taylor Martel]

Hi Jordan, 

I have been cold-calling for 10+ years. I was initially cold calling for my broker who happened to be the #3 Realtor in the country and then I moved on to doing so for myself. I would say that the best strategy is to maintain consistency and continuous organization.I called many people and had to keep them on a list which I followed up with months later. In the market I was cold-calling (1M+ properties north of Boston) I spent 4 hours per day cold calling - I usually got through about 200 calls (yes, it was painful). I would average 3-5+ solid appointments (depending on time of year). I left VM for every call, and had an initial script that I memorized and learned by heart which evolved and changed with each conversation. I would look at the JUST SOLD list in MLS and identify streets with homes that just sold and then call ALL streets located near that one along with that one and tell them I had interested parties who missed out on the house that was just sold and asked if they would ever consider moving. I would say that most lead-generating techniques lack on new leads. You usually get the same leads weekly or maybe one or two are additions (but they are usually not super qualified and have been called too often by other Realtors) and at the end of the day when your doing it yourself you are calling a new person who most likely hasn't been called by anyone. I took some time off from real estate after having a baby and then decided i only wanted some P/T work and my broker actually hired me back at $25/h (with a bonus structure) simply because of my ability to set appointments. As I said in the beginning - she is a top producer and if she thinks its a good idea - its money!

Hope this helps - 

Taylor