COLD CALLS?!?! What a nightmare!

[Ivan Guillen]

Cold Calling? Yuck!

A little background on this, I am a new real estate broker in Indianapolis, and I am a very ambitious person. Working for a small brokerage firm has its positives and negatives. One of the negatives being I have to procure almost any and all leads. This is where I figured I would go out and cold call FSBO found on various listing platforms, but is cold calling effective or should one stay away from it?

I have called A LOT of people the last few days, and I realize we already get bombarded with ads, so I wanted to add a fun and energetic approach to my calls! I wrote a few scripts to help me on the first few calls, and after a few I felt comfortable just winging it! Due to this, I was able to keep the majority of the people on the phone with me while I explained. Of course, I have had handfuls of people give rude responses, or simply hang up, but that's just part of it right?

Now, how effective are these calls? From my experience, I have gotten 1 potential listing opportunity in the last 3 days of cold calls. While that doesn't sound amazing, I think it has added to my experience a broker. I am a young and hungry individual, and I tried to leverage that when calling people. I have offered taking a cut on my commission to get their house sold quicker, because I want to show them that I am not in it for the money. I want to provide value to them by helping them sell their house as quick as possible! While we all need money to live our daily lives, I simply love the experience and I truly want to provide value to people. So although I have only received 1 opportunity, I think every broker should do cold calls simply because it puts their sales skills to the test.

I think where most people go wrong when calling is their energy level and confidence. Don't get me wrong I fell victim to this too, and people hung up right away! People do not want their time wasted, so engaging with them is always the first step. I also think that some people are simply looking at the commission rather than provide true value for the principle. They probably get a handful of these calls per day! How are you different than any of the rest? What value are you providing? or what problem are you solving for them?

So whether you're a broker, wholesaler, or salesperson try cold calling! It is a way to test your skills and keep you in-front of potential clients!

Hope this helps! 

I would love to hear about your cold calling experiences!