Mastering Cold Calls: Tips and Tricks for Real Estate Success

[Bob Lachance]

Cold calling has been a game-changer in my real estate business, but I know it’s something many investors and agents struggle with. Some fear rejection, others don’t have a clear strategy, and many just don’t know where to start. But once you master cold calls, it can become a powerful tool to generate high-quality leads and close more deals.

Why Cold Calling Still Works in Real Estate

Even with all the digital marketing tools available today, cold calling remains one of the most effective ways to get direct responses from motivated sellers, buyers, and property owners. Unlike emails or social media, a phone conversation allows for immediate rapport-building and direct answers.

Top Cold Calling Strategies That Work

Here are a few things that helped me go from awkward calls to successful conversations:

✅ Do Your Research – Before calling, research your prospect’s background, location, and real estate interests. Knowing their needs increases the chance of engagement.

✅ Use a Conversational Script – Don’t sound robotic! Start with a friendly greeting, introduce your value proposition, and ask open-ended questions to keep them talking.

✅ Be Prepared for Rejection – Rejections are part of the process, but how you handle objections can make a difference. If someone says, “I’m not interested,” instead of hanging up, ask, “What’s stopping you from selling right now?” This opens the door for more discussion.

✅ Follow Up Like a Pro – Most deals don’t happen on the first call. Follow-ups (via email, texts, or LinkedIn) help build trust over time.

✅ Leverage Virtual Assistants (VAs) – If making hundreds of calls a week sounds overwhelming, consider outsourcing cold calling to a trained real estate VA. A well-trained VA can qualify leads and set up warm calls for you, saving you time.

What’s Your Experience?

I’d love to hear from fellow real estate professionals here!

• What’s your best tip for cold calling success?
• Have you used virtual assistants for lead generation?
• What objections do you hear the most, and how do you overcome them?