Tips for Making Those Cold Calls

Published by julia | Filed under Miscellaneous, Real Estate

Real estate agents hate to make cold calls. As a matter of fact, most cold calls are looked upon with the same love as SPAM in an email folder. But, there is always the chance that one cold call could mean a great commission. People are busy and that often means putting their priorities off to the side in order to do the things they have to do every day. If they are looking to sell their home and buy a new home or move out of a rental and into their first place, that cold call could be the motivation they need to start the process.

Tackle the Bad Feelings

Cold calls are not what they seem so why not call them something else? The term has become a negative symbol of marketing and sales and thus you can change the term to something more warm and inviting. This may seem silly, but you will feel better about the calls if they are no longer called COLD.

You Are NOT Selling

The real estate agent is selling NOTHING. They are offering the gift of their services to a potential client that may need those services. If you attempt the call with the idea that you are trying to SELL a home, that call will not go well. The mind needs to be in the right place or the call will sound forced and that is not what the potential client needs to hear. The first falter and they will question your expertise.

Learn Permission Based Marketing

The newest and hottest style of marketing is permission based. The caller asks the potential lead if they want to spend a short amount of time learning what the caller has to offer. In this way, the person on the line has the chance to say YES or NO as they feel. Most of the time, they will listen to the pitch because no other caller has ever taken the time to ask for permission.

It Takes Some Nos

There will never be a day when a real estate agent can make cold calls and every caller says yes. The agent, for one, could not take on that many clients. But, more to the point, there have to be some people denying service in order for others to accept service.

Selling real estate is all about the attitude and the feelings the agent has about their market, talents, expertise and self worth. These will come through on every call.