How to Cold Call for Real Estate Agents
The Truth About Cold Calling And Why You Should Master It
An excellent way to solicit new clients…
Circle Prospecting (or Cold Calling) involves making phone calls to somebody within a geographic territory and asking them for business.
Calling around your listings is an excellent way to solicit new clients. Typically, for every listing you take, at least one other person in the area is looking to list their home also. This is an excellent way to leverage your ability to take listings and get more signs in more yards.
The massive advantage of circle prospecting is that you will have zero to little competition from other agents. Many other agents are just too scared of rejection to pick up the telephone and start a conversation with a stranger. (Be sure to observe your offices' policy on the Do Not Call list.)
Tools for Circle Prospecting
To find phone numbers of a specific area, you could use:
Most auto-dialers have a ―neighborhood search option that will pull (and scrub do not call members) phone numbers. You could use the following for an auto-dialer:
When you are on a phone call, you will often need to identify the value of a home quickly. So, if you are a Realtor, you could use:
Many agents immediately will give up on a prospective client if the seller indicates they will not sell for six months or more. You should realize that when you circle prospects, you will be filling a pipeline of future business.
Follow-up is the key to success with those you call while you circle prospects. Those you identify as candidates to sell in the future should be added to your quarterly phone calls and mailing campaigns as well as monthly valuation email campaigns.