7 Cold Calling Tips that Actually Work 2022

Published on: December 6 2022 by Jaime Resendiz

7 Cold Calling Tips that Actually Work 2022

7 Cold Calling Tips that Actually Work 2022

7 Cold Calling Tips that Actually Work 2022

startTime	durationTime	text
00:00:00	00:00:04	one of the quickest ways to generate a
00:00:02	00:00:06	commission check regardless if you're
00:00:04	00:00:09	brand new or 30 years in real estate is
00:00:06	00:00:11	by picking up the phone and calling but
00:00:09	00:00:13	not many of us do it not many of us get
00:00:11	00:00:15	on the phone why is that well it's not
00:00:13	00:00:17	because the act of calling itself is
00:00:15	00:00:19	difficult it's what we've built it up to
00:00:17	00:00:21	be that's causing the challenge so today
00:00:19	00:00:23	i want to share with you what highly
00:00:21	00:00:26	effective real estate agents that only
00:00:23	00:00:28	do phone prospecting are doing that
00:00:26	00:00:30	makes them so successful but first
00:00:28	00:00:32	welcome my name is jaime resendez and i
00:00:30	00:00:33	help real estate professionals
00:00:32	00:00:35	exponentially grow their business
00:00:33	00:00:36	through actionable content alright so
00:00:35	00:00:39	let's get right into it first things
00:00:36	00:00:41	first we need some confidence yes we
00:00:39	00:00:44	need to have the confidence that we can
00:00:41	00:00:45	actually do this because in reality you
00:00:44	00:00:47	can again the challenge is what's in
00:00:45	00:00:49	between your two ears that's what's
00:00:47	00:00:51	causing the friction and resistance from
00:00:49	00:00:53	you picking up the phone and calling so
00:00:51	00:00:55	we must remember as real estate agents
00:00:53	00:00:57	what's the worst that can happen what's
00:00:55	00:00:59	the worst that the other person that
00:00:57	00:01:01	picks up the phone can do yes they can
00:00:59	00:01:04	be rude yes they can curse yes they can
00:01:01	00:01:06	yell at us but at the end of the day all
00:01:04	00:01:08	you have to do is press in call and
00:01:06	00:01:10	you're good so rather than associating
00:01:08	00:01:12	the negative aspect to cold calling why
00:01:10	00:01:15	not associate the positive why not
00:01:12	00:01:17	associate that every time somebody tells
00:01:15	00:01:19	you yes that's a potential nine thousand
00:01:17	00:01:22	dollar commission for you and your
00:01:19	00:01:24	family number two leveraging scripts the
00:01:22	00:01:26	highly effective phone prospectors don't
00:01:24	00:01:28	just get on the phone and wing it they
00:01:26	00:01:30	have an outcome in mind and they have a
00:01:28	00:01:32	lot of scripts that help them achieve
00:01:30	00:01:34	that outcome and the difference between
00:01:32	00:01:35	a top one percent prospector and one
00:01:34	00:01:38	that's just
00:01:35	00:01:40	average is that the top one percent
00:01:38	00:01:42	prospector has internalized those
00:01:40	00:01:44	scripts they know them so well and
00:01:42	00:01:46	nothing's going to deter them from
00:01:44	00:01:48	getting their points across and most
00:01:46	00:01:50	importantly they don't sound robotik
00:01:48	00:01:52	they don't sound like they're reading
00:01:50	00:01:54	off of a script because they're not it's
00:01:52	00:01:56	all internalized and really this can be
00:01:54	00:01:58	tied back to the confidence tip that we
00:01:56	00:02:00	just toked about if you know what to
00:01:58	00:02:02	say if you know the direction that you
00:02:00	00:02:03	want to take the call how much more
00:02:02	00:02:05	confidence will you have to get on the
00:02:03	00:02:07	phone one of the biggest things that i
00:02:05	00:02:09	hear from all of our agents is i don't
00:02:07	00:02:10	know what to say well if you have a
00:02:09	00:02:12	script that's going to guide you along
00:02:10	00:02:14	the way through the conversation
00:02:12	00:02:16	wouldn't that make it much easier number
00:02:14	00:02:17	three make an offer offer something of
00:02:16	00:02:19	value to whoever it is that you're
00:02:17	00:02:21	calling whether you are circle
00:02:19	00:02:23	prospecting whether you're calling
00:02:21	00:02:25	expireds fsbos connecting with your
00:02:23	00:02:27	sphere offer something that you can
00:02:25	00:02:29	share with them this could be a
00:02:27	00:02:30	calculator this could be a template this
00:02:29	00:02:32	could be a cheat sheet this could be
00:02:30	00:02:35	something that actually has value for
00:02:32	00:02:36	the end user that they will benefit from
00:02:35	00:02:39	as an example next time that you're
00:02:36	00:02:41	circle prospecting why not offer a free
00:02:39	00:02:44	seller net sheet that the homeowners
00:02:41	00:02:45	that you connect with can use because
00:02:44	00:02:47	the moment that they say yes that they
00:02:45	00:02:49	do want that seller net sheet is an
00:02:47	00:02:51	opportunity for you to request their
00:02:49	00:02:53	email and the rest of their contact
00:02:51	00:02:55	information tip number four when you're
00:02:53	00:02:56	calling track your numbers you want to
00:02:55	00:02:58	track the number of calls that you're
00:02:56	00:03:00	making so you know the amount of work
00:02:58	00:03:02	that you're putting in you also want to
00:03:00	00:03:03	track the amount of contacts that you're
00:03:02	00:03:05	making because that's going to let you
00:03:03	00:03:07	know the strength of your calling list
00:03:05	00:03:09	or the database that you're using and
00:03:07	00:03:11	this is super important because the
00:03:09	00:03:12	strength of your list matters if you're
00:03:11	00:03:14	cold calling so by you tracking the
00:03:12	00:03:15	amount of contacts that you actually
00:03:14	00:03:17	make it lets you know that the phone
00:03:15	00:03:19	numbers are good it lets you know that
00:03:17	00:03:21	the contact information is good so you
00:03:19	00:03:22	want a healthy list and if you're
00:03:21	00:03:25	interested in the provider that i use
00:03:22	00:03:26	with our agents check out red x and if
00:03:25	00:03:28	you use the link in the description your
00:03:26	00:03:29	setup fee will be waived and you'll be
00:03:28	00:03:31	supporting the channel and the third
00:03:29	00:03:33	number to track is the amount of emails
00:03:31	00:03:35	that you collect because that's going to
00:03:33	00:03:37	help you identify how effective your
00:03:35	00:03:38	scripts are because you're getting some
00:03:37	00:03:40	contact information and then of course
00:03:38	00:03:41	you want to track the amount of
00:03:40	00:03:43	appointments that you're setting that's
00:03:41	00:03:45	going to let you know how effective
00:03:43	00:03:48	you're being with your phone time and
00:03:45	00:03:50	tip number five ask questions we don't
00:03:48	00:03:52	ask enough questions when we're calling
00:03:50	00:03:54	we think that we are being intrusive for
00:03:52	00:03:56	some reason but at the end of the day
00:03:54	00:03:57	you're helping people if they're busy
00:03:56	00:03:59	then they're not gonna pick up the phone
00:03:57	00:04:01	but if they do pick up the phone then
00:03:59	00:04:03	they have some time to tok don't let
00:04:01	00:04:05	them lie to you but at the end of the
00:04:03	00:04:07	day you're calling to help people and
00:04:05	00:04:10	the best way to help people is by asking
00:04:07	00:04:12	them what they need help with so ask
00:04:10	00:04:14	more questions probe a little bit
00:04:12	00:04:16	further just really get to the root of
00:04:14	00:04:18	it and here's a little strategy that's
00:04:16	00:04:19	going to help you ask more effective
00:04:18	00:04:21	questions instead of asking questions
00:04:19	00:04:23	that have yes or no answers ask
00:04:21	00:04:25	questions that will open up a
00:04:23	00:04:28	conversation so don't use words like
00:04:25	00:04:29	would use words like how so as an
00:04:28	00:04:31	example you can use the following
00:04:29	00:04:33	question how will you be selling your
00:04:31	00:04:35	house in the future that type of
00:04:33	00:04:37	question does not allow for a yes or no
00:04:35	00:04:39	answer they have to think about it tip
00:04:37	00:04:42	number six provide the solution not the
00:04:39	00:04:44	features share what the outcome will be
00:04:42	00:04:46	share what the goal is your house will
00:04:44	00:04:47	sell it will sell for more and it's
00:04:46	00:04:49	going to sell in a short amount of time
00:04:47	00:04:52	as opposed to trying to oversell with
00:04:49	00:04:54	features on what you plan to do the
00:04:52	00:04:55	outcome's what's important now at some
00:04:54	00:04:57	point you do want to share some of the
00:04:55	00:04:59	features but that's going to be mostly
00:04:57	00:05:01	when you're asked but if you do your job
00:04:59	00:05:04	correctly and come across with a ton of
00:05:01	00:05:06	confidence very few people ask they're
00:05:04	00:05:08	more interested in getting the household
00:05:06	00:05:10	rather than hearing a 50-minute
00:05:08	00:05:12	presentation on everything that you plan
00:05:10	00:05:14	to do and tip number seven please follow
00:05:12	00:05:16	through if you say that you plan to
00:05:14	00:05:18	follow up on a certain day make sure
00:05:16	00:05:20	that you follow up on that day if you
00:05:18	00:05:22	commit to delivering an item that you
00:05:20	00:05:24	offer them make sure that you deliver it
00:05:22	00:05:26	because remember you've already made
00:05:24	00:05:28	that initial call so that friction is
00:05:26	00:05:30	out of the way and if you made contact
00:05:28	00:05:32	and you're committing to follow up at a
00:05:30	00:05:34	later date or delivering something at a
00:05:32	00:05:36	later date make sure that you do it
00:05:34	00:05:38	because it's in this follow-up that
00:05:36	00:05:40	you're actually going to see results
00:05:38	00:05:42	very few people that you call regardless
00:05:40	00:05:44	if they're expireds fsbo circle
00:05:42	00:05:46	prospecting or anybody are going to be
00:05:44	00:05:48	ready to go on the day that you call
00:05:46	00:05:50	them so you must follow through and
00:05:48	00:05:52	follow up in order to actually close
00:05:50	00:05:53	some business alright so now i want to
00:05:52	00:05:54	hear from you what would you include in
00:05:53	00:05:57	this list let me know in the comment
00:05:54	00:05:57	section down below