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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

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

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