Real estate cold calling can be both a scary and time consuming activity for a lot of agents and ISAs. It’s also one of the most polarizing lead generation strategies in the industry. Some real estate agents will tell you that cold calling is a waste of time and not worth the energy, anxiety, and rejection that it often brings. Others will say that cold calling forms an essential part of their entire lead generation process.
Whatever your opinion is of cold calling, it’s hard to argue that it still doesn’t play a role in the real estate industry. Although there are many other lead sources out there, you can still generate a lot of business from sources that require cold calling:
On the surface, cold calling in real estate produces anxiety for many because it involves talking to people who aren’t expecting to talk to you (and who probably don’t want to) and typically a whole lot of rejection. In reality, people are apprehensive to cold call because they are not confident enough in their skills or their script to do it the right way.
The problem is that that fear, apprehensiveness, and lack of confidence become self-fulfilling prophecies. You aren’t sure of yourself on your cold calls, which means don’t communicate the value you offer very well, which means you get rejected even more often. This then leads to a further lack of confidence.
In addition to it often being an activity that fills many agents with dread, real estate cold calling is also typically a very time consuming activity. At its heart, cold calling is a numbers game. You need to make hundreds of dials to talk to a hundred people. Even then, it’s likely that 99 of them will reject you with varying degrees of aggressiveness. It’s a lot of work and a huge grind to get that one or two people that are willing to talk to you.
So, you have to set aside hours every day dedicated solely to calling people on your list and you have to make a lot of dials during that time. For agents who are busy meeting with current clients, negotiating buying and selling homes, and who are actually out there in the field closing deals, there simply are not enough hours in their day.
So, what do you do if you don’t have the time or will power to cold call?
If you don’t have the time or motivation to lead generate from cold calling sources, it doesn’t mean you have to miss out on the potential business from those sources. As an agent or team of agents, hiring a real estate cold calling service allows you to focus on meeting with clients and buying and selling houses, while they focus on the prospecting and cold calling.
You usually outsource any activity or service for one of two reasons:
A reputable, successful cold calling company knows what their doing. They have teams of sales experts, often industry specific, who know exactly how to enter calls, how to handle objections, how to present your company in the best possible way, and how to close the sale and set the appointment. You’re using them as much for their expertise as you are for your lack of time or resources.
Make no mistake, cold calling is a skill completely on its own. Aside from knowing how to talk to different leads and do things like mirroring and objection handling, you also have the right scripts, the right mindset, and be able to consistently devote a good chunk of time towards training and constantly improving the craft.
When you hire a real estate cold calling service, you’re getting more than just bodies to make phone calls all day. You’re getting a knowledgeable, experienced, fully equipped team that’s ready to go to work for you.
What a cold calling service brings to the table:
What you don’t need to do when you hire a real estate cold calling service:
When you hire a real estate cold calling service, a big chunk of the work is done for you. All you have to do is choose the right company or service, give them the basics on your market and business, and they are off to the races making calls and helping bring in new clients. It’s the best option for agents or teams who are put off by cold calling, aren’t that great at it, or who simply don’t have the time to dedicate towards it.