What Is Cold Calling In Real Estate? (Solution)

A real estate cold call is a way for realtors to find new clients by making phone calls and advertising their services. When someone answers their call, real estate agents quickly introduce themselves and determine if the call recipient is a potential customer.


Why do real estate agents cold call?

When they want to move or sell. When they would need to sell their property so they could purchase another home (timeframe) If they’ve had an agent conduct an appraisal on their current property. If their property is already on the market.

What is cold calling examples?

Sample cold calling script [ PROSPECT NAME ], have I caught you at an okay time? (If they say yes): Great, thank you. I would like to take two minutes to tell you why I called. If at the end of two minutes you have any questions, I’d love to answer them. If not, you can just let me go.

Is real estate cold calling legal?

Under the Act, also known as the TCPA, telemarketers must obtain the consent of consumers prior to contacting them by phone with an advertising message. In fact, real estate companies may violate the Act when they contact consumers without permission in pursuit of a lead or commission.

How do you cold call your property?

The Complete Guide to Cold Calling in Real Estate

  1. I hate making Cold Calls.
  2. 1) Go to the Office.
  3. 2) Make cold calling the first thing you do every morning.
  4. 3) Dress like you’re meeting the most important person in the world that day.
  5. 4) Role play with someone for 30 minutes prior every day.

Is cold calling dead in real estate?

Cold calling is a perfectly acceptable form of lead generation in real estate, but you need to understand that trade offs. If your cold calling is coming at the expense of your database marketing, then you are making a mistake.

Does cold calling work in 2021?

As seen, cold calling in its original form will not work for your business in 2021. And this does not only refer to phone calls but to the digital equivalent- cold emails, social media solicitations, and unscheduled drop-ins.

Why do sales professionals do cold calling?

Cold calling actually enables the sales person to: Supersede existing suppliers. Preempt the competition. Identify and create huge new business possibilities.

What are cold calls in sales?

What is cold calling? Cold calling is a technique in which a salesperson, using the telephone, tries to solicit the business of someone who has not shown interest in the products or services they’re selling.

Is cold calling sales or marketing?

Cold calling (sometimes written with a hyphen) is the solicitation of a potential customer who had no prior interaction with a salesperson. A form of telemarketing, cold calling is one of the oldest and most common forms of marketing for salespeople.

How many cold calls should a realtor make?

In the real estate industry specifically, it takes about 12 hours of calling and 208 cold calls to achieve one listing, appointment, or referral, according to a study by the Keller Center at Baylor University.

How long does it take to make 100 cold calls?

Your goal is simply to make 100 calls as quickly as you possibly can. If you make ten calls per day, you can accomplish your goal within two weeks. If you make 20 calls a day, you can achieve your goal of 100 calls in one five-day workweek.

How many cold calls does it take to get a listing?

It takes an average of 8 cold call attempts to reach a prospect. [TWEET THIS] Takeaway: Prospecting is hard and most of us hate it. But if you give up on a prospect after too few attempts, you are passing up a potential sale.

Can you make money cold calling?

But the reality is, as an entrepreneur, cold calling might be one of the best things you could do early in your career. It’s the “school of hard knocks” way to learn how to sell. Cold calling is also very effective at generating sales, especially if you’re just getting your business off the ground.

How do you get cold calling numbers for real estate?

Simply call or email them to request the phone number of the person you want or, if that’s too much, then to get on a phone meeting with them. Once you’ve got the chance to have a personal conversation with them, it all falls on your sales skills, whether you can create a rapport strong enough to sell to them or not.

How can I become a realtor without cold calling?

8 Tips for Realtors to Get Listings without Cold Calling

  1. Search Zillow FSBO Listings.
  2. Execute Direct Mailing Campaigns.
  3. Implement a Lead Generation Strategy.
  4. Go After Niche Audiences.
  5. Set Up at Events.
  6. In-Person Networking & Re-Engaging Old Clients.
  7. Ask for Referrals.
  8. Partner With Local Businesses.

Cold Calling for Real Estate: 5 Scripts for Success

  1. Career Development
  2. Cold Calling for Real Estate: 5 Scripts for Success
  3. Career Guide
  4. Career Development

The Indeed Editorial Team contributed to this article. The date is May 27, 2021. Cold calling is a technique for reaching out to potential new real estate clients and customers. It is possible to swiftly qualify leads and obtain contact information from house buyers and sellers if you confidently market your services to a large number of people. In order to introduce yourself and advertise your services over the phone, you must rehearse and prepare. However, as a realtor, this may be an effective technique for extending your client list.

What is a real estate cold call?

In order to develop fresh leads, meet people who may be interested in buying or selling their properties, and organize appointments with potential consumers, realtors employ cold calling techniques. A real estate salesperson may convert a complete stranger into a paying customer in a matter of minutes after a quick discussion. In order to generate a focused contact list of potential clients, you may use the fundamental information gathered via cold calls. This will help you to establish a connection with these clients in the future.

  • Money-saving opportunity:Cold calling is an inexpensive technique to contact a large number of potential clients and rapidly build a professional connection
  • Saving time: The ability to locate local businesses: The availability of area codes makes it simple for real estate brokers to locate nearby consumers who want assistance in the local real estate market. Perfecting your pitch: Cold calls provide you with the opportunity to practice your real estate presentation and receive feedback from a wide audience, which will assist you in improving your sales approaches in the future.

Related:(of an effective cold call

In order to make cold calling a successful part of your real estate marketing plan, you must first understand what makes a cold call successful. Good cold calls must be able to rapidly present the target with a cause to listen to your pitch and arrange a follow-up conversation with the salesperson. Always keep in mind the following elements of a winning cold call pitch while creating your cold call pitch:

  • An approachable demeanor: Develop a pleasant tone of voice and a social demeanor with the listener in order to establish a relationship with them and persuade them to hear your pitch
  • Contact information that is easy to understand: Provide the potential consumer with sufficient information about your company, including your contact details and where they may obtain further information about your real estate services
  • Your primary goal is to: Communicate a specific, attainable objective to the potential lead, such as asking them to schedule a meeting or sending them a package with further information. Solutions: Ensure that you are prepared to discuss how your real estate services might benefit the prospect’s life. Discuss how you can add value to the transaction by sharing your expertise of the region or providing access to homebuyers.

Related:17 Tips for Making Cold Calls That Are Effective (With Scripts)

How to make a real estate cold call

Make a cold call and market your real estate services by using these steps as a guide:

  1. Create a call list by doing the following: By setting up a sign-up sheet on your website, reading real estate listings, or reaching out to people in your personal network, you can collect phone numbers that you can cold contact. Make a practice run of your introduction: Create a succinct elevator pitch that defines who you are, where you work, and what services you provide
  2. And Make a list of questions, such as: Engage the caller by asking questions that will lead to a discussion about their residence. Prepare a list of questions that pertain to a range of circumstances. Different scenarios can be roleplayed: Take a moment to consider how call recipients would respond to your pitch, and how you would answer to any concerns. Using roleplaying calls with a trusted buddy, you may rehearse your script in a genuine situation. Call at the appropriate time: In the evening, when most individuals are home from work and accessible to answer the phone, make your calls. Provide the following options: Reduce the likelihood of rejection by offering the prospect a choice, such as asking if they would like to plan an in-person meeting or get a follow-up by email. Allow the dialogue to naturally flow: If a natural conversation develops, don’t be afraid to continue chatting. Even if you are not talking real estate at the time, this helps to establish a rapport that you may use in the future. Maintain your motivation: It is possible that callers could hang up on you immediately away or refuse to listen to your pitch. Maintain an optimistic attitude and consider each new number as an opportunity.

Related:How to Increase Your Sales Success Rate by Making Cold Calls at the Right Times

Example real estate cold calling scripts

Listed below are a few cold calling scripts that you may use to connect with house buyers and sellers in a variety of scenarios:

Unqualified numbers

You may use the following simple script to cold call contacts when you only have limited information about their interest in purchasing or selling a home: “Hello, my name is and I’m from. When do you have some free time to talk about moving to a new home?” If the answer is no: “I entirely understand where you’re coming from. Do you already have a real estate agent assigned to you in the event that you decide to purchase or sell a home? If not, have my contact information on hand as a specialist in discovering ideal houses and negotiating exceptional deals in real estate.

What are some of the characteristics you’re searching for in a new house or apartment?”

For sale by owner

Because they already have a need for your services, people who are selling their own houses are a suitable target audience for cold calling. You can also simply locate their names and phone numbers by searching for them in real estate listings. Make use of this cold call template to demonstrate the value of your professional experience to potential clients: “Hello, my name is and I’m a real estate consultant from. I saw that your house had a for sale sign on it. Are you still on the lookout for purchasers?

In addition, I’m familiar with the region and may be able to find some interested clients who are prepared to pay reasonable pricing for my services. When are you available to speak with me about how I can assist you in getting the most value for your home?”

Expired listings

To cold contact customers who have had a deal fall through or who have terminated a contract with another realtor, collect phone numbers from expired real estate listings on real estate websites. Here’s a script to use when outlining how you can help them finish their property purchase: “Are you the homeowner with whom I’m chatting this afternoon? This means that I assist homeowners in the purchase and sale of their properties. Is your house still for sale despite the fact that your listing expired recently?

It has been a number of years since I have helped homebuyers in your neighborhood discover the right fit.

Nearby neighbors

It’s possible to investigate the phone numbers of their neighbors and provide a chance to sell houses in an area that already has a thriving housing market if you’ve had several successful home sales in a certain location over time. “Hello! This is where the call is coming from. I just finished a deal for your neighbor and noted interest in the property from a number of other properties as well. Is it possible for you to take advantage of the strong housing market in your neighborhood and sell your house?

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Could you please provide me with your email address so that we can remain in touch and set up a meeting if you decide to sell your home?”

Leaving a message

Despite the fact that the prospect did not pick up the phone, you may still leave your pitch so that they will know who to call if they ever decide to purchase or sell a home again. If your call goes to voicemail, here’s a simple script you may follow to get it back: “Hello there, this is with the real estate professionals at. This is a call to introduce myself because I’ve lately expanded my services to include your neighborhood. If you’ve ever considered relocating to a new neighborhood or renovating your home while remaining in your current neighborhood, I have a large number of possible buyers and sellers that would welcome the opportunity to meet with you.

You can reach me at the following address:”

How to Succeed with Cold Calling in Real Estate

Real estate marketing has gotten increasingly sophisticated over the past few years, according to industry experts. Many creative strategies have emerged in recent years that have fundamentally revolutionized the way real estate agents handle lead generation, and the introduction of endless technological solutions continues to gradually eliminate the human element from the equation. Many people find it simple to reject cold calling as being antiquated and out of date in light of these changes.

Cold calling is an excellent lead conversion strategy, and in this post, we will discuss how to cold call in real estate and provide a basic tutorial on how to cold call in real estate. In related news, here are 10 reasons why real estate agents fail (and How to Avoid Failure in the Business)

Is Cold Calling a Waste of Time?

Despite overwhelming evidence to the contrary, the notion that «cold calling is dead» persists despite mounting evidence to the contrary. When real estate brokers fall into the numerous problems connected with this lead generating strategy, they are more likely to spread the myth than anyone else. A few examples of such blunders include speaking with the prospect in a combative tone, not communicating how their services are different from those of their competitors, and focusing entirely on themselves throughout the sales pitch.

This is exactly how elite realtors approach potential clients while making cold calls.

Take a look at some of them in more detail:

  • It does not necessitate the use of a support structure: One of the most advantageous aspects of cold calling in real estate is the fact that it may be used without the necessity for a pre-existing network. It is simply your ability to provide value in a one-on-one conversation that determines the effectiveness of a cold call. It allows you to reach a wider audience: Cold calling is the quickest and most effective method of reaching a bigger target group. Cold calling solutions for real estate, in contrast to approaches that need a considerable investment of time and money, allow you to expand the breadth of your marketing outreach in a straightforward manner. In terms of cost-effectiveness, this is a good strategy: Cold contacting prospects is a low-cost method of introducing your products or services to a specific target demographic. People who are just starting out will benefit from the low cost, which is extremely beneficial. It delivers immediate input in the form of: Obtaining feedback from prospects is incredibly beneficial to your real estate marketing efforts. The immediate feedback you receive from cold calling in real estate allows you to measure the response of your target demographic and change your approach as needed.

In related news, here are eight expert tips on how to attract clients in real estate.

The Basic Steps to Effective Cold Calling in Real Estate

Before proceeding any further in this article, you should be aware of the ramifications of cold calling in the real estate industry. To put it bluntly, cold phoning real estate leads is not a pleasant experience. The method itself is actually rather time-consuming. Furthermore, this technique has a slightly sleazy connotation, which may cause you to rethink your own ethical standards of behavior. As a real estate agent, you must ensure that you are in the appropriate frame of mind prior to cold phoning prospective clients.

1- Focus on expired listings

When cold contacting real estate leads, the first step is to determine who you should be calling in the first place. Despite the fact that you have a plethora of possibilities at your disposal, I recommend that you concentrate on expired postings. As the name indicates, they are prospects that do not currently have a listing agreement with a real estate agent that is currently active. This often occurs when a house or income property stays unsold after the time limit agreed upon by the two parties has passed.

The reasoning behind concentrating on expired postings is quite straightforward.

Having said that, you can expect a certain amount of annoyance and dissatisfaction from homeowners who have expired listings when contacting them.

However, rather of just advertising your services to them, the most effective technique for converting these homeowners is to assist them in understanding why the transaction did not go through and propose a unique plan that differs from the typical approach.

2- Compile a list of prospects

Now that you’ve decided to concentrate your efforts on expired listings, the next obvious step is to compile a list of real estate cold callers. Here are some alternatives for you:

  • The process of sifting through public records or the Multiple Listing Service (MLS) is a time-consuming and labor-intensive one that entails wading through a sea of data. Some real estate agents may prefer to use this strategy due to the fact that it is «free of charge.» However, sensible real estate agents who understand the value of time prefer to use more streamlined ways to prospect acquisition. Make use of specialist equipment: As previously said, technological advancements have had a profound impact on the real estate market. Particularly noticeable when it comes to gathering homeowner data and qualifying real estate leads. As a matter of fact, there are several solutions available that allow you to generate homeowner lists complete with phone numbers in a matter of minutes. Among the many tools that you should consider utilizing while trying to generate real estate leads is theMashboard, which is a great example. This program will offer you with homeowner information such as names, phone numbers, email addresses, and mailing addresses, among other things. You may do a homeowner search using an address, or you can just obtain homeowner information for a certain geographic area.

3- Create a script

This is the point at which things begin to become interesting. It is possible that the script you employ when cold calling in real estate will make the difference between converting your prospects and going home empty-handed. Even more significantly, following a solid script gives the process a sense of order and guarantees that every crucial subject is covered. It goes without saying that a great deal of work must be put into developing a fascinating conversation that strikes all the right notes.

  • Especially in the case of expired listings, demonstrating empathy has shown to be a very successful strategy.
  • A basic overview of what an effective expired listing script should look like is as follows.
  • You: Good morning, my friend!
  • It didn’t escape my attention when I was looking over some recent transactions in the area that your property was no longer on the market.
  • Consider what the prospect is saying carefully, and keep the dialogue light and personal in nature.
  • You: How did your former agent manage the sale of your home?
  • It is likely that the prospect will relate an unpleasant experience.
  • I devote a significant amount of time and attention to each of my listings, and I keep my customers informed of the progress of their properties.

4- Don’t haggle over price or commission

The following is one of the most significant real estate cold calling strategies that you should keep in mind: Making a pricing and commission dispute over the phone is a bad idea in the extreme. It is important to remember that the ultimate aim of cold calling in real estate is obtaining a scheduled appointment. If you are aggressively contesting the price or commission, you will almost certainly lose the possibility. To avoid this, concentrate on generating a positive first impression and leaving everything else to the in-person encounter.

5- Keep the funnel full

Resting on your laurels after converting a small number of real estate leads is one of the biggest errors you can make as a real estate professional. To have a high success rate while cold calling in real estate, it is necessary to consistently replenish the lead funnel with qualified prospects. This puts you in a strong position to take advantage of any opportunities that arise in the market.

The Bottom Line

Using cold calling to attract new clients in the real estate industry is without a doubt one of the most effective methods of expanding your company’s customer base. Please don’t let preconceived conceptions or phone phobias keep you from taking advantage of this highly powerful lead-generation approach!

Take immediate action to get your lead funnel up and running! If you’d like to learn more about how Mashboard may help you advance your real estate agent career, please visit this page.

Yassine Ugazu

A dynamic content writer, Yassine likes creating appealing copy and articles on a variety of real estate topics, including residential, commercial, and industrial.

Real Estate Cold Calling: Everything You Need To Know (2022)

Cold calling in the real estate market has long been a mainstay of the profession, and it has frequently proven to be a difficult task for novice agents. But, in this day and age, when we live in a more digital environment, is it even relevant? And, more importantly, is there a mechanism for Realtors to assure that they have success while cold calling? This post will address all of your questions regarding cold calling, as well as many more, so that you may learn everything you need to know about the practice.

Five Types of Cold Calls

The likelihood is that house sellers who have expired listings are looking for a new realtor is reasonable to presume. Give these prospective prospects a call and demonstrate your expertise to get an advantage over your competitors. They’ll be grateful to you for sparing them the time and trouble of searching for a Realtor on their own.

Geographic Farming

Cold contacting all of the possible leads in a particular neighborhood will help you establish yourself as the leading authority in your field. This will assist you in expanding your sphere of influence and establishing you as an authority in that particular field. Cold phoning this sort of lead frequently results in a good outcome because, if other properties in a neighborhood are selling, it is likely that other homeowners will be inspired to sell their homes as well.


As Realtors, we are all well aware that working with FSBOs may be difficult. However, the fact is that the majority of homeowners who attempt to sell their houses will be unsuccessful. In order to convince these prospective leads that you can assist them, it is worthwhile to cold contact them and establish a rapport with them.


Landlords that are having difficulty filling their vacant properties are an excellent source of leads. Generally speaking, cold phoning landlords is less difficult because there aren’t many other Realtors prospecting for them. Furthermore, they already have a business-like mindset and will be more receptive to your idea as a result.


Homes that are in the process of being foreclosed on might provide significant leads. In many cases, cold phoning these leads is less competitive, and it allows you to demonstrate your worth by assisting someone through a stressful event.

Does Real Estate Cold Calling Still Work in 2021?

The short answer is that cold calling for real estate is still effective in 2021! Nonetheless, it is critical to remember that it is a very challenging and lengthy game. While anybody may conduct cold calls, it is important to maintain consistency in your efforts despite receiving a high percentage of rejection. But, on the other side, you will discover that you are continually establishing new relationships as a consequence of your diligent efforts in phoning and following up with individuals.

First and foremost, if you concentrate on bringing value to the prospect’s condition rather than simply attempting to close the deal, you will discover success. Additionally, maintaining organized and adopting tools like as theREDX Power Dialerwill make the process of cold calling much easier.

What Do I Need to Be Able to Cold Call Effectively?

Although it may seem simple, having accurate phone numbers is the most important factor in finding success when cold calling. It is also necessary for you to have a regular supply of these phone numbers available. The most effective method of accomplishing this is to subscribe to a subscription service that discovers the best numbers for you. A paid service will save you time by eliminating the need to conduct your own research. I’ve been using REDX for over 4 years and have found them to provide the most accurate figures at the most reasonable pricing.

Database or CRM

Following that, you’ll need a system in place to keep track of your leads and the status of your connection with them. For example, whether you need to follow up with them, if they are uninterested, or whether they are on the verge of becoming leads are all important considerations. Many dialer systems, like as REDX’s Vortex system, come with built-in customer relationship management tools that you may employ.


A dialer system is yet another essential instrument for cold calling that cannot be overlooked. The process of manually dialing each number takes too long and is not a productive use of your time, especially if you receive no response. You’ll spend less time waiting and more time conversing with prospects if you use dialers that can dial numerous numbers at the same time. They can also collect phone numbers for you, dial them for you automatically, and even supply scripts if you so like. The Power Dialer from REDX is an excellent system.


A script library is also beneficial, particularly if you are an inexperienced agent. If you don’t have much experience and haven’t yet mastered the art of saying what you need to say to win the most leads, scripts can help you prepare. There are a plethora of various scripts available on the internet. A few excellent solutions include Mike Ferry, my FSBO Script, and the REDX system.

What is the Success Rate of Cold Calling?

As of the previous year, cold calling had a success rate of around 2 percent on average. However, this should not be seen as a sign of failure. Cold calling is still a viable and vital lead generating approach for many firms today, despite technological advances. Organizations who did not participate in cold calling saw their revenue rise by 42 percent less than those that did. According to a research conducted by the Keller Center at Baylor University, it takes around 12 hours of dialing and 208 cold calls to obtain a single listing, appointment, or reference in the real estate market.

Another finding of the same study was the possibility of increasing your commission to approximately $300k by spending 15 hours per week on the phone.

Most agents, on the other hand, become exhausted after spending so much time on the phone, and they aren’t prepared to put out that type of work. Finding success in cold calling is undoubtedly a long-term endeavor that needs patience and perseverance.

What is the Law on Cold Calling?

If you want to start making cold calls in the real estate industry, you must first ensure that you are in compliance with telemarketing rules. The Telephone Consumer Protection Act, which was established by the Federal Trade Commission, is a prime example of this. Realtors are prohibited from contacting clients whose phone numbers are listed on the Do Not Call Registry under the terms of this law. This implies that you will be unable to contact FSBO sellers or expired listings whose phone numbers are included on the registry.

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In order to ensure that you are only contacting appropriate numbers, several dialers will automatically verify their numbers against the Do Not Call Registry before placing a call.

How Many Cold Calls Should I Make a Day?

The amount of calls should not be your primary concern; rather, the quality of those calls should be your primary concern. Your objective is to establish connections with individuals, engage in meaningful conversations with them, and strive to provide value to their lives. With that in mind, there are a few objectives you should set for yourself to ensure that you are making the most of your time while cold calling for real estate. For those who prefer to adhere to the 15 hours per week suggested above, this translates into three hours of calls per day, five days per week.

If you divide this up across three hours, you should be able to make 20 calls per hour on average.

How Long Does it Take to Make 100 Cold Calls?

To make 100 cold calls, it might take anywhere between one and five hours, depending on the dialing strategy you are employing. The amount of numbers your dialer can contact at once, as well as the number of individuals you actually reach, determine whether or not you meet your goal of 100 calls. If you dial by hand, you can probably make approximately 20 calls per hour if you work fast. For those who wish to boost their chances of success, a dialer can assist them in reaching a significantly bigger number of individuals.

With triple line dialers, you may make up to 200 to 300 calls each hour, depending on the model.

What is the Best Time to Make Cold Calls?

So, when is the most effective moment to reach the most amount of individuals possible? Of course, you should avoid calling at unreasonably early or late hours of the day or night. Between the hours of 10 a.m. and 2 p.m., according to Inman, is the best time to make the most effective calls. You may, on the other hand, discover that a different time is more convenient for your company. The ideal time to contact, according to a 2017 study conducted by CallHippo, is between 4 pm and 5 pm local time in the prospect’s location.

Therefore, they are more willing to accept your call as a consequence. The second ideal hour is between 11 a.m. and 12 p.m., according to the experts. According to the findings of the survey, the best days to call are Wednesday and Thursday.

Final Thoughts on Real Estate Cold Calling

Cold calling in the real estate industry is an effective lead generating approach that is still very much worth your time. Cold calling may be quite successful if you utilize the right tools, scripts, and, most importantly, concentrate on building real relationships with the people you contact. While cold calling can be effective for certain agents, it is not the only method to be successful as a real estate agent, as previously stated. Look over at my blog post on how to create leads and complete business without cold calling for more information.

Have you ever made a cold call without knowing who you were talking to?

Do you like to contact expired ads and for-sale-by-owners (FSBOs) or do you prefer geographic farming?

Would You Like To Partner With Me?

For more information on the advantages of partnering with me at eXp Realty, please visit my Partner Page. I’ve worked with hundreds of real estate agents, team leaders, and brokers from all over the country to help them grow their businesses and create new revenue sources for themselves. We can make this year your greatest year ever if we work together!

Is Cold Calling Still Effective In Real Estate?

14th of August, 2021 1 Comment Published at 11:00 h The discussion between those who feel cold calling is no longer effective and those who believe it is still effective has heated up in recent months. To be quite honest, we are all well aware of how daunting cold calling can be. Some new real estate agents are apprehensive about calling strangers on the phone, particularly in the early stages of their careers. Others may be afraid about obtaining unfavorable responses or not gaining a positive return on their investment (ROI).

Prior to getting into the nitty-gritty of cold calling, let’s take a step back and examine the whole concept.

Meaning of Cold Calling in Real Estate

Cold calling is one of the most classic marketing methods used in the real estate industry today. Basically, it involves getting in touch with a prospective customer who has not previously communicated with you or indicated any interest in the product or service you offer in an attempt to win their business. Cold calling is not intended to evaluate, make a pitch, close a transaction, or engage in a dialogue with the person on the other end of the line. Instead, the purpose of cold calling is to move from an interruption to a booked appointment as soon as you have the prospect’s whole focus, which can only be accomplished by gaining their full attention.

However, there are several things you should know about cold-calling.

Cold Calling Statistics

Keller Research Center Report(opens in a new window), which specifically targets the B2C market, found that real estate salespeople conducted around 6,264 cold calls and observed that just 28% of the calls were answered. They arranged 19 visits with prospective clients and obtained 11 recommendations from this 28 percent of the total number of appointments. This means that for every 209 phone calls made, a representative will only be able to acquire one appointment or recommendation. As a result, the average time commitment required per agent to complete all 209 calls was about 7.5 hours per agent (Some ended up in conversations while others did not.).

It is not that cold calling will not create results; rather, it is that other strategies may be more cost-effective in terms of generating leads and closing sales than traditional methods. The idea is to evaluate your performance and rely on data to make educated decisions.

How Well Does Cold Calling Work?

It was discovered by Implisit, a company bought by Salesforce recently that they had researched the CRMdata of enterprises all over the world. According to their findings, the leads that resulted in the greatest number of conversions were from staff and customer referrals. Leads obtained through social media ranked second on the list of sources. According to a survey conducted by Leap Job, only 2% of cold calls resulted in an appointment being scheduled. On the other hand, according to research conducted by Ovation Sales Group, it takes an average agent 6.25 hours to organize one appointment with a prospect.

  1. Sales are only expected to occur in 6 percent of these sessions, according to the data.
  2. However, the success of this strategy is now being called into doubt.
  3. According to what you’ve read so far, this conversation is not about whether or not cold calling is successful.
  4. However, the most important issue is: how well does it actually function?
  5. Is the number of phone calls required to generate a qualified lead rising or reducing in number?
  6. In the absence of verified information like this, you’re likely to miss out on patterns that might indicate a storm is headed your way.

How To Warm Up Cold Calls

No one can deny that the digital revolution is sweeping the commercial real estate industry. Because of advancements in technology, brokers are use new technologies to discover qualified clients and finish more transactions. This is the primary reason why there is a controversy over the effectiveness of cold calling in today’s society. Based on the facts shown above, we can all agree that there is much opportunity for improvement in our outreach efforts, particularly in the area of cold calling.

Sophisticated prospecting

Days of sifting through property records and portfolio information in search of leads are long gone, replaced by a more efficient approach. Finding suitable listings, clients, and buy and refinancing alternatives used to be a time-consuming procedure, but today it’s as simple as hitting a button. Aside from that, real estate technology and off-market data platforms are now widely available to streamline the prospecting process, allowing real estate agents to run specialized searches and quickly locate property owners and other possible leads.

Get in touch with decision makers

Following the identification of a potentially profitable lead to follow up on, Realtors may meet hurdles because they are unable to obtain the appropriate contact information for either the property owner or the lead. Negotiating the complexities of this circumstance is exhausting, and it results in a waste of the agents’ valuable time. When a real estate agent attempts to locate the decision maker, he or she is typically provided with insufficient information or a gatekeeper’s phone number, which prevents them from communicating with the appropriate persons to close the sale.

When using the appropriate real estate technology and data, agents may avoid dealing with gatekeepers and directly engage decision-makers, therefore saving time and money.

Top Alternatives To Cold Calling

For decades, businesses have depended on a variety of lead generating tactics to generate leads. Customer relationship management (CRM) refers to the strategies and techniques used to maintain a profitable and healthy connection with prospective and existing customers. CRM, or customer relationship management, is a strategy of increasing lead generation and customer satisfaction by combining cutting-edge technology with traditional sales and marketing approaches. Using LinkedIn to build a personal relationship with a buyer before making a phone contact might be an effective strategy.

  1. When it comes to finding qualified prospects that fit your desired client profile, the Linkedin Sales Navigator is an excellent resource.
  2. Prospective clients can be reached and engaged more effectively through email marketing campaigns that provide them with relevant information that is not directly related to your product or service.
  3. As a bonus, it can help you determine the best time to engage an inbound lead with a customized message.
  4. Making requests for referrals from existing clients who may be interested in your services is a highly successful strategy.
  5. When it comes to networking, warm calling is a technique that involves building trust and rapport with a prospect before making a phone call to them.
  6. Due of the low success rate associated with cold calling, it is not as effective as warm calling, which is 30 percent effective.
  7. Do you remember what it was like?
  8. Personalization is made possible using this method, which is a bonus.
  9. Social media is not the only tool we have at our disposal for networking; there is also an abundance of networking events arranged for virtually every sector and location with promising career possibilities.

The fact that many people who attend events like this will bring in new consumers for a salesperson on the spot makes them a worthwhile investment, even though ticket costs may be exorbitant.

Participate in social media interactions with the individuals that are most relevant to you. The process of reaching out to and connecting with thought leaders in your industry and potential users who fulfill the requirements for your ideal buyer profile will make it easier to grow your social media following and prospective list of prospects.


Currently, sourcing strategies have progressed. Online databases, rather than filing cabinets, are increasingly the primary repository for information. In summary, changes in data have a significant impact on the effectiveness and scalability of cold calling campaigns. It removes uncertainty while instilling confidence at every step of the way, allowing for the rapid development of more powerful relationships. This is especially true today, when Realtors have so much information at their fingertips that they don’t have to speak with a prospect until they are ready to buy or sell.

What are some of the reasons why some real estate agents don’t receive enough traffic on their real estate websites.


These are the personal ideas and information of the author and do not necessarily reflect the official positions, policies, or objectives of Realtyna. The content on Realtyna’s Website is general in nature and is provided solely for informative purposes. It should not be relied upon or regarded as real estate, legal, accounting, or other professional advice or as a substitute for such advice. Please consult with your MLS providers about any issues relating to the certification process, professional advice, or legal processes that may arise.

97% of Cold Calling is a Waste of Time

Let’s get those frigid techniques warmed up with some new information on how to improve your lead creation talents. It is a good idea to hire someone who is devoted to making such outbound efforts as a starting point for your strategy. Inside Sales Agents, often known as ISAs, have long been regarded as playing a critical role on successful real estate teams in the industry. (ISAs):

Hiring an Inside Sales Agent in Real Estate

As your company expands, you may find yourself feeling increasingly squeezed. You and your team may be having difficulty finding time to prospect or reacting to leads in a timely manner, resulting in a decrease in your pipeline and conversion rates. A committed individual generates and converts leads in the office while you and your agents focus on the other aspects of your business, which is ensured by hiring an ISA. You and your team members may concentrate on your primary responsibilities thanks to the addition of this employee, who is normally tasked with uploading all of the contact information and discussion notes into your database.

The ISA position might change depending on the individual’s experience and employment requirements.

However, before you hire somebody, you must first assess the return on your investment.


ISAs are used and compensated in a variety of ways by different real estate enterprises. The primary goal of this is to guarantee that the income generated by hiring an Inside Sales Agent is positive.

Turn Cold Calling into Smart Prospecting

Let’s try to turn that dreadful statistic around. The following steps will help you change 97 percent of your wastefulness into 80 percent of your productivity. Taking a critical look at your communication techniques may make a significant difference in your success rate. Knowing your leads, their interests, and how to reach them with timely and appropriate information are all key components of lead generation. Take, for example, the following message from a real estate agent: “Hi, my name is Chad, and I’m calling to see if you’re interested in purchasing a property.” In your opinion, how probable is it that you’ll react with anything other than “No, I’m not interested” or “I’m just looking?” Cold calling not only has low success rates, but it also has the potential to cost your company 60 percent more money.

  • Now, let’s take a look at a more targeted approach: “Hello, Susie!
  • If you have, I would be happy to show you a few of residences that could be of interest.
  • First and foremost, the real estate agent addresses the lead by his or her given name.
  • First and foremost, he understands what Susie is searching for.
  • In fact, you’re 51 percent more likely to meet your sales targets and 80 percent more productive as a result of this strategy.
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Using a Real Estate CRM for Smart Prospecting

Change the direction of this awful statistic. The following steps will help you change 97 percent of your wastefulness into 80 percent of your productivity: It might be really beneficial to your success rate to take a close look at your communication techniques. Knowing your leads, their interests, and how to reach them with timely and appropriate content are all crucial to your success. Consider the following message from a real estate agent: “Hello, my name is Chad, and I’m calling to see if you’re interested in purchasing a home with me.” In your opinion, how probable is it that you will say anything other than “No, I’m not interested” or “I’m just looking”?

  1. Examine the following strategy, which has been specifically tailored: “Hi Susie!
  2. If you have, I would be happy to show you a few of residences that could be interesting to you.
  3. What are your thoughts?
  4. He is well aware of who he is phoning for.

Increasing your chances of making a successful sale by customizing your message to the interests and behavior of your leads. As a matter of fact, you have a 51 percent greater chance of meeting your sales targets and are 80 percent more productive.

The Power of Texting vs Calling

InsideSales.com conducted a research a few years ago that revealed agents who phoned freshly registered leads within five minutes were more likely to convert them into a closed contract. However, according to a worrisome statistic, just 5-10 percent of individuals pick up the phone when called. If you use email, you should anticipate about a 20 percent open rate at the very most. Texting, on the other hand, has a 5-minute response time, with 90 percent of individuals opening and responding to messages within 5 minutes.

A Multi-Channel Strategy for Prospecting

Multiple forms of outreach in your marketing efforts can result in significantly greater success when it comes to prospecting. The right CRM will let you implement plans that incorporate calls, texts, and emails, and every interaction will be automatically logged in the system so you can stay on top of to-dos and know exactly where each leads stands in the process. Here’s an example of a basic smart prospecting plan in the form of a template:

  • If at all feasible, make the call within the first five minutes. This is critical because you or your customer service staff may be able to interact with them while they are still on your website and explain other beneficial search options available on the website
  • This is crucial since Answer: Begin with the most significant question possible. If the person does not answer, leave a voicemail (see below for options)
  • You can follow up with a text message if the lead does not respond (see below for text message recommendations) and continue to call at a steady, but discreet pace over the following several weeks if the lead does not respond. If you have a lead’s email address, you must also put him or her on a drip email campaign.

Scripts for Making a Touch Phone Call: It is possible for this situation to arise if a lead has registered on your website or on a third-party website with at least their name and contact information. This example is predicated on the assumption that you have a rudimentary understanding of what they are searching for. Inquiries: Hello, may I talk with you? How are things going for you today? As a result of your recent registration with my site, I have gotten your contact information, and I wanted to follow up with you as soon as possible in case you had any concerns about any of the houses you were looking at.

  • I can set you up with eAlerts so that you are the first to know when new listings that match your criteria become available.
  • Are you still interested in learning more about thearound?
  • I really have a local specialist for the neighborhood you’re interested in who can help you out.
  • Answers:Yes: That sounds great!
  • No: Is there a more convenient time for me to contact you?
  • I can set them up so that they only arrive as often as you like, and just with postings in your price range and geographic location.
  • You should definitely use the site’s search capabilities, and if you come across anything you want more information on, please let us know.
  • The very first contact Script for a voicemail message: Hello there, this is calling from.
  • If that’s the case, I’d be delighted to assist you in getting a feel for the region you’re considering.
  • The very first contact Script for text: Sending a follow-up text message is usually a smart option if you don’t get a response to your initial phone contact.
  • I wanted to follow up with you shortly after your visit to see if you would be interested in speaking with one of our agents who has been working in the area for a long.

When are you hoping to make a purchase? The following are the next steps: Continue the conversation by asking more qualifying questions and making an attempt to schedule a phone call with the person.

Alternative Tactic: Social Selling

Individuals spend the vast majority of their time on social media — whether it’s on Facebook, Twitter, or Instagram — without question. These channels provide valuable insight on who your leads are, what they’re interested in, and even what they’re complaining about, among other things. This provides you with an unfiltered glimpse into what they require, as well as an easy chance to position yourself at the top of their list of potential candidates. With a simple message or answer, you may quickly start a dialogue that leads to the purchase of a $300,000 property.

Being Effective at Real Estate Lead Generation

Making cold calls is a complete waste of time. When it comes to selling, personalized communications are the most effective. Please remember that the homebuyer (or seller) already has a plethora of information at their fingertips. They don’t need to be persuaded into buying something because they already know what they want! They want to know that you are going to give them with a personalized level of service. As a result, prudent prospecting is required. BoomTown! was the first to publish the article “97 percent of cold calling is a waste of time.” .

3 reasons agents should give up cold calling

  • A variety of factors have led to a decline in the use of the phone as a lead generating tool
  • Among these are the following: Making phone calls to strangers to interrupt them is an invasive and wasteful manner of conducting business. More than 70% of Americans prefer texting or emailing instead of making phone calls.

There is a love-hate connection between the real estate industry and the cold call. Prior to the invention of digital technology, the telephone dominated the world of sales. In many respects, it continues to be the preferred tool of the real estate agent. In terms of lead generation, the phone has fallen out of favor for a variety of reasons. Here are some of them: Using the term “cold calling” refers to making a phone call to someone with whom you have no prior contact in an attempt to earn their business.

According to a poll conducted by PayScale.com, even telemarketers themselves believe that their profession contributes to the worsening of the world.

Phone calls to strangers to interrupt them are an invasive and inefficient means of conducting business, and they should be avoided.

Top 3 reasons agents should stop cold calling

For starters, the majority of individuals do not want to be disturbed by a phone call. According to a recent research conducted by the Pew Research Center, more than 70% of Americans prefer texting or emailing over making phone calls. Calling time, unforeseen interruptions to schedules, and the way individuals choose to use their phones are all factors that contribute to this desire among people. Texting, emailing, using social media, and accessing the internet are some of the most popular applications of a phone.

  1. The typical American sends and gets 32 texts and six phone calls every day, according to the Pew Research Center.
  2. According to PsychologyToday.com, the majority of introverts despise interruptions as well as chatting on the phone in general.
  3. Cold calling has the potential to turn an excellent salesperson into someone who despises their work.
  4. The majority of individuals have a personality type that does not lend itself to cold calling since they have difficulties dealing with continual rejection and conflict in their lives.
  5. Conversations become repetitive and dull as a result of scripts.

Instead of concentrating on building relationships, telemarketers appear robotic and alienated from the customer. 3.Forging connections is a more effective strategy. Researchers revealed the following in a recent study conducted by the Canadian Professional Sales Association:

  • A cold call results in an appointment being scheduled in less than 2% of all cases. Cold calling generates leads at a cost that is 62 percent more than inbound marketing. Only 2 percent of customers prefer to be connected by phone
  • Nonetheless, Eighty percent of decision makers will not purchase from a person who calls them on the phone.

The flow of information was one-way before to the invention of the internet, with information flowing only from the company to the customer. With the growth of social media, consumers now have the opportunity to engage in a group dialogue with other consumers as well as with the business. Consumers today have a plethora of information at their fingertips, which means they may put off talking to a salesman until they are ready to make a purchase. Inbound marketing is successful because of this.

Inbound marketing attracts consumers who are interested in having real estate-related interactions with you.

Why not employ an approach that is non-intrusive, less expensive, and more effective?

More information may be found at KillColdCalls.com.

Telemarketing & Cold-Calling

  • TCPA was passed into law in 1991 to safeguard customers’ privacy rights. Businesses can contact, text, or fax consumers if they comply with specified rules. Consumers’ affirmative agreement is necessary under the Telephone Consumer Protection Act (TCPA). Businesses must also adhere to the Do Not Call Registry’s rules and regulations.

The Telephone Consumer Protection Act (TCPA) was passed into law in 1991 with the goal of protecting customers’ privacy rights over telephone conversations. Mobile marketing communications, home phone lines, messaging and faxing are all covered by the Rules. It is essential for businesses to be informed of the law in order to avoid any infractions. A new Supreme Court ruling will provide firms with greater flexibility when it comes to cell phone advertising. Before launching a text marketing campaign, brokerages should educate themselves on how to lawfully text consumers in accordance with the Telephone Consumer Protection Act.

  1. Consumers must give their affirmative agreement under the TCPA.
  2. There may be exceptions to established business relationship standards, but the prerequisites for such exceptions must be properly addressed in order for them to be valid.
  3. Create a written do-not-call policy and train your employees on it.
  4. Maintain an internal company-specific do-not-call list that honors people’s wishes not to be phoned.
  5. More information may be found in the References.

References (formerly known as Field Guides) give connections to articles, eBooks, websites, data, and other resources in order to provide a thorough overview of various points of view. Articles from EBSCO (E) are exclusively available to NAR members and require a password to access.

Telephone Consumer Protection Act (TCPA) Basics

The TPCA Update on Cell Phone Marketing (National Association of REALTORS®, May 3, 2021) is a window into the law. “A recent United States Supreme Court ruling that clarifies the TCPA’s restrictions on real estate agents’ use of their mobile phones for marketing reasons removes the risk that they may be in violation of the Telephone Consumer Protection Act,” according to the article. The Supreme Court Limits the Applicability of the Telephone Consumer Protection Act (Orrick, Apr. 6, 2021) Last week, the United States Supreme Court announced a ruling that, at the very least in the medium term, is likely to result in a significant reduction in lawsuits arising under the Telephone Consumer Protection Act (“TCPA”).


“ The Telephone Consumer Protection Act (“TCPA”) was signed into law by President Bush on December 20, 1991, and has been in effect since since.


Telemarketing vs. Informational Calls and Text Messages

Text Message Regulations That Every Business Should Adhere To (Business.com, Jan. 19, 2021) As text message marketing becomes more popular, it is critical for company owners to grasp the TCPA’s prohibitions and to ensure that they are in compliance with applicable regulations. The Truth About the Telephone Consumer Protection Act and Texting (National Association of REALTORS®, April 4, 2018) This version of Window to the Law will teach you how to lawfully text clients in accordance with the Telephone Consumer Protection Act,” the publisher says.

6, 2020) The fear of TCPA liability should not prevent important informative notifications to safeguard consumer health and safety from being issued. However, organizations who attempt to utilize the pandemic as a loophole for telemarketing may find themselves subject to TCPA class action lawsuits.

Obtaining Consent

Telemarketers’ Guide to TCPA Consent is a resource for telemarketers (Klein Moynihan Turco, Aug. 5, 2021) In accordance with the Telephone Consumer Protection Act, firms that desire to conduct robocalls or send text messages to consumers must first get their customers’ approval. Consent to receive such solicitations must be unambiguous, which means that the consumer must receive a “clear and conspicuous disclosure” that he or she will receive future calls/text messages that deliver autodialed and/or pre-recorded telemarketing messages; that his or her consent is not a condition of purchase; and that he or she must designate a phone number at which to be reached.

2020) During a phone conversation with the Servicer to negotiate a possible settlement offer for his consolidated debt, the Customer expressed his dissatisfaction with getting ATDS or pre-recorded messages on his mobile phone.

The National Association of REALTORS® published a report on February 4, 2019 titled Hot Topics in Risk Management.

Complying With the Do Not Call Registry

Window to the Law: Comply with the Do Not Call Registry (National Association of REALTORS®, July 1, 2019) Window to the Law: Comply with the Do Not Call Registry Learn how to guarantee that your phone call marketing strategies comply with the Telephone Consumer Protection Act’s (TCPA) do-not-call register regulations. NDC Registry (National Do Not Call Registry) (Consumers) Consumers may register their phone numbers and report breaches on the website, which is free to use. NDC Registry (National Do Not Call Registry) (Sellers and Telemarketers) Businesses can sign up for access and pay the necessary subscription costs by registering.

You should be aware of any state listings that may exist in addition to the federal list, check the Registry once every 31 days, and be aware of any exemptions that may apply to your situation.

The safe harbor clause can assist companies in avoiding litigation arising from breaches of the Do Not Call Registry.

Do you have a suggestion for a real estate-related topic?

A link on this website does not constitute sponsorship by the National Association of REALTORS®, nor does it imply endorsement by any other organization.

This information and these links are given just for your convenience, and you use them at your own risk.

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