REALTOR Magazine asks: "How Can a Cold-Calling Agent Prospect in the Age of the Do Not Call List?

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The other day, a nice man from REALTOR Magazine called me up to chat about the Do Not Call list - specifically, what recommendations I, Jennifer Allan, queen of cold-calling (*snort*) might have for agents stymied in their prospecting efforts by that cold-callpesky DNC.

We had a great conversation, although it remains to be seen if any of my brilliance will make it into the final article since I really have no experience with the DNC except for being first in line to sign up.

But one of the last questions he asked made me think... and I came up with an answer off the cuff that I'm rather proud of. Thought I'd share it with you.

Question: "Jennifer, I understand that you never cold-called, but I'm sure that someone in your RE/MAX office did. If that agent were to ask you for advice on what to do instead, what would you have advised him?"

JA's Off-the-Cuff Answer: "Hmmmmmm."

No, seriously, I did come up with something...

"What I would probably tell him would be to get out from behind the desk and the telephone and take his naturally charming self out there into the world and make contacts face to face. No, not by knocking on doors or attending power networking events, but rather by striving to make a positive impression on as many people as possible as he goes about his day. By implementing a Quality over Quantity approach to attracting business. Instead of trying to make contact with 100 people a day, who will almost certainly promptly forget about him, try to really connect with two or three, who will be much more likely to remember him tomorrow... and six months from now."

I'm guessing that someone who has experienced success in cold calling has an appealing personality and a confident aura of success, which would be very attractive out in the real world, too! And, frankly, being out in the real world making real friends and real connections sounds a whole lot more fun and rewarding than dialing for dollars three hours a day!

I must confess that while I think my advice is brilliant, I've never been approached by a master cold-caller for my opinion and I don't expect to be in the near future. There are many paths to success and we're all better suited to one path or another.

So, while I don't expect the cold-calling world to suddenly shift their tactics to the JA-Way, I do hope I can inspire those who'd rather not cold-call to try the JA-Way and see if they like it!

Oh, and watch for your April edition of REALTOR Magazine to see if any of this made it in...


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Comments 32 New Comment

Anonymous #28

Hi Jennifer

I found out about you while searching on for books on improving my cold calling and telephone skills. I was forced to seek out ways to improve  because by real estate coach recommended cold calling as the number one way of prospecting.  But, I am an introvert as well as a shy person and maybe have minimum social intelligence, so I am not comfortable cold calling. In fact, I tried several times at cold calling and it did not feel natural.  It felt like I was doing it the wrong way and needed to improve, since I had no result at cold calling. I thought I was a failure and would be unsuccessful in my real estate business because I failed at cold calling. However, your view on cold calling have given me hope. I think that from now on I am going to find other ways of prospecting and finding clients for my business. I have also tried joining REIA networking groups and it has not worked for me either. I agree with you a 100% that getting business the natural way by making a a good impression while commuting or while interacting with people on a daily basis is the best way. 

 Also, in the MLM businesses people are taught to look for business by selling to family and friends but I hate doing that as well. I am so thankful that I purchased your book, "IF You're Not Having Fun Selling Real Estate - You're Not Doing it Right." Keep doing what you are doing Jennifer there are many more people like me and you out there who believe that there are other comfortable and natural ways of getting business.

March 20, 2010 03:31 PM
Margaret Rome, Baltimore Maryland
Sell Your Home With Margaret Rome
HomeRome Realty-Author "Real Estate the Rome Way" 410-530-2400

A great big congratulations is in order!  Sure looks like Realtor Magazine thought your advice was brilliant! Just sent you an email.

March 22, 2010 11:27 PM
Anonymous #30
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This is a very exciting topic, I like, thank you authors to provide us with such a good subject matter, this is my best interest, this is my most happy about today, great! Is this. I have been looking for it before, and today I finally found. Today, I really was very lucky.

April 08, 2011 04:06 AM
Jane Chen
Re/Max Realtron Realty Inc.,Brokerage

I do cold call, door knocking, video blog, seo, twitter, facebook....

August 07, 2011 02:06 PM
Paul Gapski
619-504-8999,#1 Resource SD Relo
Berkshire Hathaway / Prudential Ca Realty

Yes u need to warm call not cold call as most are very blunt and say no.

March 24, 2012 10:14 AM

Jennifer Allan-Hagedorn

Author of Sell with Soul
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