Your Fingers Will NOT Get Frost Bite From Doing Cold Calls!

By
Real Estate Agent with Harcourt's Prime Properties

Your Fingers Will NOT Get Frost Bite From Doing Cold Calls!

Lately I have been working at getting in routine of making 50+ cold calls a day before noon. I do that because if I put it off any longer then that I will make excuses and "forget" to do it later on in the day. Cold calls is one thing that people in this business does not like doing.. To put it simply it's not fun.. You get a lot of NO's! You get cussed out a few times and some just can't handle the rejection. But it's all a numbers game.

One thing that I have learned from Ben Kinney's IMSDesignation program is having the right thing to say and having enough people to say it to. The facts are if you call enough people eventually you will reach that person at the right time that will be ready to talk to you, be cordial with you, have questions for you and translate into listing with you when the time for them is right to put their house back on the market.

Remember we are in the lead generating and relationship building business. Those that we initially call or knock on their door isn't going to just give it to you up front.. Well it's going to take a little bit of  "wooing" them before they decide to give that listing up to you.

Don't be afraid cold calling... In the past two days I have two new leads to work and calling expired is awesome because you already know ONE important factor... Which is they recently wanted to sale their home. You just need to find out why it didn't sale (from their perspective, and build that relationship).

I am looking forward to doing more cold calls tomorrow morning, developing my marketing materials and go work on leaving those materials at my geographical farms..

December is only a slow month for those that are allowing themselves to slow down... What are you doing to contribute to your business???

Posted by

Stacey Smith
Harcourts Prime Properties
949-350-8922
DRE. License #01845411


If you are looking to buy a home or sell your current home in Orange County, Ca. please allow me to assist you. I work throughout most of Orange County but my area of expertise happens to be south Orange County and the Coastal cities. Locations I service include: Dana Point, Capistrano Beach, San Juan Capistrano, San Clemente, Laguna Beach, Newport Beach, Huntington Beach, Crystal Cove, Corona Del Mar, Laguna Niguel, Aliso Viejo, Mission Viejo, and Costa Mesa. I service all areas through out Orange County so please call me today and allow me to assist you! 

              

 

Please Allow Me To Assist You and Your Family in Finding The Perfect Home As Your Real Estate Agent!

 

 

 

close

Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Cathy Bureau 12/04/2011 08:36 AM
Topic:
ActiveRain Community
Groups:
2011 December 31 Day Posting Challenge Group
31 Days of December Challenge
Active Rain Newbies
BananaTude
Diary of a Realtor
Tags:
cold calling
december 2011 challenge
stacey smith
imsd
ben kinney

Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the graph to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the pants to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Show All Comments
Rainmaker
289,300
Sandy Nelson
Riley Jackson Real Estate Inc. - Olympia, WA
your Olympia area Realtor

I personally hate getting sales calls at my home and I don't want to do that to anyone else. I'm on the DNC list and still get stray calls from people who don't check the list. I know cold calling is a numbers game, but I can't see annoying 50 people just to get one prospect who appreciates my message.

Dec 02, 2011 12:05 PM #42
Rainmaker
323,711
Ellen Dittman
Watson Realty Corp. - Middleburg, FL
#1 Stop for NE FLA-JAX/OP 904.535.1199 (TEXT OK) r

Very catchy title and good information. I hate it too though...

Dec 02, 2011 12:15 PM #43
Rainer
137,431
Gabrielle Jeans
WebTech Dezine, Gabrielle Jeans Real Estate Coach - Toronto, ON
Real Estate Web Solution, Real Estate Trainer and Coach

Cold-Calling requires a lot of patience, and ability to handle rejection. Once you get past that, you will get better it. It also helps to tailor your pitch to each person you are talking to. You do this by asking questions initially that will help you figure out the type of person you are dealing with and then you can tailor your pitch to that individual.

Dec 02, 2011 12:40 PM #44
Ambassador
1,230,597
Tammie White
Benchmark Realty, LLC (615) 495-0752 or www.TWRealtyGroup.net - Franklin, TN
Franklin TN, South of Nashville

Stacey, I was previously with KW (Ben Kinney's broker). They are big on this type of lead generation. I am not. Instead, I have developed an expired and FSBO letter that works better for me. It gets the prospects calling me. That's the kind of cold-call I like. One who calls me, not the other way around.

Dec 02, 2011 01:23 PM #45
Rainmaker
570,044
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Hi Stacy,  The subject of cold calling and the ways to make it work for you are always of interest.  I've seen a very high " burn out " rate among those who set ambitious goals ( 25 + per day ).

Dec 02, 2011 01:23 PM #46
Rainer
157,536
Anthony Daniels
Coldwell Banker - San Francisco, CA
SF Bay Area REO Specialist

Cold calling isn't my thing but I know it works for others.

Good post, thanks for sharing it.

Dec 02, 2011 01:30 PM #47
Ambassador
536,155
JO SOSS
HOMEFRONT Realty - Bremerton, WA
Kitsap County WA Real Estate - HOMEFRONT Realty

I am just not a cold caller - I learned to hate it back in the day - who was it Floyd Wickman - and the Sweathogs program - eeewwww!

Dec 02, 2011 01:41 PM #48
Rainmaker
696,858
Lanre Folayan
Keller Williams Capital Properties-Buy a home in Washington DC. Sell a home in Washington DC - Washington, DC
How much is my Petworth DC House Worth?

Stacey I dont fear COLD CALLING. In fact I am mad at myself because I am not CONSISTENT in doing it. Why wouldn't I want to do something to get a lead that won't cost me a penny? With all the comments that I am seeing from the real estate professionals here,I plan on writing a blog on this. Great post.

Dec 02, 2011 02:05 PM #49
Anonymous
Anonymous
Anonymous

Congrats on your feature.  I always say anyway to get business.  Everyone has a niche...looks like you found yours.

Dec 02, 2011 02:13 PM #50
Rainmaker
259,160
Pam Graham
All Real Estate Options - Jacksonville, FL
Jacksonville, Clay & St Johns Counties

That's awesome that you do that many cold calls a day. I can't and won't. I hate it and have found it's not necessary for me. Good luck to you!

Dec 02, 2011 02:56 PM #51
Rainer
143,700
Victor Zuniga
Berkshire Hathaway Home Services California Properties - San Diego, CA

In 2012 we as a team are starting to incorporate expired listings and making calls to them. So in a way I guess it's a warm call but it's not that far from being a cold call but it has great potential here in San Diego, CA. which could produce great rewards.

Dec 02, 2011 03:05 PM #52
Ambassador
832,561
Susan Emo
Sotheby's International Realty Canada - Brokerage - Kingston, ON
Kingston and the 1000 Islands Area

If I had to reduce myself to cold calling, I think I would find a new line of work.  My pipeline remains full from referrals and the web.  My blog here at AR has been an incredible source of calls, incoming NOT outgoing!   I've read the comments above and agree, to each their own but cold calling is definitely not in my business plan. 

PS  In my market we are not permitted to call expireds - automatic fine!

Dec 02, 2011 03:28 PM #53
Rainer
5,981
Boomerang Leads
Boomerang Leads - Logan, UT

Nice. Good job. People who have the dedication to cold call, or make any kind of phone calls to real estate leads will be effective. It's hard no matter what kind of lead you have. The key is to just set up the time, and then do it!

Dec 02, 2011 03:51 PM #54
Rainmaker
517,525
Jeanne & Ralph Janisch ABR CRS Brokers
The Durango Home Team at Keller Williams Southwest Associates - Durango, CO
Selling Durango CO homes to good people like you!
True. Your fingers won't get frostbite but your ego sure will about 97% of the time.
Dec 02, 2011 05:28 PM #55
Ambassador
1,551,556
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

Stacey, great reminder about continual prospecting as the lifeblood of business, but I prefer warm calls to the cold call term, but sometimes they truly are cold calls.

Dec 02, 2011 05:33 PM #56
Rainmaker
654,862
Evelyn Kennedy
Gallagher & Lindsey, Alameda, California - Alameda, CA
Alameda, Real Estate, Alameda, CA

Stacey:

Good for you for cold calling.  I have tried it for a time, but there effort was more than the results called for.  I works local events, business networks, my sphere and friends.  More productive for me.

Dec 02, 2011 06:04 PM #57
Rainmaker
434,446
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

While I definitely admire the tenacity to commit to an unpleasant activity and stick to it, I always have to wonder when I read posts celebrating cold-prospecting... is THIS why you got into real estate? Was this your dream of how you want to spend your days (or at least a good part of them) - calling strangers and getting cussed at, annoying more people than you don't annoy? I dunno - I got my real estate license because I wanted to help buyers and sellers manage a complicated transaction, not because I thought it sounded like great fun to make unsolicited and unwelcome advances to strangers all day.

I'm not really criticizing the approach - to each his or her own - but WHY would anyone want to do something every day that ticks people off and has such a low return on investment when there are plenty of other ways to attract good business to you?

If it feels wrong, DON'T DO IT! And if YOU are on the DNC yourself... please please please don't do unto others what you have declared you don't want done unto you...

Dec 02, 2011 06:06 PM #58
Rainmaker
338,965
Lloyd Binen
Certified Realty Services - Saratoga, CA
Silicon Valley R since 1976;408-565-8177

I applaud your cold calling.  It's very difficult to do and it's a great example of moving out of ones comfort zone to actively generate leads.  Most of us rather sit back and hope someone calls us while we starve.  "Behold the turtle, he gets ahead by sticking out his neck."  Good luck and keep it up.

Dec 03, 2011 01:48 PM #59
Rainmaker
565,497
Kathy Sheehan
Movement Mortgage 770-634-4021 - Atlanta, GA
Branch Manager

Cold calling = ATM machine.  I love it!  

Dec 04, 2011 09:00 AM #60
Rainer
333,112
Paul Gapski
Berkshire Hathaway / Prudential Ca Realty - El Cajon, CA
619-504-8999,#1 Resource SD Relo

thank you very much for the informative and interesting post. I get so much out of the active rain network.

Mar 24, 2012 10:12 AM #61
Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the computer to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Show All Comments
Ambassador
417,656

Stacey Smith

Your Orange County Beach Cities Realtor
Ask me a question
*
*
*
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the world to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Additional Information