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

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
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!





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  1. Cathy Bureau 12/04/2011 08:36 AM
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ActiveRain Community
2011 December 31 Day Posting Challenge Group
31 Days of December Challenge
Active Rain Newbies
Diary of a Realtor
cold calling
december 2011 challenge
stacey smith
ben kinney

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Sandy Nelson
your Olympia area Realtor
Riley Jackson Real Estate Inc.

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.

December 02, 2011 12:05 PM
Ellen Dittman
#1 Stop for NE FLA-JAX/OP 904.535.1199 (TEXT OK) r
Watson Realty Corp.

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

December 02, 2011 12:15 PM
Gabrielle Jeans
Real Estate Web Solution, Real Estate Trainer and Coach
WebTech Dezine, Gabrielle Jeans Real Estate 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.

December 02, 2011 12:40 PM
Tammie White
TW Realty Group, Franklin TN, South of Nashville
Benchmark Realty, LLC (615) 495-0752 or

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.

December 02, 2011 01:23 PM
Bill Gillhespy
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos
16 Sunview Blvd

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 ).

December 02, 2011 01:23 PM
Anthony Daniels
SF Bay Area REO Specialist
Coldwell Banker

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

Good post, thanks for sharing it.

December 02, 2011 01:30 PM
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!

December 02, 2011 01:41 PM
Lanre Folayan
Buy a home in Washington DC. Sell your DC Home Now
Keller Williams Capital Properties-Buy a home in Washington DC. Sell a home in Washington DC

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.

December 02, 2011 02:05 PM
Anonymous #50

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

December 02, 2011 02:13 PM
Pam Graham
Jacksonville, Clay & St Johns Counties
All Real Estate Options

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!

December 02, 2011 02:56 PM
Victor Zuniga
Berkshire Hathaway Home Services California Properties

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.

December 02, 2011 03:05 PM
Susan Emo
Kingston and the 1000 Islands Area
Sotheby's International Realty Canada - Brokerage

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!

December 02, 2011 03:28 PM
Boomerang Leads
Boomerang Leads

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!

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

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.

December 02, 2011 05:33 PM
Evelyn Kennedy
Alameda, Real Estate, Alameda, CA
Gallagher & Lindsey, Alameda, California


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.

December 02, 2011 06:04 PM
Jennifer Allan-Hagedorn
Author of Sell with Soul
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...

December 02, 2011 06:06 PM
Lloyd Binen
Silicon Valley R since 1976;408-565-8177
Certified Realty Services

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.

December 03, 2011 01:48 PM
Kathy Sheehan
Branch Manager
Movement Mortgage 770-634-4021

Cold calling = ATM machine.  I love it!  

December 04, 2011 09:00 AM
Paul Gapski
619-504-8999,#1 Resource SD Relo
Berkshire Hathaway / Prudential Ca Realty

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

March 24, 2012 10:12 AM
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Stacey Smith

Your Orange County Beach Cities Realtor
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