While some real estate agents question the efficacy of cold calling in light of more tech-forward lead generation options, recent research indicates that cold calling is still hugely effective. Cold calling serves as a powerful avenue to introduce your real estate services, cultivate leads, and potentially secure new clients.
Furthermore, the practice provides invaluable insights into the needs of both buyers and sellers, allowing you to tailor your approach and better serve your clients. By staying proactive and leveraging cold calling, you maintain control over your lead generation efforts and keep a pulse on market dynamics.
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Is real estate cold calling worth it?
Cold calling is the second most successful lead generation strategy behind referrals because it efficiently identifies and qualifies potential clients. It also facilitates direct and personalized communication between agents and prospects, fostering rapport and trust.
When agents cold call, they get immediate feedback on prospects’ needs, enabling them to tailor their approach accordingly. They also tap into valuable insights into market trends, preferences, and competitor strategies. Finally, cold calling is one of the most cost-effective lead generation strategies available and allows agents to maintain control over the timing and execution of their outreach efforts.
Expert tips for real estate cold calling
Successful agents will tell you that while cold calling may not be everyone’s favorite lead generation activity, it’s crucial to building a successful business. One study even found that as many as 57% of leads come from real estate cold calling.
The key to effectual cold calling is being prepared, confident, and consistent. Follow these expert tips to get the most out of our real estate cold calling scripts:
- Research: Before making any calls, research your target audience and the properties or areas you focus on. A solid understanding of the market and potential clients will help you tailor your approach.
- Set goals: Not every cold call will result in a closed deal. Make sure your cold calling objectives are realistic. Often, the most you can hope for is getting an in-person meeting scheduled—and that’s a win.
- Build rapport: Find common ground, ask open-ended questions, and show genuine interest in their needs and goals.
- Practice active listening: Pay close attention to prospects’ responses and concerns so you can adapt your pitch and offer personalized solutions that resonate with their needs.
- Articulate your value: Highlight the benefits and value propositions of working with you as a real estate agent. Whether it’s your expertise, market knowledge, or exceptional service, emphasize what sets you apart from the competition.
- Be nice: Adding a “How have you been?” after your introduction results in a higher conversion rate. It’s not only polite, but it suggests an established connection.
- Respect your prospect’s time: Be direct and concise, but don’t ask if you’ve caught them at a bad time—because, of course you have.
- Handle objections gracefully: Prepare responses that address common concerns without being defensive. Use our objection scripts to further engage with the prospect and provide value.
- Cold call consistently: Set aside time every day to make cold calls (especially FSBOs and expired listings). Keep detailed records of prospect information, interactions, and follow-up tasks to stay organized and efficient.
Above all, stay positive and persistent. Cold calling can be challenging, but your efforts should ultimately lead to success. Celebrate small victories and learn from setbacks to continuously improve your cold calling skills.
The best real estate cold calling scripts
Tailor these 15 real estate cold calling scripts to your specific circumstances and geographic region. And don’t forget to add in the crucial, “How have you been?” whenever possible.
1. Tempt a homeowner
Hi. I’m {your name} from {your brokerage}. I’m reaching out because I have an eager buyer who is actively searching for properties in {specific area or neighborhood}, and I wanted to see if you might be considering selling your home.
I understand that selling a property is a big decision, and I’m here to make the process as smooth and stress-free as possible for you. With a motivated buyer already in place, this could be the perfect opportunity to achieve your real estate goals quickly and efficiently.
Would you be open to a brief conversation to discuss your potential interest in selling your property to my buyer?
Why it works: The caller uses an open, friendly, and low-pressure approach. This is just an initial, foot-in-the-door conversation. Be careful, though, not to misrepresent yourself or overstate the interest of potential buyers. Establishing trust early on is key to cold calling.
2. Introduce yourself as a local expert
Hi! I’m {your name} from {your brokerage}. I’m reaching out today because I specialize in helping clients like yourself navigate the {specific area} real estate market. Whether you’re looking to buy, sell, or invest in real estate, I provide expert guidance and personalized service to help you achieve your goals.
I pride myself on my dedication to my clients, my in-depth knowledge of the local market, and my commitment to delivering exceptional results. Communication, transparency, and integrity are the cornerstones of a successful real estate transaction. I’m here to ensure a smooth and positive experience for you every step of the way.
I’d love the opportunity to learn more about your real estate needs and discuss how I can assist you in achieving your objectives. Are you currently in the market to buy, sell, or invest in property?
Why it works: This real estate cold calling script builds immediate rapport with the homeowner by discussing the local area. It’s detailed but just enough to convey local expertise and offer resources without wasting your prospect’s time.
3. Leverage a recent sale
Hi! I’m {your name} from {your brokerage}. I’m reaching out because I wanted to share some exciting news with you. I recently had the pleasure of helping {seller’s name} successfully sell their property in your neighborhood at {address}. The sale went smoothly, and the property sold for {price or percentage above asking price}, which was well above market value!
I’m calling today because I specialize in helping homeowners in {neighborhood} achieve exceptional results like this one. Whether you’re thinking about selling your home or just curious about the current market conditions, I’d love to share more about how I can help you maximize the value of your property.
Would you be interested in hearing more about the recent sale and how it may impact your own real estate plans?
Why it works: This script starts by grabbing the prospect’s attention with news of a recent successful sale in their neighborhood. It then transitions into an invitation to discuss how the agent can help the prospect achieve similar results with their own property.
4. Pitch to someone you’ve met
Hi! It’s {your name}. It was great chatting with you at that party on {day} and learning about your interest in {conversation topic from initial meeting}.
As a real estate agent with {your brokerage}, I specialize in helping clients like yourself navigate the real estate market with ease and confidence. Whether you’re considering buying, selling, or investing in property, I’m here to provide expert guidance and support every step of the way.
I’d love the opportunity to continue our conversation and discuss how I can assist you with your real estate goals. Could I take you out to get coffee sometime this week?
Why this works: This cold calling script is brief and respectful of a new relationship. It also suggests that this agent has something unique to offer. And finally, it stays low-pressure by offering to treat them to coffee.
5. Be brief
Hi! I’m {your name} from {your brokerage}. I’m reaching out because I specialize in helping people like you find their dream homes and sell their properties in {specific area}.
I’d love the opportunity to discuss your real estate needs and see how I can assist you. Are you currently in the market to {buy/sell} a property?
Why it works: This cold calling script doesn’t waste your prospects’ time (or your own).
6. Call an FSBO
Hi {owner’s name}, my name is {your name}, and I’m a real estate agent with {your brokerage}. I noticed that you’re selling your property and wanted to reach out to see if you’ve considered working with a professional to help you get the best value for your home.
I specialize in assisting homeowners like yourself in navigating the complexities of the real estate market and ensuring a smooth and successful sale. I have a proven track record of achieving top dollar for my clients and would love the opportunity to do the same for you.
Would you be open to a brief conversation to discuss how I can help you maximize the potential of your property and achieve your real estate goals?
Why it works: For sale by owner (FSBO) properties are fertile ground for real estate cold calling. These homeowners have raised their hand and announced that they’re ready to sell. While they think they’ll save money doing it themselves, you can point out all of the ways licensed agents help sell properties faster and for more money.
7. Also call expired listings
Hi, {name}! This is {your name} from {your brokerage}. I’m calling about the property on {address} because I saw the listing has expired. I understand that selling a home can be a challenging process, and sometimes listings don’t yield the desired results. However, I have a proven track record of successfully selling properties that were previously expired or unsold.
I’d love the opportunity to discuss how I can help you reposition your property in the market and attract the right buyers. My approach includes targeted marketing strategies, expert negotiation skills, and personalized attention to ensure a smooth and successful sale.
Would you be open to a brief conversation to explore how we can work together to achieve your real estate objectives?
Why this works: Expired listings are also excellent prospects to be cold calling. A word of caution, you won’t be the only agent reaching out. You need to be friendly, direct, but most importantly, quick to call. Have alerts set that indicate an expired listing so that you can be the first on the phone.
8. Revive a cold seller lead
Hi, {name}! This is {your name} from {your brokerage}. I know it’s been a while, but I just wanted to check in and see where you are in your conversations about selling your home. The market has recently gone {up or down} and I think it could affect your decision-making. Could I swing by to chat tomorrow morning?
Why this works: Sometimes life gets in the way and keeps people busy, but it doesn’t mean they aren’t interested in buying or selling. This script gives the agent a reason for calling—to update the homeowner on recent changes in the market. While it’s possible to have that conversation over the phone, it’s even better to have it in person.
9. Call about inherited property
Hi, {name}, this is {your name} from {your brokerage}. I’m reaching out because I understand that you’ve recently inherited a property, and I wanted to offer my assistance in navigating this process. I know that inheriting a home can bring both emotional and practical considerations, and I’m here to provide guidance and support every step of the way.
Whether you’re considering selling the property, exploring your options, or simply have questions about what to do next, I’m here to help. I specialize in assisting individuals in your situation and can provide valuable insights and resources to help you make informed decisions.
Would you be open to a brief conversation to discuss your situation further and how I can assist you in achieving your real estate goals?
Why this works: it’s important to handle probate cold calls with the utmost care and empathy—not be pushy or salesly. This approach demonstrates your willingness to help and positions you as a trusted advisor during what can be a challenging time for the recipient.
10. Reach out to former clients
Hi, {name}, this is {your name} from {your brokerage}. I’m reaching out to check in and see how everything’s been since we last worked together. I truly enjoyed helping you {find your dream home or sell your property} and wanted to see if there’s anything I can assist you with now or in the future.
Whether you’re considering making a move, have questions about the current market, or just need some real estate advice, I’m here to help.
Why it works: This is a great lead-in to see how your former client is doing, check if they know of anyone who needs an agent, or request an online review. No matter what you ask for, make sure your check-in call feels genuine.
11. Engage online buyer leads
Hi, {name}, this is {your name} from {your brokerage}. I wanted to personally follow up to see if there’s anything specific you’re looking for in your property search. Whether it’s a certain type of home, specific features, or preferred location, I’m here to help you find your dream home.
I have access to exclusive listings and market insights that may align with what you’re looking for. Additionally, I can provide guidance throughout the entire homebuying process, from viewing properties to negotiating offers.
Would you be open to a brief conversation to discuss your homebuying criteria and how I can assist you in finding the perfect property?
Why it works: This call gives the agent a chance to qualify the lead. How long have they been looking? Do they have financing lined up? Are they working with another agent? If not, remember to get buyer-broker agreement in place as soon as appropriate.
12. Leave a voicemail
Hi, {name}, this is {your name} from {your brokerage}. I specialize in helping clients like yourself navigate the {area} real estate market, whether you’re looking to buy, sell, or invest.
I’d love the opportunity to discuss your real estate goals and how I can assist you in achieving them. Please feel free to give me a call back at {your phone number} at your earliest convenience. Thank you for your time, and I look forward to connecting with you soon. Have a great day!
Why this works: The ideal voicemail should establish who you are and what you can offer, but save your pitch for when they call you back. Speak clearly and slowly, especially when it comes to your contact information.
Objection scripts
Hearing “no ” is a big part of cold calling. Even the most successful real estate agents face rejection. Here are some scripts that will help you respond to a lead’s objection.
13. How did you get my number?
As a real estate agent, I utilize various resources and databases to identify individuals who may be interested in properties in your area. I assure you that your privacy is important to me, and I’m reaching out today because I believe I can assist you with your real estate needs. Would you like to discuss further?
Why this works: This response acknowledges the prospect’s concern while reaffirming your commitment to assisting them. It also provides an opportunity to transition the conversation back to their real estate goals.
14. I already have a meeting with another agent
Thank you for letting me know. I understand the importance of loyalty and honoring your commitments. If, for any reason, things don’t work out with your current arrangement, or if you ever have any questions or need assistance in the future, please don’t hesitate to reach out. I’m here to help whenever you need me. Have a great meeting with your agent!
Why this works: This response demonstrates professionalism, acknowledges the prospect’s current commitment, and leaves the door open for potential future interactions. It also helps maintain a positive impression of you as a helpful and understanding real estate agent.
15. I’m going to sell it myself
I appreciate you considering all your options. Selling a property on your own can be a challenging task, and I commend your initiative. However, navigating the complexities of the real estate market requires time, expertise, and resources.
As an experienced real estate professional, I can offer you valuable insights, marketing strategies, and negotiation skills to ensure a smooth and successful sale. I’d be happy to discuss how I can assist you in achieving your goals and maximizing the potential of your property. Would you be open to a conversation about how I can help?
Why this works: This response acknowledges the prospect’s decision while gently highlighting the benefits of working with a real estate agent. It also opens the door for further discussion and allows you to showcase your expertise and value proposition.
Real estate cold calling + Luxury Presence
Ready to supercharge your real estate business with expertly crafted cold calling scripts? First book a demo with Luxury Presence today and discover how our tailored solutions can elevate your lead generation game to new heights.
