SF Invest and Commercial RE


Cold Calling - Why are we so scared to pick up the phone?

Tips on breaking down barriers and setting that appointment!!

1. Keep it short - if you speak for over 20-30 seconds you will loose them.

2. Get to the point - tell them what you do and who you are and why you are calling.

3. Show Value - tell them why you taking up their valuable time is worth it.

example: "I have a proven strategy that I have used to help, X people/companies to do ______"

4. Ask - ask for the appointment "Mr/Mrs. Prospect - when is a good time this week to sit down and discuss this further."

5. Smile, Smile, Smile - Yes you are on the phone but your smile will carry thru in your voice

6. Be respectful - if they do not have time - don't take it personal and ask when the best time to call would be

7. Remember - 1 out of 10 calls will probably be successful - so when you hear no - no big deal you are that much closer to setting the next appointment.

8. Objections - yes people will object - think up the most common - figure out the answers and have them ready so that when objections occur you can answer right back and keep moving toward that appointment.

Now - go out there and make some calls!!!!!!!

James C. Johnson

Legacy Real Estate

"Specializing in Quality Investment Property"

Comment balloon 3 commentsJames C. Johnson • July 13 2008 02:18PM


Thanks. I needed that! I have a great fear of cold calling and need to overcome it. The idea of 1 in 10 is good.

Posted by Vickie Nagy, Vickie Jean the Palm Springs Condo Queen (Coldwell Banker Residential Real Estate) over 10 years ago

James-Fear of rejection is always paramount when I pick up the phone to make cold calls. I am going to try your 20-30 seconds recommendation and go straight for the appoint ment after, ofcourse, I show.

Posted by Hans Iduma, Certified Mortgage Planning Specialist over 10 years ago

I think if you have a script and practise it you will do fine. It is noit something you ad lib. But you must listen to the other end . This way you can respond to queues

Posted by Charlie Ragonesi, Homes - Big Canoe, Jasper, North Georgia Pros (AllMountainRealty.com) over 10 years ago