Cold calling. The mere phrase is enough to strike fear into the hearts of most real estate agents. Nobody enjoys interrupting complete strangers with a robotic sales pitch. Unfortunately, in the world of real estate, cold calling remains a necessary evil. But what if you could approach it differently and get better results?
This article will share unconventional cold calling techniques to spark deeper engagement and more authentic conversations. By focusing on curiosity over pitching, you can build trust, strengthen relationships, and ultimately convert more cold leads when the timing is right.
The Problem with Playing It Safe
Standard cold calling scripts have evolved little over the decades, and frankly, they just don’t work well anymore. Leading with your name and company raises defenses. Launching right into listing pitches feels pushy. Canned questions about mundane topics come across as fake. It’s all about making a quick sale vs building a connection.
Of course, most agents despise cold calling as much as prospects. They complain it damages their brand when they sound so salesy and insincere. But piping up with the same old routines typically leads to swift rejections rather than meaningful conversations.
By taking the road well traveled, you blend into the crowd of competing agents. To truly stand out, you need to get creative and even a little weird with your approach.
The Power of Unconventional Wisdom
Rather than reciting sales pitches, focus on sparking curiosity. Ask quirky questions about their home. Use a confused tone to seem less salesy. Discuss unfinished stories to pique interest. Suggest they’ve already made progress toward their goals.
Avoid bombarding them with info. Keep it simple and let the conversation unravel naturally. Slow down your pace and really listen. Identify motivations before launching into your services.
Of course, mindset is critical. Don’t take rejections personally or get desperate for instant sales. Be patient in nurturing relationships over months or years. Prioritize genuinely helping people over growing your business.
Follow up consistently, keep providing value, and position yourself as the expert they can turn to when the timing is right. If you can master warm, low-pressure outreach, you’ll build a pipeline of prospects who will remember and trust you.
Stand Out with the Unorthodox
Let’s look at some unorthodox cold call opening lines to pique curiosity rather than raise defenses:
“Hi Sarah, it’s Brian. Sorry to bother you, but that oak tree in your front yard is amazing. Do you know how old it is?”
“Hi Karen, Mike here. Your hardwood floors caught my eye. Did you refinish them yourself or were they original?”
“Hi James, it’s Lisa. Your front porch looks so peaceful. Do you spend much time hanging out there when it’s nice out?”
These examples leverage genuine curiosity about details of their home, not a sales pitch. Compliment or ask about something unique that shows you’re paying attention.
Pro Tip: Slow your speaking pace slightly to give them time to process what you’re saying. Don’t just rush through calls.
When objections arise, pivot gracefully. If they aren’t interested now, ask to follow up. Build the relationship for the long play rather than demanding an instant sale.
Of course, you must tailor your approach based on their specific situation. Here are some examples…
For FSBOs, compliment their home but also ask probing questions to learn their motivations. Offer tips to improve their listing results before eventually asking to represent them.
With expired listings, empathize with their previous experience but offer new ideas to market the property differently. Follow up consistently to build trust until they’re ready to relist.
For circle prospecting, point out recent sales in their neighborhood but focus on starting an ongoing conversation. Provide market updates to stay top of mind until they’re ready to sell.
Stand Apart with the Unconventional
Cold calling has been around forever, but it’s time to advance past worn-out conventional wisdom. By taking an unorthodox approach focused on engagement and relationship building over quick pitches, your calls will feel fresh rather than salesy.
Of course, you must tailor techniques to your own voice and market. Experiment, get creative, track results. Mastering the art of warm outreach is crucial to building a long-term pipeline of prospects.
So embrace thinking differently. Toss the rigid scripts and put your unique stamp on cold calling. Because in a competitive industry, playing it safe rarely leads to standout success.
- Cold calling is a crucial part of lead generation but most agents despise it.
- Typical cold calling practices feel salesy and inauthentic, yielding poor results.
- This article shares unconventional techniques to get better engagement from cold calls.
- By focusing on mindset, curiosity, and real conversations, your calls will convert more sellers.
The Problem with Traditional Cold Calling Approaches
- Cold calling scripts often sound robotic and pushy.
- Lead with statements about yourself or your company. This raises defenses.
- Ask superficial questions about their day that seem fake.
- Launch right into listing pitches before building rapport.
- Use high pressure sales tactics which trigger resistance.
- Focus on quick sales rather than relationships.
Key Mindset Shifts
- Focus on service over salesmanship. You’re helping, not selling.
- Have a mindset of contribution, not desperation.
- Don’t take rejection personally. Some will say no – don’t let it impact your self-worth.
- Be patient in nurturing leads. Don’t expect instant sales. Build trust over time.
- Prioritize delivering results for clients over scaling your business quickly.
Strategies to Make Cold Calls More Effective
- Research the prospect beforehand for personalization. Use their name.
- Ask unusual questions to spark curiosity.
- Use a confused, curious tone rather than being overly enthusiastic.
- Ask open-ended questions and focus on listening, not pitching.
- Identify their motivations and interests vs launching into listings pitches.
- Provide value upfront by sending market info, even if they aren’t selling now.
- Suggest meeting to get to know them better, not to instantly list their home.
- If they aren’t interested now, ask to follow up. Don’t end all communication.
Example Opening Lines
- Hi, is this John? This is Jessica from ABC Realty, sorry to bother you but I was hoping you could help me out for a sec…I’m looking at your property on Oak Street and was curious if you did any renovations before moving in?
- Hello, am I speaking with Sarah? This is Brian, I just had a quick question for you if you have a minute. I noticed your home on Elm Street has a beautiful big oak tree in the front yard – do you happen to know how old that tree is?
- Hi there, is this Chris? This is Danielle, I apologize for the random call but I was hoping to get your opinion on something…I saw your home on Park Avenue has a three car garage. Do you find that extra space comes in handy or do you wish it was a 2-car instead?
- Hi, is this Karen? This is Mike from ABC Realty. My apologies for the cold call, but I’m hoping you can settle a debate for me…I was looking at your home on Chestnut Street and was wondering – is that original hardwood flooring or did you guys refinish it? It looks awesome.
- Hello, am I speaking with James? This is Lisa from ABC realty, so sorry to bother you but I was hoping to get your take on something…I noticed your home on Vine Street has a beautiful big porch – do you spend much time hanging out on the porch when the weather’s nice?
- Hi, is this Jennifer? This is Steve from ABC Realty. My apologies for the random call, but I was hoping to get your opinion about something…I saw your home on Sycamore Lane has solar panels, has that saved you a lot on electricity bills since installing them?
Pro Tips for Cold Call Conversations
- Avoid salesy language like “just following up.” Use casual phrases.
- Don’t cram too much into calls. Keep messaging focused.
- Slow down pacing slightly – don’t rush through calls.
- Use collaborative language like “we” and “let’s discuss.”
- If objections arise, pivot gracefully to address concerns.
- Ask qualifying questions to understand needs and motivations.
- Be clear, concise, and get to the point rather than rambling.
Common Cold Calling Objections and Responses
Objection: I’m not interested.
Response: No problem at all! I’m always here as a resource if anything changes in the future.
Objection: Now’s not a good time.
Response: Absolutely, let’s reconnect when the timing is better for you.
Objection: I’m already working with an agent.
Response: They’re lucky to have you as a client! I’m happy to connect if you need any additional support.
Objection: I’m not looking to sell right now.
Response: That makes complete sense. I’m always here as a market resource if you change your mind down the road.
Circle Prospecting Cold Calls
- Research recent listings/sales in the neighborhood.
- Ask if they’ve noticed the recent market activity there.
- Offer to provide monthly updates on area values and trends.
- Nurture relationship to convert to client when ready to list.
FSBO Cold Calls
- Compliment their home.
- Ask questions to learn about their motivations.
- Offer tips to improve their listing exposure and pricing strategy.
- Provide guidance to sell quickly, for top dollar, without charging fees upfront.
- Follow up persistently to build trust and convert to listing.
Expired Listing Cold Calls
- Ask what happened with their previous listing.
- Listen closely to understand why it didn’t sell.
- Suggest meeting to share ideas to market property differently this time.
- If timing isn’t right, nurture relationship until ready to sell again.
Here are some example cold call script variations for each real estate category, with objections:
Circle Prospecting Cold Call Examples
Script 1:
You: Hi [Name], this is [Your Name] with [Company]. How’s it going today?
Them: Good, thanks.
You: Great! The reason I’m calling is a house on [Address] just sold for [$XXX,XXX] last week, just down the street from you. Have you noticed any of the recent activity in your neighborhood?
Them: No, I haven’t really been following the market lately.
You: No problem at all! I’m happy to keep you updated on recent sales and home values in the area. I send out a monthly email with the latest market stats. Would it be alright if I add you to the list?
Them: Sure, that would be great!
You: Fantastic, let me get your email address and I’ll make sure you’re included in the next one…
Script 2:
You: Hi [Name], I’m [Your Name] from [Company]. Do you have a quick minute to chat?
Them: I’m kind of busy right now.
You: No worries at all! I know you have a lot going on. I just wanted to give you a quick heads up that a home on [Address] just hit the market in your neighborhood. Let me know if you want me to send you the listing details. Either way, have an excellent rest of your day!
Script 3:
You: Hi [Name], this is [Your Name]. Got a minute?
Them: Sure, what’s up?
You: I wanted to give you a quick call because a house three doors down from you on [Address] just went pending after only 8 days on the market. Have you noticed how fast homes in your neighborhood are selling lately?
Them: Wow, no I had no idea.
You: For sure! The market is extremely active right now on your block. If you’re not already thinking of selling, no worries at all. But if you ever do decide to list your home, I’m always here as a resource to discuss how we can get you top dollar in this market. Here’s my number – don’t hesitate to reach out. Have a great day!
Script 4:
Circle Prospecting:
“Hi, is this Michelle? This is Jessica from ABC Realty. I feel like we’ve spoken before, but now I’m second guessing myself…didn’t we chat recently about the market around your home on Elm St? If not, my apologies for the confusion!”
(Leveraging the Zeigarnik Effect)
“No worries, thanks for clarifying! I must have gotten my notes mixed up. Well, I specialize in your neighborhood and wanted to make sure you’re aware a home just sold for 20% over asking on your street. Have you noticed how competitive Elm St has gotten lately?
Script 5:
You: Uh, is this [Name]? This is just [Your Name]… um, did you know a property, not as great as yours, sold for an amazing price near you?
Them: No, I didn’t. What’s it about?
You: Oh, well, properties around you seem to be getting great offers, even those less appealing than yours. Have you thought about your home’s value?
Objection: Not interested in selling.
You: Oh, I understand, no worries. I just thought it’s good to be informed, just in case. Would you like any other neighborhood insights?
Script 6:
Endowed Progress Effect and Confused Voice:
For Circle Prospecting:
You: Uh, [Name], is it? This is [Your Name]. I saw many of your neighbors are selling their homes. You’ve stayed put – that’s half the battle, isn’t it? Ever thought about your next move?
Them: Not really, no.
You: Oh, I see. Well, being stable while others are moving means you’ve already made progress in understanding the market. If you ever get curious, I’m here to chat.
Objection: I like where I am.
You: Absolutely, and that’s wonderful. Just remember if you ever get the itch to move or just want market insights, I’m here.
FSBO Cold Call Examples
Script 1:
You: Hi [Name], I’m [Your Name] with [Company]. How are you today?
Them: I’m doing well, thanks. And you?
You: I’m great, thanks for asking! The reason for my call is I came across your FSBO listing on [Address]. I have to say, your home looks absolutely beautiful. How long have you lived there?
Them: We’ve been there about five years now.
You: That’s great. I’m sure you have a lot of wonderful memories there. If you don’t mind me asking, what made you decide this was the right time to sell?
Them: Well, we’re looking to upsize to a bigger place now that our family is growing.
You: I got you, that makes complete sense…
Script 2:
You: Hi [Name], I’m [Your Name], a local real estate agent. Do you have a quick minute to chat?
Them: I’m really busy right now.
You: No problem at all! I know you have a million things going on. I just wanted to introduce myself because I saw your home at [Address] for sale and wanted to be a resource if any questions come up during the selling process. Don’t hesitate to reach out! Have a great rest of your day.
Script 3:
You: Hi [Name], this is [Your Name] with [Company]. How are you?
Them: I’m doing well, what’s up?
You: Great! I was calling because I saw your FSBO listing on [Address] and wanted to compliment you – that home looks absolutely gorgeous. How long have you lived there?
Them: We’ve been there about 8 years now.
You: Awesome. If you ever need any tips or guidance during the selling process, I’m always happy to help out for free. Please feel free to reach out anytime! Wishing you the best of luck with your sale.
Script 4:
You: Hi [Name], this is [Your Name] from [Company]. I noticed your FSBO listing on [Address]. Did you know many FSBO owners either sell below market value or end up hiring a realtor after weeks without success? Them: Really? You: Yes, it’s a tricky market. However, I have a strategy that could ensure you get the best price for your home, even better than most FSBO listings. Can we chat about this?
Script 5:
“Hello, am I speaking with Chris? This is Danielle from ABC Realty. Pardon my random call, but I thought you had asked about selling your place on Park Ave. Though I might be mixing things up – can you clarify if we had spoken before?”
(Anchoring the call by implying a previous valuable discussion)
Objection: I haven’t spoken to you before.
“I apologize for the mix up! Well, since I have you on the phone, I wanted to let you know I have a buyer very interested in your neighborhood. If you’re considering selling your FSBO anytime soon, I’d love to connect you.”
Script 6:
Anchoring Bias and Confused Voice:
You: Um, hello [Name]? I noticed your FSBO listing, and I was kind of surprised. Homes similar to yours have been listed at a slightly higher range. Did you know?
Them: Really? No, I set it based on what I thought.
You: I see, well, sometimes having that bit of extra market insight can make a difference. Would you like a second opinion on pricing?
Objection: I’ve done my research.
You: Of course, I’m sure you have. I just thought some additional local market data might help. If you change your mind, feel free to reach out.
Expired Listing Cold Call Examples
Script 1:
You: Hi [Name], this is [Your Name] with [Company]. How have you been lately?
Them: Pretty good, thanks, how about you?
You: I’ve been well, thanks for asking! The reason I’m calling is I noticed your home on [Address] was previously listed but I see it has since expired. How did everything go with that listing? Any particular reasons you think it didn’t end up selling?
Them: Well, we just didn’t get very much traffic. I think it was priced too high.
You: You’re probably right – pricing can definitely be a factor. I’d love to come by for a quick walkthrough and share some ideas about how we could market it differently this time around, if you decide to relist. How does tomorrow or Thursday look for me to come take a look?
Them: You know, now isn’t really a good time…
You: I completely understand! No pressure at all. If you do decide to go back on the market down the road, I’m always available as a resource. Please feel free to reach out whenever the timing feels right for you.
Script 2:
You: Hi [Name], this is [Your Name]. I saw your home on [Address] recently expired – what happened with the listing?
Them: Our agent just wasn’t very proactive.
You: Got it, that’s so frustrating. I’m sure you expected more support from them. I’d love to come by and share my strategy to market your home aggressively this time around if you decide to relist. When is a good day for me to swing by?
Them: Like I said, we aren’t relisting it right now.
You: No problem, timing is everything in real estate. If you change your mind down the road my offer still stands! Here is my contact info – don’t hesitate to reach out when the time is right for you.
Script 3:
You: Hi [Name], this is [Your Name] with [Company]. How have you been?
Them: I’m doing alright.
You: Glad to hear it! I was calling because I saw your house on [Address] was previously on the market but has since expired. How was your experience selling it?
Them: It was a pain, we didn’t get much traffic.
You: I’m really sorry to hear that. Listing a home can be stressful enough without added challenges. I’d love to come by and provide a fresh perspective if you decide to try listing it again. Please reach out anytime – I’m here to help!
Script 4:
“Hi Karen, Mike with ABC Realty. Sorry to bother you, but I feel like we left a conversation unfinished. Didn’t we chat recently about relisting your home on Chestnut St? If not, sincerest apologies for the confusion!”
(Leveraging the Endowed Progress Effect)
Objection: I’m not interested in relisting right now.
“No problem at all, thanks for letting me know. The market continues to be competitive in your area, so please keep me in mind down the road if you change your mind. I’m happy to keep you updated on neighborhood sales in the meantime.”
Script 5:
Zeigarnik Effect and Confused Voice:
You: Hi, is this [Name]? This is [Your Name]. I, uh, saw your listing, and it’s expired, right? It must feel unsettling leaving it like that?
Them: Yeah, it didn’t go as planned.
You: Oh, I’m sorry to hear that. Having an unsold property can be… well, a bit of a cliffhanger. How can we help you turn the page?
Objection: I’ve had enough of agents for now.
You: I get it, it can be frustrating. Just thought I’d offer a fresh perspective. Remember, there are always new approaches and solutions. If you want to revisit this in the future, keep me in mind.
Script 6:
Loss Aversion and Confused Voice:
For Expired Listings:
You: Hello? Uh, [Name]? I noticed your listing expired and, um, it feels like a missed chance, doesn’t it?
Them: Yes, it’s disappointing.
You: I can imagine. Letting go of potential offers can be hard. How can we prevent this loss next time?
Objection: Maybe it’s just not the right time.
You: That’s possible, timing plays a big role. Just remember that the market keeps shifting. I can help navigate those shifts when you feel it’s the right moment.
The Future of Cold Calling?
Cold calling gets a bad rap but will continue evolving as an important strategy. The key is to focus on engagement and conversations versus robotic sales pitches. Treat it as lead nurturing versus a one-call close. Experiment with unusual techniques to spark interest and create authentic connections. If you can master warm, value-focused cold calling, it will prime more prospects to become clients when the timing is right.
Conclusion
- Traditional cold calling rubs people the wrong way and damages your brand, but it’s a necessary evil in real estate.
- By taking an unconventional approach focused on curiosity and conversations, you can achieve better results.
- Cold calling is about building pipelines and nurturing relationships over time, not instant sales.
- If you apply these updated strategies, your cold calls will start feeling — and performing – warmer.
Real estate agents can face difficulties in a low inventory market, but there are strategies they can employ to succeed. It’s important to stay up-to-date on the market, prioritize listings, work with buyers, build relationships with other agents, be innovative with financing options and use cutting-edge technologies to stand out during the listing presentation, and focus on cultivating long-term relationships with clients. By implementing these tactics, agents can thrive even in challenging market conditions. Overwhelmed and looking for some help? Listing3D has got you covered. Schedule a demo with us.
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