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Cold Calling Blues

By
Real Estate Agent with Florida Homes Realty and Mortgage

Here it is, 11 days into the New Year.  What has happened to my resolution to put away my fears of cold calling?  I hit an ice block and a deep freeze comes over me when I pick up the phone when I start to call old customers.  What do I say?  How do I start?  It's not just the weather that has me shaking as I start to dial my Homes In St. Augustine SOI.  I admit, I panic.

I read recently that I should be prepared with a script - a few written points that I would like to cover during the call.  Then practice, practice and more practice until I feel comfortable.

This morning I'm sitting in my home office with keyboard in hand, and, nothing.  Blocked.  So, I decided to write a blog about it - I am sure that there are others that share in my frustration.  What do we do?  Turn to the Active Rain Community for ideas, and help to overcome this discouraging mental block?  YES - that's it!

What "scripts" have you used to re-connect with your SOI and past customers?  What do you do if they are on the do not call list?  (as many of mine are)  How do you calm those panicked nerves and make those calls?

Posted by

Marjorie Taylor, Broker Associate

Marjorie Taylor, is a licensed Real Estate Broker Associate with Florida Homes Realty and Mortgage.  Representing the North East Florida area. A community leader, active in the St. Augustine Regional Council, Taylor is past Director and Technology Committee Chairman of the St. Augustine St. Johns County Board of REALTORS.  A Certified Home Stager, she is professionally educated and trained, having earned the designations of CDPE, CRS, CSP, e-PRO, GREEN, GRI, TRC.

Marjorie is passionate about St. Augustine and the needs of her clients. Past recipient of the Entrepreneur of the Year - Women’s Council of REALTORS St. Augustine Regional.

904-591-9121
AgentMTaylor@gmail.com
MyFHRM.com

Comments (45)

Cheryl Ritchie
RE/MAX Leading Edge www.GoldenResults.com - Huntingtown, MD
Southern Maryland 301-980-7566

I've got the coolest new listing that is balh balh blah. Do you know anyone that might be interested?

Jan 11, 2011 01:06 PM
Cheryl Ritchie
RE/MAX Leading Edge www.GoldenResults.com - Huntingtown, MD
Southern Maryland 301-980-7566

When can we set up an appointment to update your Market Analysis? It's important to review your home value just like you review your stock or bank statements.

Jan 11, 2011 01:08 PM
Cheryl Ritchie
RE/MAX Leading Edge www.GoldenResults.com - Huntingtown, MD
Southern Maryland 301-980-7566

Start doing  a dozen pop bys each week. Maybe Valentine's Fay Candy. Then follow up with a call. That makes it fun.

Jan 11, 2011 01:10 PM
Tom Sheeran
Berkshire Hathaway Dunwoody - Dunwoody, GA
The Answer to your Resl Estate needs!

I came across a great idea for those type of calls to SOI...first send a handwritten note saying how you want to "catch up", include a $5 Starbucks card, and follow up in one week. You make a 30 minute coffee appointment and only talk business if they bring it up. Now you put them on a monthly market report, email campaign, e.t.c. Then after you are top of mind again, ask for referrals! It is smooth and easy~

Jan 11, 2011 01:12 PM
Chris Olsen
Olsen Ziegler Realty - Cleveland, OH
Broker Owner Cleveland Ohio Real Estate

Hi Marjorie -- I'm not very sales oriented, so I don't recommend my approach.  When I speak with past clients, I simply wing it, I sincerely am interested in what's happening, anything new, and be in the moment.  I tend to stay in touch via e-mail regularly, so that connection is always (or mostly) there.

Jan 11, 2011 02:00 PM
Virginia Hepp - Mesquite NV REALTOR
Desert Gold Realty - Mesquite NV Homes For Sale - Mesquite, NV
Mesquite NV Homes and Neighborhoods - Search MLS

If you are cold calling at all, good for you.  Smile as you talk, it comes across.  Ask them questions, don't have a canned speech.  What am I telling you for? :)   I don't have any experience with it!

Jan 11, 2011 02:21 PM
Kate Elim
Dockside Realty - Spotsylvania, VA
Realtor 540-226-1964, Selling Homes & Land a

Hi Marjorie...Why do you think you feel uncomfortable at the thougt of cold callling?  Is it because it's not something you want to do? 

I don't do it because I know that I don't want those type of calls myself.  I'm comfortable calling prior clients if there is a specific reason to not because I'm trying to get new business from them.  Or, if it's because I simply thought about them and want to say hello and to catch up.  I prefer sending notes, postcards, market reports, etc.

Good luck!

Kate

 

Jan 11, 2011 02:47 PM
Sharon Alters
Coldwell Banker Vanguard Realty - 904-673-2308 - Fleming Island, FL
Realtor - Homes for Sale Fleming Island FL

Hi Marjorie, if you have butterflies in your tummy to even call folks you know in the hopes they will give you a referral, then have some bullet points to bring up along the natural flow of the conversation, then relax and just visit with your friend or acquaintance. You could do something like tell them you are doing a survey of people you know to see what they think the housing market is going to do this year - go up? down? sideways? then laugh... Or you think of a question that you are genuinely interested in. Are their parents thinking about downsizing? Some parents are upsizing! You get the idea.

And I love the idea about sending them a list of vendors you use. Or you could ask them to let you know if they have any real estate related need like handyman, mortgage person, contractor, appraiser, pool guy, because you have great people you can recommend. I definitely would wish them Happy New Year and tell them you just wanted to get in touch and hope to stay in touch better this year (hint hint, I might be calling you back :)

As far as calling the phone book - that's a whole other ball game - that's Sweat Hogs! But calling people you know or have done business with, that's just visiting with a friend. You don't even have to bring up real estate. Then drop them a note with a couple of your cards after you speak with them. Or mail the card first, then call to be sure they got it. That was a great suggestion from one Tom. Just follow his suggestions and you will be getting referrals in no time! After you do it, you will actually feel energized and excited!

Call me if you need a pep talk, I'm just up the road :)

Jan 11, 2011 03:03 PM
William James Walton Sr.
WEICHERT, REALTORS® - Briotti Group - Waterbury, CT
Greater Waterbury Real Estate

I always thought that calling former clients was warm calling, as opposed to calling complete strangers (cold calling), which is something I would rather not do myself. However, the suggestion to send a note by mail or a postcard first may be a good way to make it not a cold call, for at least you've then established first contact by another means.

Jan 11, 2011 03:52 PM
John Michailidis
Real Property Management of Sarasota & Manatee - Sarasota, FL
Real Property Management of Sarasota & M

When I was teaching new agents about prospecting I would sit them around the conference table with the speaker phone in the middle of the table.  I would dial a random number with the phone on speaker . . . I would proceed to "sell" the person on the other line something I knew nothing about . . .

"Hello this is Frankie Fiarello from Farmingham potato palace. I'm calling because we have promotion going on today where if you buy 17 pounds of Idaho Gold's you'll get 26 pounds of red onions free.  How many pounds would you like?"

Obviously this is insane, the reaction on the other end was insane, to which my reply would be even more over the top, and on it would go with me ultimately asking for a referral if I couldn't get them to "buy."

The newbies would be shocked by the audacity of the call, and the crazy spiral that would ensue.

After hanging up I would simply say, if I can do THAT, and I'm still alive, and the ceiling didn't fall in, and the world didn't end, don't you think you can call somebody and say, "Hi, this is John with XYZ realty and I have a couple looking for a home in your area and I haven't been able to find them anything, so I promised them I'd call every homeowner in the neighborhood until I found one. Do you know if any of your neighbors have been thinking of selling."

Nutso as it sounds, it often worked to make them realize how ridiculous their fear of the phone was. --JM

Jan 11, 2011 05:04 PM
Fernando Herboso - Associate Broker MD, & VA
Maxus Realty Group of Samson Properties - Clarksburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

There is a woman that is trying to find a home because of an impeding divorce. .she has 3 children and not much money. . her husband has abused her and this is the first time she is doing something on her own. .for her children. . she needs someone to direct her. .how to do this . .saver her children, help her to become independent and make the move to liberate herself from the abuse . .

She know her children deserve better. .

She needs help finding a home!

 

You mean to tell me that you are having problem calling this lady because you are shaking and not sure what to say?????

 

I think about this lady when I have the calling blues too. . who know, she maybe my next call, ,I just got to find out. .I'm a super hero you know. .

. .and I just dial

It works for me!

Jan 11, 2011 10:56 PM
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate

No scripts for past clients just a hi how are you? If real estate comes up then fine, if not then that is fine too. Most are very happy to get that call from you.

Jan 12, 2011 12:00 AM
Irene Kennedy Realtor® in Northwestern NJ
Weichert - Lopatcong, NJ

Marjorie,

You don't have to worry about the Do Not Call list with past clients and folks you know. You have the existing relationship that avoids the cold-calling restrictions.

Jan 12, 2011 01:14 AM
Kristyn Grewell
CENTURY 21 Goodyear Green Edmond, OK - Edmond, OK
Edmond, OK Homes, Oklahoma Relocation Services

I'm not big on calling prior clients.  Mostly because I don't like to receive calls myself.  But I do reach out in other ways consistantly.  I think you have to find what works for you, and stick to it.  Good luck in 2011!

Jan 12, 2011 01:14 AM
Virginia Dean
Keller Williams Tulare County - Visalia, CA
Real Estate Done Your Way

Great posts, I too avoid "cold" calls because I hate receiving them.  I also hate being followed around in a store after I said no thank you to the "May I help you.   I remember my days when Tom Ferry was our coach and told us to call FSBO's until they listed or died.

For me, I agree with Tom #30 and Ellie #7, I will build my business in a totally new market for me by providing something of value and remembering it's about the clients and not about me and no COLD CALLS.

Jan 12, 2011 01:18 AM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Marjorie, the good news is, if they are in your SOI you already know them. The stigma of it being a cold call is now gone. Just strike up a casual conversation. "You were thinking about them and thought you would call." Good luck.

Jan 12, 2011 02:51 AM
Anonymous
dave hall

Marjorie,

Congratulations on your Featured Blog Post. Cold calling scares the hell out of everyone on some level. Knowing you and your drive for perfection, I know that you will find the right strategy to convert those calls into business. If you are looking for inspiration or the right words, I would highly recommend visiting Kim Dickey's website. She has some expired listing scripts on there that you can utilize and anything else that you can imagine to convert your efforts in to sales. Here is an excerpt of one of them:

“Hi Mr./Mrs. Expired, my first name is Kim with ABC Realty. I would imagine you are receiving more Realtor calls now than when you were listed.” (tongue in cheek humor to defuse frustration) “I am a Licensed Real Estate Professional, and there is a very good reason why you have not heard from me before today. It just so happens I do things differently. I show and sell my own listings before I move on to others, that’s the main reason my sellers are so successful. I am calling today to encourage a meeting so I can demonstrate in addition to my strong selling skills, I have two other unique and powerful ways to get your property sold. The meeting takes about 30 or so minutes. Would 30 minutes today or one day this week work out best for you?”

Best of luck this year!

Jan 20, 2011 12:43 AM
#43
Marjorie Taylor
Florida Homes Realty and Mortgage - Saint Augustine, FL
New Homes in St. Augustine Florida

I am amazed at all of your wonderful and supportive responses.  Thank you! The Active Rain community is the bomb.  I know that I can turn here when I have a question and get professional advice from the trenches working all over the country. 

Now, where's that phone.....

Jan 21, 2011 12:57 AM
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 03:22 AM
Marjorie Taylor
Florida Homes Realty and Mortgage - Saint Augustine, FL
New Homes in St. Augustine Florida

You are very welcome Paul!  I'm glad you found it helpful there is so much GREAT info on this network, I too learn so much in the rain!

Mar 24, 2012 11:26 PM