Real Estate Agent with Watson Realty Corp

I like to get in the car and make personal sales cold calls on perspective new listings.  Many of my fellow Realtors think I'm crazy for liking this sales tool, but I've been pretty successful with it and highly recommend it for more listings.

Getting face to face with a potential new listing customer offers lots of positive things mailings and phone calls don't.  I use personal sales calls mostly for expired listings and FSBO's that I target as especially good ones to have.  Showing up at a potential listing's front door armed with my pre-listing booklet is totally unexpected by the homeowner and often results in an invitation to come in and see the house.  Fear of rejection is probably the biggest deterrent in making cold calls, but I've found that potential clients are so impressed (or shocked) with a Realtor taking the time to visit personally, that they usually open right up to the call.

You don't need to walk away with an on the spot listing with the initial call.  I mostly just talk about my marketing plan and briefly show and leave my pre-listing booklet.  The potential client is usually receptive to a follow-up call and the in person approach is really well received.  My biggest success story that involved a personal cold call resulted in a $1.5 million listing and an additional one from a neighbor.

Try making a few in person cold calls on potential listings and I think you will be very pleasantly surprised with the reception you get and the results that follow.  Target your in person calls based on the best potential, keep personal safety in mind and do a little rehearsing before your call and you can have a lot of fun with great results from this little used sales technique.

Comments (6)

John Michailidis
Real Property Management of Sarasota & Manatee - Sarasota, FL
Real Property Management of Sarasota & M


You wrote another great blog post! Thank you for sharing it with us!


Apr 03, 2011 05:43 AM
Paula Hathaway, REALTOR, LBA
Douglas Elliman Real Estate - Southampton, NY
...A Local Expert in all The Hamptons

Bob and Barb: I like it--I really do, your post I mean. I have never done cold calling--face to face cold calling that is and it sounds like you know how to do it. I am a very private person and if someone comes to my door without calling first, I would normally not be receptive. However, if your approach is such that you are trying to help out or to inform I would probably at least talk to you. I don't think I would invite you in though. You make it seem like not such an intrusive thing to do so I guess that makes it seem workable. I guess I can see why the tradition of wearing a certain color jacket made sense in days gone by!!! :)

Apr 03, 2011 05:47 AM
Paul Stokes & Dean Rooke | Del Mar, Solana Beach & Cardiff Real Estate
Harcourts JADE Properties - Del Mar, CA

I like this idea. While it's not new, it certainly isn't done much anymore. I know fear is the biggest reason why most of us don't do this, but in truth, I highly doubt the home owner is going to yell at your or even be rude. People are people, and most are pretty good. And if they are unpleasant, no worries ... you don't have to work with them.

Apr 03, 2011 05:50 AM

Great post. Face to face is not everyone's cup of tea. It is a personality and character that makes you the person that can do face to face.

Apr 03, 2011 05:57 AM
Dennis Duvernay Broker/Owner
Hillview Realty - Northbridge, MA

It takes the right kind of person to do the face to face cold need to be able to handle all the rejection....but if it works for you then that is super....Best Of Luck.

Apr 03, 2011 06:35 AM
Bob & Barb Johanson
Watson Realty Corp - Palm Coast, FL

John, Paula, Paul & Dennis:  Thanks for taking the time to comment on our post.  I do get some strange looks from fellow Realtors when I talk about making cold calls and the rejection factor is high, but the sucesses are great fun.  Bob

Apr 13, 2011 12:53 PM