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Overcoming the Fear of Cold Calling: 7 Real-World Strategies That Work

By
Managing Real Estate Broker with SanCastle Realty LLC BK3016950

Let’s be real — cold calling is scary. Even for those of us who are confident talking to people we know…
Talking to strangers on the phone? That’s a whole different beast.

I’ve been there. You feel your heart rate go up. You rehearse what to say 5 times before dialing. And sometimes… you don’t dial at all.

That’s exactly why I want to give a shoutout to Ricky Carruth for his powerful video on overcoming cold call fear. His words hit me like a freight train, and I wanted to share the key takeaways here — along with my own perspective on what it really takes to get over the fear and start connecting.

🔑 1. Cold Call Anxiety Is Normal

If your palms sweat before a call — welcome to the club.

Even top producers feel it. The difference is: they don’t let fear stop them.
You’re not weak. You’re not broken. You just need to build your call muscles like anything else.

“Fear never goes away. You just stop listening to it.”

🧠 2. Reframe the Reason for the Call

You’re not calling to pitch. You’re not interrupting their day.

You’re starting a conversation — just like you would with someone in person.

Instead of asking “How do I get them to say yes?”
Ask, “How do I make this human connection count?”

This shift in mindset makes you sound more confident, more sincere — and much less robotic.

📓 3. Practice on Real Calls, Not Just Scripts

You’ll never perfect your delivery in a vacuum.

Pick up the phone. Make the call. Stumble. Learn. Adjust.

Here’s a trick Ricky shared that I’ve started doing myself:

  • After each call, write down what the person said.

  • Then write down what you wish you had said in response.

  • Practice it, save it, and use it next time.

Over time, you build your own comeback playbook — and nothing rattles you anymore.

🔥 4. Warm Up First

Instead of jumping straight into cold calls, call a few warm leads first — past clients, referrals, or someone you’ve already messaged.

This “warm-up” gets you into a conversational rhythm and takes the edge off.

🌍 5. Scarcity Is a Lie

This hit home for me.

There are hundreds of people in your market who need your help.
Some won’t pick up. Some will say no.
But a few will say, “Actually, I’ve been meaning to talk to someone like you.”

Don’t focus on the rejections. Focus on the next yes.

👊 6. Be the Professional You’d Want to Work With

Here’s the truth: if you’re nervous, scattered, or inconsistent — people feel it.
Confidence comes from showing up consistently, not from hyping yourself up.

  • Set a daily call goal.

  • Hit it.

  • Show yourself you can be trusted to follow through.

“You can’t be dependable for your clients if you’re not dependable for yourself.”

That one hit me in the gut.

🎤 7. Your Voice > Any Script

In a world of texts, chatbots, and autoresponders… Your voice still wins.

It communicates emotion, clarity, confidence. It connects.

When you speak with real intent and care, people feel it — even through the phone.

Final Thought

If you’re struggling with cold calling — I’ve been there. You’re not alone.

But every time you don’t make the call, someone else will. And they’ll win the business you were meant to have.

You don’t need to be fearless. You just need to start. And trust me — it gets easier with every dial.

John Sansaricq
Broker/Owner | Sancastle Realty

Comments(2)

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Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

There’s so much anxiety about this kind of thing, but there’s only one thing to do and that’s to keep doing it over and over again until it becomes kind of easy and stupid in a way. Just gotta keep at it.

May 16, 2025 11:43 PM
John Sansaricq

Hi Laura,
You nailed it—so much of the fear around cold calling is just in our heads. Like any skill, it gets easier with repetition. I’ve found that the more I detach from the outcome and focus on just having a real conversation, the less intimidating it becomes.

 

That said, it’s still not natural for me. I spent 23 years building a business through referrals and relationships in a place where I was well-known. Now that I’m in a new city, I’m learning how to stretch and grow, even when it’s uncomfortable. I appreciate your encouragement—it’s a good reminder that pushing through the awkwardness eventually leads to confidence.

May 17, 2025 11:46 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Real Estate Broker

I've been in this profession successfully for 33 years without cold calling and I have no intention of ever doing it. I despise anyone cold calling me and I won't do to others what I don't want done to me.

May 17, 2025 04:39 AM
John Sansaricq

Hi Nina,
I completely understand where you're coming from, and I actually relate more than you might expect. In my 23 years in real estate, I built a strong referral-based business through relationships with friends, clients, and local professionals. Like you, I never needed to cold call—business came naturally through my network. But after relocating to Palm Coast where I didn't know anyone, I found myself stepping into unfamiliar territory, including picking up the phone to talk to complete strangers.

 

It’s definitely outside my comfort zone, and I still don’t love it. But I also see it as part of rebuilding momentum in a new place. I respect anyone who’s carved out a successful career without needing to go that route—and you’re proof it’s absolutely possible!

May 17, 2025 11:47 AM