The first step in our series of successful cold calling is creating a targeted telephone list.
If you want to increase your prospecting success, you want to make sure you’re calling the right audience first. Who’s buying, who’s selling? Not all cold calls are created equal. The best type of cold call will be from previous customer referrals. Call up your old customers and ask them if they know of anyone looking to buy or sell a home (I’m sure you asked them this question when you first sold their home or helped them purchase a new one), but if it’s been quite some time, call them up to remind them that you’re still available if they need any assistance and ask them again for referrals. This might also be a good time to ask them for a testimonial if they already haven’t given you one.
Besides previous clients, this is also a good time to call your network and as for referrals. Once they give you one, make that call to introduce yourself and explain how you can service them in real estate.
Do you know of a company that just had large layoffs? The people that were laid off may be looking to downsize or relocate to another city for work. If you can find who these people are, it would be a good list to call, however, you have to be very careful and be very empathetic with these people because they are probably going through a lot of changes with the layoff. If you can help comfort them and build trust, they will be appreciative of all of your help.
The next step in our successful cold calling series will be setting goals and scripting your call before you pick up the phone.
