BUILD YOUR LIST FIRST
Cold Calling is all about building a list and chasing – NOT just randomly calling people.
There should be 50-200 people on these lists (depending on your tenacity and skill level on the phone), and you call them once a week for 12 weeks minimum. If you don’t make contact – leave a voicemail every time (try to be funny in your voicemail). JUNGO can also be very effective in organizing your contacts and logging your calls.
Why Are Lists Important?
- It gives you people to actually call during time blocks
- They keep you organized
- They are the most efficient way to make your calls
- Keeps track of who you’re calling
- Allows you to market yourself to specific groups/lists
YOUR LISTS
- Realtors I work with (Retention)
- Realtors I want to work with (Prospecting)
- Realtors I’m following up with
- You had a meeting with them and liked them – this is also prospecting, but in a separate list because you’re working it separately
- Active Pipeline
- TBD or Pre-Qual – Active
- TBD or PRe-Qual – Inactive
- There should always be a date on when it should move to active
- Past Customer Database
- VIP/Business Important People
- This is anyone who is not a realtor or past client, but you’re getting business from their business (title, builders, neighbors, family, people that you feel you could be impactful with)
- VIPs that you aren’t working with yet
Cold Call EX:1 (CORE - Sigman)
- Give honor
- No selling on the phone. The purpose is set an appointment
- Ask for the appointment.
- Overcome
You: Hey Dixie! This is Josh Sigman from Legacy Mutual. How are you? You probably don’t know who I am, but I’ve heard your name 10 times in the past couple weeks. Every time I’ve heard your name, I’ve heard nothing but good things. I told myself I gotta give you a call because I’ve got to meet you. Can I meet you for a cup of coffee tomorrow?
RE Agent: I can’t do tomorrow
You: I figured as such because you’re such a busy person… How about the next day?
RE Agent: I have a conference, etc… why don’t you just send me some information?
You: You know, I figured you would say something like that. I’ve heard so many good things about you, so I knew you would be a very busy person. Let me ask you a question: What are your typical office hours?
RE Agent: About 9:30/10:00
You: All right 9:30/10:00… Let me tell you what I’m going to do. I’m going to bring you your favorite Starbucks tomorrow around 9:30. All I want to do is introduce myself. Like I said, I’ve heard so many great things about you, I just want to meet you and figure out who you are. Just 15 minutes.
During the 15 minute meeting:
All or nothing meeting-close!
Do not talk about yourself! You told them you want to get to know THEM
So nice to meet you. I know you are busy-we’ll keep it to 15 min. I just got to figure out why you are so famous-why do you think people talk about you so much? Tell me about yourself
Tell me – if a client comes to you, what is the process? What else? You must take really good care of them? Any extras?
What lender are you sending them to? Someone of your stature has to have a go to person-who is your go to person? What do they do great? Who is your second person? Do you love them? Ask questions…
If you could be a lender for a day, what would you change?
Tell me about your goals for the year….more questions
Is there anything you want to know about me? 30 second synopsis of me-What we specialize in is we make three bold promises: close on time every time, communicate every Tuesday and guarantee our good faiths. …..anything else you want to know about me
I didn’t know what I was expecting you get out of this meeting. I know you busy we only had about 10-15 minutes is all we had, but I’ve got a really good feeling about you. You have a plan, you’re a professional…I gotta tell you, I really want to work with you. I don’t want to be presumptuous or say I deserve all your business-I know we only met for 10 minutes, but I want a shot. Next time you can’t get a hold of your number one guy, give me a chance-would you be willing to do that?
Also I want to get together again, spend a little more time together, to know you a little better-can I follow up with you in a week and get together again? Same time same place?
Cold Call EX:2
- Honor
- Triangle trust
- Close
- Overcome through honor
- Close
- Hello Dixie, this is Josh Sigman from Legacy Mutual Mortgage. I have heard all sorts of great things about you.
- Just yesterday, I was at an Alamo Title company closing and the escrow officer said that i absolutely needed to meet you.
- I am going to be at your office tomorrow visiting with another agent and thought that I would come by and introduce myself to you. Can I swing by at 2 or 3? “Actually, I am kind of busy.”
- Of course you are! I thought it would be a long shot. Everyone tells me how you are the next big mover and shaker in the industry.
- If I push it out a week, what is your lightest day in the office? “Uh, typically Wednesdays??”
- Tell you what, lets make it 2pm next Wednesday. I will bring your favorite Starbucks. What is your drink of choice? “Vanilla Latte.” Perfect, I cant wait to meet you, see you next week.
Cold Call EX:3
May I speak to John (speaking)
Hello John my name is JT Fore and I am a loan officer here in town. I am technically cold calling you, please don’t shoot me. (pause for a second-
I understand your time is valuable may I have 30 seconds? (Sure)
Thank you!
Well – I have heard many great things about you and your business practices, I admire your success and your outstanding reputation within the real estate community.
My ultimate goal from this conversation would be an opportunity to meet you.
John, would you be kind enough to visit with me for 10-15 min over a cup of coffee in the near future, (sure)
set appt.
Thank you for taking my call and I very excited to meet you! Take care!
- This script actually works pretty well. I think the (please don’t shoot me) line works well because people in our industry know making cold calls are tough and it’s kind of funny.
- The second most important part is the uplift and honor!
- The third and perhaps most important in my opinion is (would you be kind enough) when asked in this manner it appears to work better than other invitations. Maybe it’s psychological and they ask themselves am I a kind?? Who knows!
You can always add or subtract from this. It’s just a basic, hey I don’t know you, you don’t know me…trying to get an appt.
Role Play
1. This is Jim Reed with Summit Funding. I have heard you have a great business, I would like 15 minutes to meet with you so I can show you how I will help you close 3 more deals this year.
No thanks.
2. Hi, this is Jim Reed with Summit Funding. We have a program that is proven to help generate 8 more leads every month for the realtors we work with, can I have 10 minutes of your time?
No thanks.
3. Hi, this is Jim Reed with Summit Funding. My goal is to find a realtor to refer my drifters to. Can I have a meeting to explain what I mean?
No thanks.
4. Hi, this is Jim Reed with Summit Funding and we have a mutual friend. Her name is Kellee Pressler. Kellee and I are going to lunch on Tuesday, can you make it?
No thanks.
5. Hi, this is Jim Reed with Summit Funding. This is my fifth call to you to find a way to earn you business. Can you imagine how well I will follow up on your leads? Can I get 10 minutes with you to show you my stuff?
No thanks.
6. Hi, this is Jim Reed with Summit Funding. I am looking for a realtor to partner with on a new ad campaign called ‘10 grand in your hand’. Can we meet for 15 minutes to talk about the program?
No thanks.
7. Hi, this is Jim Reed with Summit Funding. We closed a loan together last month in just 24 days start to finish. Can we meet to go over how I can help close more of your loans that fast?
No thanks.
8. Hi, this is Jim Reed with Summit Funding, do you have a minute? What do I have to do to get an appointment from you?
No thanks.
9. Hi, this is Jim Reed with Summit Funding, do you have a minute? Congratulations on being one of the top 50 buyers agents in all of Sacramento. I would like to get together and show a proven system for getting listings. Can we meet for 15 minutes?
No thanks.
10. Hi, this is Jim Reed with Summit Funding. I have been a loan rep in Sacramento for 15 years and I can remember seeing your signs since I first got started. I want to work with you, can we meet for 15 minutes so I can share a proven system to make more money.
No thanks.
Yes, I would love to hear what you have to say…