Real Estate Prospecting

Chapter 13Cold‐Calling

I know what you're probably thinking, cold‐calling sucks or it doesn't work. Yes, I hear you, but bear with me on this one. If you ask agents what makes them successful at prospecting, they will tell you it actually starts the night before. A strong pre‐prospecting routine is a key habit to hitting your prospecting goals. You will find it easier to build and maintain positive momentum during your call sessions if you have a regular routine in place before you pick up the phone. There are some things that a real estate professional cannot always plan for. Good habits that promote optimism from the moment you wake up are something you can control. Continue reading to learn the elements of a productive pre‐prospecting routine.

Before you start calling just make sure you talk to your brokerage too, because each brokerage has a different take on how to approach cold‐calling. Some have specific processes you need to follow, and some don't allow it, so be mindful of that.

Start the Night Before

Spend a short while getting ready for tomorrow's prospecting before going to bed. Lay out your clothes, create your call lists, and review your schedule for tomorrow so that you can get up and go without any unnecessary distractions. Go back and read the chapter in this book about morning and nighttime routines if you haven't already. I always review my tasks and schedule for the next day the night before—try it! You'll be able to manage your day better.

Get a good ...