Alright, Realtors, buckle up. It’s 2024, and if you’re still cold calling like it’s 1999, we need to have a chat. Cold calling isn't dead, but the way you're doing it might as well be. Let’s talk about how to make those calls actually work for you, instead of feeling like you're playing a game of "How Fast Can They Hang Up?"

Step 1: Stop Sounding Like a Robot

Newsflash: If you’re starting your calls with, “Hi, is this [Your Name]? I’m a realtor with [Your Company],” you might as well hang up on yourself. People don’t want to talk to a script; they want to talk to a human. In 2024, we’re all about being real. Try this instead:

“Hey [Lead Name], this is [Your Name], and yes, this is a cold call. Before you hang up, got 20 seconds to hear something interesting?”

Boom. You’ve just done a pattern interrupt. You’re honest, and you’re intriguing. You’ve given them the power to hang up, but guess what? They’re curious now.

Step 2: Embrace the Awkward

Nobody likes a slick, fast-talking salesperson. It’s suspicious. Be awkwardly honest instead. Something like:

“Look, I know you’re busy and probably get a ton of these calls. I’m just hoping to ask you one quick question, then I’ll get out of your hair. Deal?”

People appreciate honesty, and in 2024, transparency is the new black. They might laugh, and guess what? You’ve just built a tiny bit of rapport.

Step 3: The Curious Realtor Wins the Day

Your goal isn’t to sell a house on the first call. It’s to build a pipeline of leads who might someday, hopefully, fingers crossed, want to sell or buy a house. So instead of pushing for an appointment right away, ask questions that show you actually care.

“I’m curious, how do you feel about the current real estate market? Any thoughts on selling or buying in the near future?”

Now you’re having a conversation. You’re not selling; you’re consulting. Welcome to 2024, where being a helpful human beats being a pushy salesperson every day of the week.

Step 4: Relinquish Control (But Not Too Much)

Giving the prospect the power to end the call can be surprisingly disarming. Here’s your twist:

“This is a cold call, and you can hang up if you’re not interested. But if you’ve got a minute, I’ve got some info that might be useful to you.”

You’re not begging for their time; you’re offering value. And in 2024, value is king.

Step 5: Call at the Right Times

Timing is everything. Cold calling is a lot like comedy—if your timing is off, nobody’s laughing. Here’s when to call:

• Right before lunch (11 a.m. - 12 p.m.): People are winding down their tasks and might be more open to chat.
• Late afternoon (4 p.m. - 5 p.m.): Folks are finishing up for the day and are less likely to start new tasks, making them more likely to take your call.

Avoid calling:

• Early mornings (8 a.m. - 10 a.m.): People are usually busy organizing their day.
• Mondays and Fridays: On Mondays, people are catching up from the weekend, and on Fridays, they’re preparing for the weekend.

Step 6: Keep It Short and Sweet

Let’s face it: Nobody has the time or patience for a long-winded sales pitch. Keep your call brief and to the point.

“I’ll keep this quick. [Insert one key piece of value or information]. If you’re interested, I’d love to chat more when it’s convenient for you.”

Leave them wanting more. If they’re interested, they’ll let you know. If not, you’ve saved both of you some time.

Step 7: Follow Up Like a Pro

The magic is in the follow-up. A successful follow-up can turn a maybe into a yes.

• Send a Quick Email: Right after the call, shoot them a quick email thanking them for their time and reiterating the key points of your conversation.
• Schedule a Reminder: Set a reminder to follow up in a week or two. Persistence is key, but don’t be a pest.
• Provide Value: Each follow-up should provide additional value. Share market updates, relevant articles, or insights that might interest them.

Step 8: Avoid These Pitfalls

• Don’t Sound Desperate: If you sound like you need the sale more than they need your service, you’ve already lost.
• Don’t Overwhelm with Info: Keep it simple. Too much information can be just as bad as not enough.
• Don’t Forget to Listen: This is a conversation, not a monologue. Ask questions and listen to their needs.

Conclusion: Cold Calling Isn’t Dead, But Your Old Techniques Are

So, there you have it. Cold calling in 2024 isn’t about being the slickest talker with the best script. It’s about being real, being honest, and offering value. If you can do that, you’ll turn those dreaded cold calls into warm leads and happy clients.

Now, go forth and call like it’s 2024, because, well, it is. And remember, if at first you don’t succeed, blame it on the economy and try again.

Happy calling, Realtors!