Top Tips for Real Estate Cold Calling

The best real estate cold calling scripts won’t work if your overall approach to cold calling isn’t quite right. These tips can help you start off on the right foot.

For Agents Working in Canada

If you’re a Canadian real estate agent, pay close attention. There are two things you need to know about cold calling in Canada:

1. It is illegal to target for-sale-by-owner households and expired listings.
   
2. Canada has a Do Not Call List (DNCL) — a registry that allows any Canadian to join and thereby opt out of receiving unsolicited calls — that agents need to abide by. More on this below.

If you call a number on the DNCL list that you don’t have permission to contact (if a lead from an open house gave you permission to contact them but their number is on the DNCL, you’re okay) and that person submits a complaint, you could be subject to a hefty fine.

That means you need to ensure that the numbers you’re calling are not on the list. Here’s what you need to do to stay clear of trouble:

• Register your real estate business to receive access to the list.
  
• Choose your subscription type. You can look up to 100 numbers at a time in your desired area code for a price of $0.50 per queried number or you can pay to access all registered numbers in your desired area code for a larger fee — about $2500 per year or $222 per month.
• Cross-reference the numbers on your list with the DNCL.

Move Past Fear

Yes, cold calling is nerve wracking. To make cold calls effective, you need to get over any fear. Practice a million times, remember that rejection is a normal part of this business and accept that while unfriendly responses are uncomfortable, it’s over as soon as the call ends. 

Internalize, Don’t Memorize

If you memorize and regurgitate your real estate cold calling script on each call, you set yourself up for failure. The recipients of your calls will bristle at how forced and salesy you’ll likely come across. Instead of memorizing your scripts, internalize them — know them so well that the key messages just flow out of you.

Make It Your Own

Make sure what you’re saying sounds like you and how you’d actually speak. The more human and natural you sound, the greater your odds of keeping the other person on the line.

Listen Carefully

The most important thing about cold calling isn’t what you say. It’s about what they say — and how well you listen and respond. The more you listen to their side of the conversation, the better equipped you are to respond strategically, keeping the phone call going and hopefully ending with a plan to speak further. 

Turn It Into Routine

The more you do it, the easier it will become. And the more you do it, the more likely you are to be successful. Real estate agents who love cold calling typically make it a part of their every day, such as working it into their morning routine. 

Real Estate Cold Calling Script #1: The Area Expert

When to use it: When you don’t have a warm way in (e.g., a house sold nearby), draw on your area expertise to start the conversation.

Hi, this is Jane with Jane Smith Realty. Do you have a minute to chat? I’ll make it quick.

Great! I just wanted to reach out and introduce myself. I’ve lived and worked in the area my entire life, and know it like the back of my hand. I’m seeing a ton of buyer interest right now, and not a ton of supply. I’m reaching out to local homeowners to see if they’d consider selling in the next few months if I could promise the right buyer and a smooth deal. 

If you get that far, the person will likely respond in one of three ways. Here’s how to tackle each.

• They’re not interested in selling.
  

No problem! If you change your mind, please don’t hesitate to reach out for a no-obligation evaluation. 

• They’re curious about why you think you could get their home sold quickly. 

There’s so little inventory right now. Having worked in the area for so long, I have a huge

network and a long list of buyers who are eagerly waiting for listings to hit the market. I’m confident we’d get your house sold in less than a month. If you’re interested in what I’d do to make that happen and how much you could get for it, I’d be happy to set up a no-obligation meeting. 

• They’re pessimistic about the market.

I understand your concerns. The market certainly has been in flux these last few months. What hasn’t changed though is that there are keen and qualified buyers who are eager to find a home. I know because I work with them. If you’re interested in selling but not feeling hopeful about the market, I’d be happy to provide you with some market research that might change your mind.

Real Estate Cold Calling Script #2: The Recent Sale

When to use it: When you’ve recently sold a house on the same street or nearby, you’ve got an ideal way in.

Hi, this is Jane with Jane Smith Realty. Are you the homeowner?

Great! I’m calling because I recently sold 36 Horseshoe Drive. There was a ton of interest — lots of people are looking to buy in the neighbourhood and homes are getting impressive offers. I’m wondering if you had considered selling?

If you get that far, the person will likely respond in one of three ways. Here’s how to tackle each.

• They haven’t considered it and they’re not interested.
  

No problem! Thanks for your time. I’ll leave you with my contact information, in case you change your mind or are curious about what your home could sell for.

• They haven’t considered it but they’re curious to learn more.

I’d be happy to provide you with some market information to help your own research.

If you’re curious about what you could possibly get for your house, I could also set up a

no-commitment home evaluation.

• They are thinking of selling.

With this much buyer interest, it really is a great time to be thinking that way. Having just

sold your neighbour’s home, the neighbourhood is still top of mind for me. If you’re not already working with an agent, would you be interested in a home evaluation?

Real Estate Cold Calling Script #3: The Open House Attendee

When to use it: To reconnect with someone who attended a past open house, in hopes that they may still be looking to buy — and sell their current home.

Hi, this is Jane with Jane Smith Realty. Is this John?

Hi John. I’m not sure if you remember me. You attended an open house I held for 36 Chestnut Crescent back in February. How are you?

I just wanted to check in to see how your search was going. Did you end up finding a home?

If you get that far, the person will likely respond in one of three ways. Here’s how to tackle each.

• They did buy a home.

That’s great! Where did you end up buying?

Congratulations. That’s a lovely area. If you ever want to sell, I know the street well —

please don’t hesitate to reach out in the future.

• They’ve paused their search and are not working with an agent.

Ah, I see. Can I ask why you took a break?

So, what would it take for you to resume your search and get your home listed? I’m

asking for two reasons. I have some exciting new listings in the area coming to market in

the next few weeks. And I also have a pool of eager, qualified buyers who are ready to

pounce. If you’re up for it, I’d love to set up a no-obligation meeting to show you some

options and talk about what you could get for your home. Sometimes a fresh pair of eyes

makes all the difference.

• They’re still looking and are working with an agent.

I wish you the best of luck in your search! Please keep me in mind for next time.