135: 24 Min of Cold Calling Tips From The Philippines

The DealMachine Real Estate Investing Podcast

AJ Abutazil shares 10 tips for successful cold calling in real estate. These tips include staying calm and collected, shifting your mindset, using a lukewarm cold calling strategy, customizing your approach, practicing active listening, following a script but being flexible, highlighting your unique value proposition, addressing concerns with empathy and authority, ending calls positively, and evaluating and adapting. AJ also discusses the importance of finding the right virtual assistant and emphasizes the need to focus on the process rather than just the end goal.

Takeaways

• Stay calm and collected during cold calls to create a relaxed and helpful atmosphere.

• Shift your mindset from a self-centered approach to one focused on offering help and solutions.

• Use a lukewarm cold calling strategy by making initial contact through mail marketing before following up with a call.

• Customize your approach by tailoring each conversation to the information you have about the property and the person you're speaking with.

• Practice active listening to truly understand what the other person is saying and make them feel heard.

• Follow a script as a guide, but be flexible and adapt to the conversation.

• Highlight your unique value proposition by emphasizing how you can help the person with their specific needs and problems.

• Address concerns with empathy and authority, remaining respectful while asserting your expertise.

• End calls positively, regardless of the outcome, by expressing gratitude and leaving the door open for future opportunities.

• Evaluate and adapt your cold calling strategy by measuring your success and adjusting your approach as needed.

• When hiring a virtual assistant, use a test project and paid training to find someone who is thoughtful and a good fit for your team.

• Focus on the process rather than just the end goal, enjoying the journey and trusting that your efforts will pay off.

Key Talking Points of the Episode

00:00 Introduction

01:59 Why is it important to stay calm and collected when cold calling?

03:34 What kind of mindset do you need to have when you’re cold calling?

05:16 What is a “lukewarm” cold calling strategy?

06:40 How can you personalize your approach when cold calling?

09:02 Why is it important to listen actively during the conversation with a lead?

10:02 What is the best way to open the conversation when cold calling?

11:17 Why is it important to not depend on a script when you’re cold calling?

12:45 How can you communicate a unique value proposition in the conversation?

13:51 What is the importance of empathy in seller conversations?

14:37 How can you exhibit authority when talking to difficult sellers?

15:40 How can you make sure all calls would end on a positive note?

16:45 Why should you treat every interaction as a sale?

18:25 How can you measure the success of your calls?

20:19 How can you find someone like AJ to work with you?

22:01 What can you do to make sure you’re finding the right people to work with you?

24:30 What is AJ’s advice for people looking for their first deal?