Cold calling sucks!
It’s a fact.
But it’s also a necessary part of the Wholesaling process.
Especially in the beginning.
Later, I’ll show you how to outsource this process in an incredibly affordable manner but first let’s talk about a few ways to make cold calling suck less.
1. Scrub your data!
Last week we talked a little bit about Skip Tracing your data to make sure that you have the correct contact information and the golden address. You don’t want to waste your time calling the wrong people so make sure that you scrub your data as much as possible BEFORE you start dialing.
2. Use a script!
It can be very tempting to call sellers and try to just “go with the flow.” Don’t do this!
All the top wholesalers I know use scripts for one reason and one reason only - they work!
You want to make sure you have a script and that you actually use it. This will add an element of consistency to your calls so that you can start to diagnose where you are going wrong.
3. Smile
Smiling is one of the best ways to make your voice sound friendly. It’s also a great way to make yourself feel more positive as smiling provides biofeedback that actually makes you feel better hence the phrase fake it til you make it which initially was about smiling!
4. Expect the best but prepare for the worst
You want to keep a positive attitude as you’re cold calling, but you also don’t want to stick your head in the sand.
You will get hung up on, you will get yelled at, and probably cursed at. This is just part of the cold calling game. Remind yourself before you make your calls that people might be rude, ungrateful, or outright mean, but it has nothing to do with you.
And remember that every rude ungrateful person gets you one call closer to a deal.
5. Listen more than you talk
While it’s important to have and stick to a sales script (see point 2), it’s also important to listen more than you speak.
Your goal on cold calls is to find out what the potential seller's situation is and see if it’s something you can help them with. So make sure to ask leading questions and actually listen to the answers.
6. Not using the right tools
Last but not least, you want to make sure you use the right tools.
That means at the very least you have a customer relationship manager for email marketing, call center software for cold calling, call recording (in states where that is legal) lead scoring, tracking and more.
Don’t rely on your memory or notes!
Those are just a few ways to make cold calling less excruciating!
If you want even more notes, check out the Wholesale Hotline we did that explored this exact thing:
Actually, I have not played this game. Nevertheless, based on my experience playing happy wheels I can see why it has become so addictive. Numerous participants enjoy the entire last survivor genre. They enjoy the bragging rights and the adrenaline rush that comes with participating with family and friends.