How to start a cold calling operation? Our VAs made 58,408 cold calls this week for our single family real estate business. This is what that means...

The math. 5 cold callers on a power dialer for 40 hours 200 total hours calling 58,408 cold calls (we called a number) 3,397 connects (we talked to someone on the other end) 27 qualified leads (defined below) 1-2 deals (signed purchase agreements)

The Technology. We use a power dialer to quickly dial multiple numbers at once. It allows one caller to be ~3 times more efficient, but at scale, it allows 5 people to be ~5-10 times more efficient. We currently use ReadyMode.

Data. We search public records and try to predict who is most likely wanting to sell. Pre-foreclose, tired landlords, behind on taxes, ect...we do this at scale using PropStream. We then skiptrace (pay to get their phone number), using IDI Data.

A Cold Callers Job. Cold callers talk to "leads." Closers talk to "qualified leads." It's a cold callers job to talk to as many leads as possible to FIND "qualified leads." It's not their job to CHANGE a "lead" into a "qualified lead", it's to FIND them. There's a difference.

A Qualified Lead. Does the person own the property? Are they interested in selling? Would they take a below market offer? Would they like to speak to a manager? 4 yes's and they're a qualified lead.

Script. Everyone wants the secret script, but this isn't the Wolf of Wall Street. The script is simple..."Hello Steve, do you still own 123 main st? Are you still interested in selling that property? Would you be willing to sell below market value?...

Would you like to speak to my manager?" Of course there's some refinement here, but not much.

The Goal. Each cold callers should be finding around one qualified lead per day, which gives us about 20 leads per month, which gives us about one deal per month per cold caller.

Why Am I Sharing This? Scaling a cold calling operation is really hard. There's a lot of houses to go around. The single family investor education space is filled with scum bags. Be very careful giving any of them your money.

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