
As a real estate wholesaler, you know the feeling: think of ‘cold calling’ and your heart starts to race. It’s no secret that most of us dread the thought of inviting rejection into our lives. But here’s a fact that should ease that feeling – you’re not selling, you’re solving problems.
Every time you pick up that phone, you’re offering a win-win solution. Whether it’s a vacant property weighing on someone’s mind or the burden of dual mortgages, your call could be the lifeline they’ve been waiting for.
In this article, I’ll talk about 14 mistakes that could make sellers hang up on you, but remember, every call is a learning opportunity.
This guide will give you a head start in mastering your cold calling mistakes, helping you turn more of those ‘no’s into deals.
Let’s get started.
Mistake #1: Not Confirming You’re Speaking to the Decision-Maker
Picture this: You’re on a call, the person on the other end sounds interested, and you’re getting excited. But wait – are they actually the one who can make the deal happen?
As a wholesaler, your time is precious. Spending it talking to someone who can’t make the final call is a costly mistake. Here’s why it matters and how to avoid it.
Who Are You Looking For?
- – Joint owners
- – Tired landlords
- – Absentee owners
- – High or low equity motivated sellers
- – Empty nesters
- – Vacant Owners
Wholesaler’s Golden Rule:
Early in the conversation, while explaining that you’re seeking homes for investor buyers, always ask, “Am I speaking with the owner of the property?”
Cutting it Short:
- Saves time: You avoid lengthy conversations that can’t lead to a deal.
- Increases efficiency: You can quickly move on to promising leads.
- Builds credibility: Shows you’re professional and respectful of everyone’s time.
By making this simple check a habit, you’ll streamline your process and increase your chances of successful deals. Remember, every call teaches you something, but this step will save you from learning the hard way.
Mistake #2: Falling into the Yes/No Trap
If you’re relying on yes/no questions, you might be unknowingly shutting down potentially lucrative conversations.
Why Open-Ended Questions Matter
Closed questions (those answered with a simple yes or no) can bring your conversation to a screeching halt.
On the other hand, open-ended questions invite the prospect to share more information, helping you:
- – Better understand their situation
- – Uncover hidden motivations
- – Build rapport and trust
The Power of Rephrasing
Consider this scenario: You’re calling an owner who’s late on payments but not yet in foreclosure. You have some financial data in front of you.
Closed Approach (Avoid):
“Is it true that you’re three months behind on payments?”
Open Approach (Use):
“I noticed there’s been some activity with your lender recently. How has that situation been affecting you?”
This open-ended approach allows the owner to express their feelings, reveal their level of motivation, and potentially share additional valuable information.
Wholesaler’s Pro Tip:
Instead of asking if the loan balance and late payment data you have is accurate, try saying:
“I saw a notice about your home posted by the lender. How much have they been hassling you?”
This invites the owner to open up about their situation, potentially revealing:
- – Their level of stress and motivation to sell
- – Additional financial pressures they’re facing
- – Their knowledge of the foreclosure process
Practice Point: Try rephrasing three of your common yes/no questions into open-ended ones. Use them in your next calls and notice the difference in the quality of information you receive.
Mistake #3: Talking Yourself Out of a Deal
Ever wonder why your perfect pitch isn’t landing deals? The answer might be in your ears, not your mouth.
The Listening Advantage
As a skilled wholesaler, it’s tempting to showcase your expertise. But remember:
- – You’re providing a service, not selling a product.
- – Your goal is to match sellers with investor buyers.
- – Understanding the seller’s needs is crucial to your success.
The Power of Silence
By listening more than you speak, you:
- Uncover the seller’s true motivations
- Build trust and rapport
- Demonstrate your value as a problem-solver
Your introduction should be brief and focused on how you help sellers in similar situations. Then, shift into consultant mode.
Active Listening Techniques
- – Ask open-ended questions (remember Mistake #2?)
- – Use verbal nods (e.g., “I see,” “Go on”)
- – Summarize what you’ve heard to show understanding
Wholesaler’s Approach:
Once the seller understands your role, start asking questions: “Can you tell me more about your situation with the property?” “What’s been the most challenging part of owning this home?” “How would selling this property change things for you?”
Pro Tip: Don’t be afraid to dig deeper to determine if they truly need your services. This shows you’re there to help, not just to close a deal. A small investment of time here can yield a significant return in trust.
Keep in Mind: Every word you speak should have a purpose. If you’re not asking a question or providing essential information, you’re likely missing an opportunity to learn something valuable.
Practice Point: In your next call, challenge yourself to speak for only 30% of the conversation. Notice how much more you learn about your prospect’s needs and motivations.
Mistake #4: Rushing to the Finish Line
Ever feel like you’re sprinting towards a deal, only to watch it slip away? The culprit might be premature closing.
The Patience Principle
In every industry, timing is everything. The Sandler Selling System, a time-tested approach since 1967, emphasizes “consultative selling.” But what does this mean for you?
Key Concept: Uncover the “Pain”
First, “Pain” in wholesaling terms isn’t just about financial distress. It can be:
- – For individual sellers: Pressing financial needs
- – For estate representatives: Pressure from heirs to sell quickly
- – For foreclosure asset managers: Meeting specific performance metrics
Why Rushing Fails:
Attempting to close before fully understanding your prospect’s situation can:
- Make you appear pushy or insensitive
- Cause you to miss crucial information
- Reduce your chances of a successful deal
Wholesaler’s Tip: Take the time to dig deep. Your goal is to uncover ALL their pain points before even thinking about closing.
Have Patience:
- – Ask probing questions
- – Listen actively (remember Mistake #3?)
- – Show empathy and understanding
Signs You’re Ready to Close:
- You’ve uncovered all their pain points
- The prospect asks if you can help them sell
- You’re confident in their motivation level
Wholesaler’s Approach:
When the time is right, consider using the Sandler technique: “If I can find a buyer who can take this property off your hands, are you prepared to sell?”
This approach:
- – Confirms their readiness
- – Presents you as a problem-solver
- – Sets the stage for next steps
Practice Point: In your next call, challenge yourself to ask at least three more questions than you normally would before discussing any potential solutions. Notice how this affects the quality of information you gather and the rapport you build.
Mistake #5: Leaving Your Prospect in Limbo
You’ve had a great conversation, uncovered the seller’s pain points, and they seem interested. But then… silence. Why? You forgot to lay out the road map.
The Power of Clear Next Steps
Setting out a clear path forward serves two crucial purposes:
- It reassures the seller, reducing uncertainty and anxiety.
- It keeps the momentum going, preventing deals from stalling out.
Tailoring Your Approach
For Homeowners:
- – Provide a quick overview of the process, even if they don’t ask.
- – Break it down into simple, easy-to-understand steps.
Example: “Here’s what happens next:
- – We schedule a brief property visit.
- – I present you with a no-obligation offer within 24 hours.
- – If you accept, we set a closing date that works for you.
- – We handle all the paperwork and guide you through to closing.”
For Institutional Sellers (banks, estate managers, etc.):
- – Ask about their preferred process.
- – Align your steps with their established procedures.
Example: “What’s your standard procedure for moving forward with potential buyers? I’d like to ensure we’re in sync with your process.”
If they’re still on the call, they’re interested. Don’t be afraid to take the lead and outline the next steps.
Key Benefits of Clear Next Steps
Builds trust by demonstrating professionalism
- – Reduces the chance of miscommunication
- – Keeps the seller engaged in the process
- – Makes it easier for the seller to say “yes”
Wholesaler’s Approach:
- Summarize their needs and how you can help.
- Clearly outline the next steps in the process.
- Get their agreement on these steps.
- Set a specific time for the next interaction.
Practice Point: Create a simple, step-by-step guide for your typical process. Practice delivering it smoothly in under 30 seconds. Use this in your next call and notice how it affects the seller’s confidence in moving forward.
Mistake #6: Settling for Surface-Level Intel
Are you using stale information instead of arming yourself with prime knowledge? If you’re relying solely on free online research tools, you might be.
The Information Arms Race
There is a world of free valuation algorithms available on the internet, and basic free tools like Zillow are just the starting line. To truly excel, you need to leverage more powerful resources.
Why Paid Tools Matter
Provide deeper, more accurate data
- – Give you an edge over competitors
- – Expand your market reach
- – Increase your deal-making potential
Free vs. Paid: A Comparison
Free Tools:
✓ Basic property information
✓ General market trends
✗ Limited historical data
✗ Potentially outdated information
Paid Tools:
✓ Comprehensive property history
✓ Advanced search capabilities
Wholesaler’s Arsenal: Essential Paid Resources
- Property Intelligence Platforms
- Skip Tracing Tools
- Customer Relationship Management (CRM) systems
- Comparative Market Analysis (CMA) software
Investment Mindset
Think of paid tools not as expenses, but as investments that multiply your efficiency and deal-making potential.
Wholesaler’s Approach: Before Making the Call
Arm yourself with:
□ Complete property value and characteristics
□ Neighborhood map and analysis
□ Comparable property sales data
□ Current and previous mortgage information
□ Assessed value and property tax details
Pro Tip: Create a one-page “Property Intelligence Sheet” template.
Fill it out for each prospect before calling. This allows you to:
- – Verify information provided by the prospect
- – Answer questions confidently and quickly
- – Demonstrate your expertise and professionalism
Practice Point: Identify one paid tool you’re not currently using. Research its features and potential ROI. Consider implementing it in your workflow for the next month and track the impact on your deal-making efficiency.
Mistake #7: Making It All About You
If your pitch during the call didn’t land, the culprit might be those three little words: I, me, and my.
The “You” Revolution
In wholesaling, success isn’t about showcasing your achievements—it’s about demonstrating how you can solve the seller’s problems.
Why It Matters
Builds trust and rapport
- – Shows you’re listening and understanding
- – Keeps the focus on the seller’s needs and motivations
The Psychology Behind It
People are naturally more interested in their own situations. By keeping the focus on them, you:
- Increase engagement
- Improve information retention
- Enhance the likelihood of a positive response
Shifting the Spotlight
Instead of: “I have a database of investors.” Try: “You’ll have access to multiple potential buyers.”
Instead of: “I can sell your house quickly.” Try: “You could be free of this property in as little as [timeframe].”
Wholesaler’s Approach: The SOLVER Method
S – Situation: Understand their unique circumstances
O – Obstacles: Identify what’s holding them back
L – Listening: Give them space to express their needs
V – Value: Show how your service addresses their specific situation
E – Empathy: Demonstrate understanding of their challenges
R – Resources: Highlight the tools at their disposal through you
Key Phrases to Use
- “This approach could help you…”
- “You’ll have the advantage of…”
- “Your needs are our priority…”
- “This solution is designed to address your specific situation…”
Pro Tip: When explaining your services, frame everything in terms of how it benefits the seller. For example: “Our national database of investor buyers means you have a better chance of finding the right buyer quickly, at a price that works for you.”
Remember: Your success stories are only valuable if the seller can see themselves in them. Use past experiences to illustrate potential outcomes for the current seller, always bringing it back to their unique situation.
Practice Point: Review your current pitch. Count the number of times you say “I” or “we.” Challenge yourself to rewrite it, replacing those with “you” and “your” wherever possible. Test this new approach in your next call and note the difference in the seller’s engagement.
Mistake #8: Dismissing the Power of Voicemail
If you feel deflated when you hear that automated voice, take heart — voicemail might just be your secret weapon.
Reframing Voicemail: From Obstacle to Opportunity
- – Allows prospects to process your message without pressure
- – Gives you control over your first impression
- – Can lead to higher response rates when done right
The Voicemail Advantage
- Bypasses initial call reluctance
- Gives prospects time to consider your offer
- Allows for crafted, targeted messaging
Crafting the Perfect Voicemail
✓ Keep it short (30 seconds max)
✓ Target the message to prospect type and motivation
✓ Focus on how you can help them
✓ Use a natural, conversational tone
Sample Voicemail Script
“Hi [Name], this is [Your Name] with [Your Company]. I noticed your property at [Address] and wanted to reach out. We specialize in helping homeowners [specific benefit, e.g., “sell quickly without the hassle of listings or repairs”]. If you’re considering your options, I’d love to chat. You can reach me at [Your Number]. Again, that’s [Your Number]. Thanks, and have a great day!”
Voicemail Campaign Strategy
1st Call: Introduce yourself and your service
2nd Call: Highlight a specific benefit or success story
3rd Call: Create urgency or offer a unique proposition
Pro Tips:
- – Speak clearly and at a moderate pace
- – End with a clear call to action
- – Consider leaving your number twice for easy note-taking
Wholesaler’s Approach: The 3-Step Voicemail Success Plan
- Create a library of short, targeted voicemail scripts for different prospect types
- Develop a sequential voicemail campaign (3-5 messages)
- Track response rates and refine your messages based on results
Consider: A carefully thought-out voicemail can be more effective than a rushed live conversation. It gives you control over your message and the prospect control over their response time.
Practice Point: Draft three different voicemail scripts for your most common prospect types. Practice delivering them naturally, timing yourself to stay under 30 seconds. Use these in your next calling session and monitor the response rate compared to your usual approach.
Mistake #9: Letting Leads Slip Through the Cracks
Think one unanswered call means game over? Persistence isn’t just a personal virtue, it’s an absolute necessity in wholesaling.
The Follow-Up Facts:
- – 80% of sales require 5+ follow-ups
- – Only 8% of salespeople make it to the 5th attempt
- – Be in the 8% that captures 80% of the deals
Multi-Channel Follow-Up Strategy
Phone Calls & Voicemail
- – Ideal for: Quick contact, personal touch
- – Frequency: 2-3 attempts, spaced 2-3 days apart
- – Pro Tip: Vary your calling times to catch people at different parts of their day
Text Messages
- – Ideal for: Quick, brief, and professional communication
- – Example: “Hi [Name], it’s [Your Name]. Still interested in discussing options for your property at [Address]? I have some investors looking in your area. Let me know!”
Ideal for: Detailed information, older prospects comfortable with technology
- – Example Subject Line: “Options for Your [Address] Property – No Obligation”
- – Pro Tip: Include a clear call-to-action and your contact information
Direct Mail
Ideal for: Older homeowners, trust/estate administrators
- – Options: Personalized letters, postcards, or brochures
What’s the Approach
For Homeowners: Start with calls, then mix in texts and emails
For Trust/Estate Administrators: Begin with emails or direct mail, follow up with calls
For Absentee Owners: Use a mix of all channels, emphasizing convenience and potential ROI
Wholesaler’s Approach: The 3×3 Follow-Up Matrix
- – Choose 3 communication channels most suitable for your prospect
- – Plan 3 touches for each channel
- – Space these 9 touches over 3-4 weeks
Example:
Week 1: Call → Email → Text
Week 2: Direct Mail → Call → Email
Week 3: Text → Call → Direct Mail
Key Principles:
✓ Vary your message slightly with each contact
✓ Always provide value in your communication
✓ Respect do-not-contact requests immediately
✓ Track responses and adjust your strategy accordingly
Remember: Following up is about persistently offering value and catching your prospect at the right moment.
Practice Point: Create a follow-up template for your top 3 prospect types, incorporating at least 3 different communication channels. Implement this strategy for your next 10 leads and track the response rates compared to your previous approach.
Mistake #10: Brushing Off Objections as Dead Ends
You might think objections are deal-breakers, but often they are just steps to closing.
The Objection Opportunity
- – Objections reveal valuable information about the prospect’s concerns
- – Addressing them effectively builds trust and credibility
- – Overcoming objections can turn hesitant prospects into eager sellers
Understanding Objections
- Corporate/Bank/Trust Sellers: Primarily financial concerns
- Homeowners: Often emotional or based on misconceptions
The “Why, How, What-If” Strategy
Transform objections into opportunities by using these powerful question types:
- – Why: Uncovers underlying motivations
- – How: Explores potential solutions
- – What-If: Opens doors to new possibilities
Common Objections and How to Handle Them:
“I can’t afford to sell and pay closing costs.”
Response: “What if we could find a cash buyer who covers all closing costs? How would that change your situation?”
“I might as well let the house go into foreclosure.”
Response: “Why do you feel that’s your best option? Have you considered how a quick sale might protect your credit score?”
“I don’t think my house is worth enough to sell.”
Response: “How did you arrive at that conclusion? What if I could show you recent comparable sales that might change your perspective?
“I’m not sure I want to sell to an investor.”
Response: “What concerns do you have about selling to an investor? How would you feel if I could address each of those concerns?”
“I need to think about it.”
Response: “Of course, taking time to consider is important. What specific aspects do you need to think over? How can I provide more information to help your decision?”
Wholesaler’s Approach: The LISTEN Method
L – Let them speak: Don’t interrupt when they raise an objection
I – Investigate: Use “why, how, what-if” questions to dig deeper
S – Summarize: Repeat their concern to show you understand
T – Tailor: Adjust your response to their specific situation
E – Educate: Provide information that addresses their concern
N – Next steps: Propose a solution or action plan
Pro Tips:
✓ Anticipate common objections and prepare responses in advance
✓ Practice active listening to pick up on unspoken concerns
✓ Use objections as opportunities to showcase your expertise and value
✓ Always validate their concerns before offering solutions
Practice Point: List the top 5 objections you encounter. For each, develop 3 “why, how, or what-if” questions to dig deeper. Role-play these scenarios with a colleague or mentor to refine your approach.
Mistake #11: Being Unclear About Your Value
You might think that your expertise impresses prospects, but it might actually be pushing them away.
The Value Communication Challenge
- – What’s clear to you can be confusing to prospects
- – Focusing on numbers alone misses the emotional aspect of selling
- – Your true value lies in solving problems, not just finding buyers
Shifting the Value Perspective
From: “I can get a buyer for your home.” To: “I can help you move on to the next chapter of your life.”
The CLEAR Value Proposition Framework
C – Concise: Keep it simple and easy to understand
L – Lifestyle-focused: Emphasize how you improve their situation
E – Emotional: Address their feelings, not just their finances
A – Actionable: Show clear, tangible benefits
R – Relatable: Use language and examples they can connect with
Tailored Value Propositions
- For Distressed Homeowners: “I specialize in helping homeowners like you find quick, stress-free solutions to challenging property situations. My goal is to take the burden off your shoulders and help you start fresh.”
- For Absentee Owners: “I can turn your distant property headache into a quick cash solution, allowing you to invest your time and resources in what matters most to you.”
- For Estate Administrators: “My service streamlines the property liquidation process, allowing you to settle the estate efficiently and with minimal hassle.”
- For Tired Landlords: “I offer a way to cash out of your property investment without the typical selling headaches, giving you the freedom to pursue other opportunities.”
Wholesaler’s Approach: The VALUE Method
V – Validate their situation and concerns
A – Analyze their specific needs
L – Listen for pain points and desired outcomes
U – Understand their perspective and priorities
E – Explain your solution in terms of their benefits
Key Principles:
✓ Focus on outcomes, not processes
✓ Translate industry terms into everyday language
✓ Use storytelling to illustrate your value
✓ Continuously reinforce how your service solves their problems
Avoiding Value-Killing Phrases:
❌ “We’ll need to run some comps…”
✓ “I’ll research similar properties to ensure you get a fair deal.”
❌ “Our wholesale fee is…”
✓ “Here’s how we can save you time and money in the selling process…”
❌ “We use a nationwide buyer database…”
✓ “We have connections with investors ready to make quick, fair offers.”
Remember: Your value isn’t in what you do, but in how you improve your prospect’s situation. Always communicate from their perspective.
Practice Point: Create a one-minute “elevator pitch” that clearly communicates your value without using any industry jargon. Test it on friends or family outside the real estate industry to ensure it’s clear and compelling.
Mistake #12: Not fine-tuning your lists
Think a lead is just a lead? Think again. The key to cold calling success lies in the nuances of your list.
The Power of Precision
- – Targeted approaches increase response rates
- – Personalized messaging resonates more with prospects
- – Efficient use of time and resources
Beyond Basic Segmentation
While paid resources often provide initial segmentation, savvy wholesalers dig deeper:
Common Prospect Types:
✓ Absentee owner
✓ Abandoned property
✓ High equity homeowner
✓ Low equity homeowner
✓ Empty nesters
✓ Trust owned
✓ Corporate owned
✓ Seller financed
The Fine-Tuning Framework
- Analyze: Look for patterns within each segment
- Divide: Create sub-segments based on shared characteristics
- Tailor: Customize your approach for each sub-segment
- Test: Monitor results and refine your segmentation
Examples of Advanced Segmentation:
Absentee Owners:
• By distance from property (local vs. out-of-state)
• By length of ownership
• By property type (single-family vs. multi-unit)
High Equity Homeowners:
• By age group (retirees vs. middle-aged)
• By neighborhood type (urban vs. suburban)
• By property value
Abandoned Properties:
• By reason for abandonment (financial distress vs. inheritance)
• By duration of abandonment
• By potential for renovation
Wholesaler’s Approach: The SEGMENT Strategy
S – Study your existing lists for commonalities
E – Evaluate additional data points you can collect
G – Group prospects with similar characteristics
M – Map out tailored approaches for each group
E – Engage with personalized messaging
N – Note response rates and adjust accordingly
T – Test new segmentation ideas regularly
Benefits of Fine-Tuned Lists
✓ Higher conversion rates
✓ More efficient use of resources
✓ Improved ability to address specific pain points
✓ Better matching of properties with potential buyers
Pro Tips:
- – Use CRM software to manage and analyze your segmented lists
- – Regularly update and clean your lists to maintain accuracy
- – Consider combining data from multiple sources for richer segmentation
- – Don’t overlook the power of local knowledge in your segmentation
Practice Point: Take your largest lead segment and identify at least three ways to further divide it. Create tailored scripts for each sub-segment and test them in your next calling session. Track the results and compare them to your previous approach.
Mistake #13: Marketing While Flying Blind
Failure to track, measure results, and act on data is as much about intuition as backed by analysis.
The Data-Driven Advantage:
- – Identifies what’s working and what’s not
- – Enables informed decision-making
- – Drives continuous improvement
Key Areas to Track:
Lead Generation:
- Source of leads
- Cost per lead
- Lead quality by source
Communication Effectiveness:
• Response rates by channel (calls, voicemail, email, text, direct mail)
• Conversion rates at each stage of communication
• Best times/days for contact
Deal Progression:
• Percentage of leads advancing to each stage
• Average time from initial contact to close
• Reasons for deal failure (prospect decision vs. numbers mismatch)
Financial Metrics:
• Average profit per deal
• ROI on marketing spend
• Cost per acquisition
The MEASURE Framework for Data-Driven Wholesaling:
M – Monitor key metrics consistently
E – Evaluate trends and patterns
A – Analyze underperforming areas
S – Set improvement goals
U – Undertake targeted changes
R – Review results and adjust
E – Establish new benchmarks
Tools for Tracking:
✓ CRM software (e.g., REI/kit, Salesforce)
✓ Spreadsheets (e.g., Excel, Google Sheets)
✓ Real estate-specific software (e.g., REI/kit, BatchLeads)
Wholesaler’s Approach: Weekly Data Deep Dive
- Review key metrics across all channels
- Identify top-performing and underperforming areas
- Brainstorm one improvement to test in the coming week
- Set a specific, measurable goal for the improvement
- Implement and track results
Example Analysis: “Data shows our email follow-ups have a 15% higher response rate than texts. Let’s shift more of our initial follow-ups to email and track if this improves overall conversion rates.”
Common Pitfalls to Avoid:
❌ Tracking too many metrics and getting overwhelmed
❌ Ignoring feedback from prospects
❌ Making drastic changes based on short-term data
❌ Failing to share insights with your team
Practice Point: Identify the top 5 metrics most crucial to your wholesaling business. Set up a system to track these weekly. After a month, analyze the data and identify one area for improvement. Implement a change and track the results for the following month.
Mistake #14: Not keeping the goal in mind
Think you need to close the deal in one call? Your initial goal is simpler than you might believe.
The Power of the Small ‘Yes’:
- – Builds trust gradually
- – Reduces pressure on the prospect
- – Increases likelihood of eventual deal closure
Shifting the Mindset
From: “I need to convince them to sell right now.” To: “I’m aiming for a face-to-face meeting.”
The EASE Approach to Scheduling Appointments:
E – Engage in relaxed conversation
A – Address their concerns and situation
S – Suggest a meeting as a natural next step
E – Emphasize the no-obligation nature of the appointment
Example Dialogue:
You: “I appreciate you sharing your situation with me. It sounds like there’s a lot to consider. Would it be helpful if we sat down together to explore your options in more detail? No pressure, just a chance to give you a clearer picture of what’s possible.”
Prospect: “Well, I’m not sure I’m ready to sell…”
You: “I completely understand. The meeting isn’t about making a decision right now. It’s an opportunity for you to get more information so you can make the best choice for your situation, whatever that may be. How does that sound?”
Wholesaler’s Approach: The Soft Close
- – Focus on building rapport and understanding their situation
- – Present the appointment as a value-add for the prospect
- – Use phrases like “explore options” and “no obligation” to reduce pressure
- – Offer flexible scheduling to make it easy for them to say yes
Remember: Your goal in the initial call is not to sell the house, but to sell the appointment. Keep this in mind, and you’ll find more doors (literally) opening for you.
Practice Point: Review your current cold calling script. Identify any parts that feel pushy or sales-oriented. Rewrite these sections to focus on scheduling an appointment instead of pushing for an immediate decision to sell.
Wrapping Up
Now that I have walked you through these 14 cold calling mistakes for real estate wholesalers, one thing becomes clear.
Picking up the phone and calling a lead is as much about finessing the conversation as it is about follow-up and persistence.
It also makes clear that every call is an opportunity to learn and adapt.
By identifying mistakes in your process and practicing the tips in this guide, you will transform what you may consider a dreaded task into a powerful tool for building your wholesaling business.
Key Takeaways
- Preparation is key: Know your prospect and adapt your approach
- Listen more than you speak: Understanding is the foundation of success
- Leverage technology wisely: Use tools to enhance personal connection
- Focus on value: Communicate how you solve problems, not just find buyers
- Keep the immediate goal in mind: Aim for the appointment, not the sale
About REI/kit
REI/kit’s cloud-based real estate wholesaling and investing software has cold call tools and virtual phone numbers that are completely integrated with all of these other tools in the suite:
CRM, motivated seller lead lists, text, email, and postcard automated campaigns, lead capture websites, robust analysis tools, and pro property reports.
Sign up for a free trial, and start ramping up your cold calling today — click this link to see the entire list of features and benefits: www.reikit.com/pricing