Lighten Up: Cut Your Teeth on Cold Calling

January 1, 1996

Would a videophone help your cold-calling efforts? Broker-owner Jenny Caudill, RE/MAX--The Mountain Co., Jasper, Ga., might be willing to consider installing one after a call by one of her salespeople.

"The salesperson reached someone who sounded like a child, so she asked to speak to the person's mother," Caudill says. "The person said, 'Excuse me?' so the salesperson again asked for the person's mommy. The person then responded, 'I'm 80 years old. I can hardly talk because I'm not wearing my teeth.'"

Shades of Mrs. Cravits

To generate prospects proactively for his sellers' listings, Frank Sandrovich, Century 21--Donald & Associates, Fort Washington, Md., distributes flyers in his area asking residents to "pick your new neighbor." The flyers explain that a house has just come on the market and residents can contact Sandrovich if they have a friend, relative, or coworker who might be interested.

Sandrovich got more than he bargained for from a woman who lives across the street from one of his listings and took the flyer literally. "As I talked to her, I realized she didn't have a lead for me. Instead she wanted to serve on a committee that would decide who should move into the neighborhood. She didn't want any ruffians on her street. She put a whole new spin on Neighborhood Watch programs."

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