One of the toughest prospecting tactics is cold calling strangers. After all, how do you react when you receive a sales call from someone you don’t know? Fortunately, there is a simple way to make the process easier and get better results. Don’t be a stranger!

In other words, when you call, find a way to position yourself so that the homeowner doesn’t think of you as just another sales associate looking for listings. Here’s an example:

“Hi, I’m John Smith from XYZ Realty. You may have seen me on your street yesterday. I just sold your neighbour’s home…”

When you start the call like that, the prospect immediately thinks of you as someone who’s part of the neighbourhood scene, just like the person who delivers the mail. The homeowner may not know you, but you’re no longer a stranger.

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