Converting Cold Leads & Sign Calls with Confidence
Welcome to Episode 151 of Hustle Humbly! This episode is all about converting cold leads & sign calls—a skill every Realtor needs to master in order to grow their business. These types of leads are often intimidating, but they also offer the perfect opportunity to sharpen your communication skills, build relationships, and add new clients to your pipeline.
Whether it’s a stranger calling off a yard sign or an online inquiry, your ability to confidently and quickly connect can make or break the relationship. We break down how to keep them on the phone, ask the right questions, and set the stage for a future client connection.
The Flip Report Is Back
Before diving into cold leads, Alyssa brings back the beloved Flip Report! She shares her newest flip project—located in the same neighborhood as a previous one—and how it landed in her lap. The house has great potential, despite needing significant cosmetic work. The good news? Key systems like the roof, HVAC, and kitchen cabinets are already updated. Alyssa is excited to get started and use her favorite neutral tile and design finishes again, simplifying her decision-making.
Answer Your Phone—Yes, Really
Step one in converting cold leads & sign calls is simple: answer your phone. So many agents miss opportunities because they let calls go to voicemail. If someone is calling about a listing, they’re likely calling multiple signs. If you don’t answer, they’ll move on to the next agent. Time is critical.
When you do answer, say your name: “Hello, this is Katie.” It sets a professional tone and helps the caller know they reached the right person. Especially with unusual names or when you’re the listing agent, this small touch builds immediate trust.
Keep Them Talking: The 43/57 Rule
When handling cold leads, your goal is to keep them talking. Studies show the ideal ratio is 43% talking for you, 57% for them. Ask open-ended questions to keep the conversation flowing. A good starting point is:
- “Where did you see the home—driving by or online?”
- “Do you live in the area now?”
- “Do you rent or own?”
Avoid interrogating. Instead, keep the tone casual and friendly. Use active listening and smile while you speak—it comes through in your voice.
Ask the Right Questions in the Right Order
Before diving into pre-approvals and representation, build some rapport. The two most important questions—Are you working with an agent? and Are you pre-approved?—should never be asked too early. Ease into them by asking:
- “Have you seen any homes in person yet?”
- “What made you decide now is the right time to buy?”
- “Have you spoken to anyone about your budget yet?”
These questions lead naturally to the bigger ones without making the caller feel pressured or interrogated.
Build Trust by Offering Value
Once the conversation is flowing, focus on providing value. Explain why getting pre-approved matters, and avoid realtor jargon. Use phrases like:
- “We want to make sure you’re seeing homes in your price range, so you don’t fall in love with something out of reach.”
- “Sellers want to know buyers are serious and ready before allowing showings.”
Offer to connect them with a trusted local lender and, if possible, attend the pre-approval appointment with them. This face-to-face time builds trust quickly and creates a strong foundation for the relationship.
Don’t Skip the Follow-Up
The most important part of converting cold leads & sign calls is what happens after the call. Whether the conversation was promising or short, always follow up:
- Text or email them your contact information.
- If appropriate, send a vendor list or helpful guides (like your buyer steps or client testimonials).
- Ask if your lender can reach out directly.
If you collected enough information, create a Trello card or database entry. Keep notes on their time frame, loan status, and communication preferences.
Practice Makes Perfect
These calls won’t always go smoothly, and that’s okay. Cold leads are excellent practice. You’ll learn to navigate awkward silences, miscommunications, and even rejection. Keep going. The more you do it, the better you’ll get.
And don’t forget—not every cold lead is your future client, and that’s perfectly fine. Focus on helping, not convincing. If the call didn’t go well, chalk it up as experience and move on.
Final Tips for Sign Call Success
- Treat every call like an opportunity.
- Keep your tone warm, curious, and confident.
- Aim to set a next step: a lender intro, a follow-up appointment, or a showing.
- Always ask: “What made you decide now was the right time to buy?”
- Make a note of their dog’s name, their preferred communication method, or anything else that personalizes the experience.
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