Cold Calling

Objective: Maximize time spent dialing phones.

1. Pulling a List of Prospects

Methods:

● Manual Search: Finding Prospects

1. Google Search:
○ Open Google and type in the specific profession and location,
e.g., "dentists in Los Angeles".
○ Review the search results and note down the contact
information listed on websites, Google My Business profiles, and
directories like Yelp or Healthgrades.
○ Example search terms: "top dentists in [City]", "best [profession] in
[City]", "list of [profession] in [City]".
2. Professional Directories:
○ Visit professional directories related to your niche. For example,
for dentists, you can use the American Dental Association (ADA)
directory.
○ Extract contact details such as phone numbers, email addresses,
and office addresses.

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 3. LinkedIn:
○ Use LinkedIn to find professionals in your target niche. Use filters
to narrow down search results by location, industry, and current
positions.
○ Connect with potential leads and gather their contact
information from their profiles.
● Using Tools: Utilize Apollo to get personal numbers.
● Hiring a VA: Pay a virtual assistant to scrape numbers.
● Data Import: Import the collected numbers into a CRM or a spreadsheet to
organize leads for calling.

2. Triple Tap Method

Approach:

● Call the same lead three times in succession.

● Leave a Voicemail: Only leave a voicemail on the third call.
● Rationale: Calling multiple times increases the likelihood of the prospect
answering, as it seems more urgent.

3. Voicemail Script

Content:

● Be casual and confident.

● Example: "Hey John, this is Josh. I was looking to connect. Please give me a call
back whenever you get the chance."

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4. Daily Key Performance Indicators (KPIs)

Goals:

● Set a daily minimum of 200 dials (ideally 350).

● Recognize that cold calling can be uncomfortable, especially initially, but
persistence and practice are key.

5. Motivation and Mind Tricks

Strategies:

● Reward System: Use paper clips or other small rewards to track and motivate
progress.
● Mind Tricks: Find ways to make the process enjoyable, like treating yourself
after setting an appointment.

6. Market Survey Script

Purpose:

● Helps set appointments and gain valuable insights into the market.
● Engages prospects in meaningful conversations about their business
challenges.
● Use the gathered data to refine product offers.

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Script Breakdown

1. Introduction:
○ "Hey John, this is Josh. I just want to let you know this is a cold call, but I
don't have anything to sell you. I actually work for [niche] development
firm. We're conducting a quarterly market survey. Do you have 60
seconds?"
2. Qualifying Questions:
○ Confirm if they are an active real estate agent (or relevant niche).
○ Ask about their current lead generation methods and their satisfaction
with those methods.
3. Probing Questions:
○ Dive deeper into their pain points and challenges.
○ Questions like "What exactly do you mean by that quality?" or "How
long has this been an issue?" help uncover deeper insights.
4. Transition to Offer:
○ Propose a new program where they only pay after seeing results (e.g.,
after closing a listing).
○ Schedule a follow-up call within 72 hours to maintain momentum and
reduce the likelihood of no-shows.

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Key Points

● Energy and Conviction: Maintain high energy and confidence to keep

prospects engaged.
● Disarm the Prospect: Make them feel at ease and willing to continue the
conversation.
● Data Collection: Use the calls to gather extensive data, which will inform
better market understanding.
● Avoid Long Scheduling Gaps: Always schedule follow-up calls within 72 hours
to ensure better engagement.

Final Advice

1. Practice Regularly: Regularly reading and practicing the script improves

performance and confidence.
2. Reward Yourself: Find small, consistent ways to reward yourself for progress
and maintain motivation.
3. Split Test Offers: Use cold calling to test different offers and guarantees
without the need for high ad spend, enabling data-driven decisions.

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Script Breakdown Line by line

Introduction

1. Script Line: "Hey John, this is Josh. How are you?"

○ Explanation: This is a quick and friendly greeting. Use the prospect's
first name to create a personal connection. Your tone should be
energetic, as if you already know the prospect.
2. Script Line: "I just want to let you know this is a cold call, but don't worry, I
don't have anything to sell you."
○ Explanation: Be upfront about the nature of the call to disarm the
prospect. Assuring them that you are not selling anything helps lower
their guard.
3. Script Line: "I actually work for [Insert Niche] Development Firm. We’re
conducting a quarterly market survey. Do you have 60 seconds?"
○ Explanation: Introduce your affiliation and the purpose of your call.
Asking for a specific and brief amount of time makes it easier for the
prospect to agree.

Qualifying the Prospect

4. Script Line: "You're an active real estate agent, correct?"

○ Explanation: Confirm that the person you are speaking to is in the
relevant niche to ensure you’re not wasting time on unqualified leads.

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Initial Questions

5. Script Line: "How are you currently generating leads?"

○ Explanation: Start with a question about their lead generation
methods. This is a situational question that opens up the conversation
and gathers useful information.
6. Script Line: "Are you happy with the quantity of leads you’re generating?"
○ Explanation: This follow-up question probes into their satisfaction,
setting the stage for identifying pain points.

Probing Questions

7. Script Line: "What exactly do you mean by that quality?"

○ Explanation: If they mention dissatisfaction with lead quality, ask for
clarification. This helps you understand their specific issues.
8. Script Line: "How long has this been an issue?"
○ Explanation: This question aims to gauge the duration of their pain
point, highlighting its significance.
9. Script Line: "Why do you think this problem has persisted?"
○ Explanation: Encourage the prospect to reflect on the causes of their
issues, which can provide deeper insights.

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Transition to Offer

10. Script Line: "If we were to roll out a new program where you only pay after
closing a listing, is that something you’d be interested in?"
○ Explanation: Present a compelling offer that addresses their pain
points. The no-risk nature of the offer (paying only after results) is
attractive and minimizes objections.

Scheduling the Follow-Up

11. Script Line: "Great! Let’s schedule a follow-up call. Can we set up a time in the
next 48 hours?"
○ Explanation: Always aim to schedule the next call within a short time
frame to maintain momentum and reduce the likelihood of a no-show.
12. Script Line: "What’s the best time for you in the next two days?"
○ Explanation: Be flexible but firm on the short scheduling window. This
creates a sense of urgency and increases the chance of the prospect
agreeing.

Finalizing the Call

13. Script Line: "I understand if you’re busy. We’ll just need about 15 minutes. How
about [suggest specific times]?"
○ Explanation: If the prospect hesitates, suggest specific times and
reiterate the short duration needed for the follow-up call.

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General Tips

● Energy and Pace: Maintain high energy and speak quickly, but clearly. The
goal is to keep the prospect engaged.
● Disarmament: Your primary goal in the first 15 seconds is to disarm the
prospect and make it easy for them to say yes.
● Data Collection: Take notes on their responses, especially about lead
generation methods and pain points. This information is crucial for refining
your offers.
● Follow-Up Timing: Never schedule a call more than 72 hours in advance to
avoid high no-show rates. If necessary, use the excuse of system limitations to
keep the scheduling tight.

Cold Call Script

Introduction

1. Caller: "Hey [Prospect's Name], this is [Your Name]."

2. Prospect: "Hey [Your Name], where are you calling from?"
3. Caller: "Hey [Prospect's Name], I just want to let you know this is a cold call,
but don’t worry, I don’t have anything to sell you. I actually work for a [Your
Niche] development firm that offers a multitude of services. The real reason
I’m reaching out is that we’re running a quarterly market survey. Can I have a
quick 60 seconds of your time?"

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Handling Objections

4. Prospect: "[Your Name], I’m really busy right now."

5. Caller: "[Prospect's Name], it will just be a quick 60 seconds."
6. Prospect: "Okay, [Your Name], you’ve got 60 seconds. What do you need?"
7. Caller: "What are you currently doing right now to generate leads?"
8. Prospect: "I’m using referrals and doing some [other method] as well."

Probing Questions

9. Caller: "Gotcha. How’s the quality of those leads for you?"

10. Prospect: "Well, they’re okay. The referrals are really good; the [other method]
leads are just okay."
11. Caller: "What do you mean by 'okay'?"
12. Prospect: "They just don’t have the kind of motivation I’m looking for. Many
have a long timeframe, and I get a lot of fake leads as well."
13. Caller: "Wow, how long has that been going on?"
14. Prospect: "It’s been about six months now since I started [other method]. It’s
been weird."
15. Caller: "Has that been a main issue for your operation?"
16. Prospect: "I wouldn’t say it’s the main issue, but better leads could help us
scale faster."

Pitch

17. Caller: "[Prospect's Name], if we were to roll out a new done-for-you lead
generation system where you only pay after a [your specific result, e.g., listing
closes], is that something you’d be interested in?"

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 18. Prospect: "Possibly."

Transition to Meeting

19. Caller: "Great! We’re rolling out this new program where you only pay when
you profit. You don’t pay for leads, appointments, only for the ad spend, and
only after the [specific result, e.g., listing closes]. Do you have a quick 15
minutes now to see if you qualify for the partnership?"
20. Prospect: "I actually have a few minutes now."

If No Time Available

21. Prospect: "No, I don’t have time now."

22. Caller: "What’s the best time in the next 48 hours to schedule a quick call?"
23. Prospect: "I’m really busy in the next couple of days. Maybe in four days?"
24. Caller: "[Prospect's Name], the system doesn’t let me book unless it’s within
the next 72 hours. Do you have time later today or tomorrow?"
25. Prospect: "I can do tomorrow at 4:30."
26. Caller: "Perfect, I’ll send you an invite now. Have a great day and speak with
you soon."

Closing

27. Caller: "Alright guys, you get the gist. The most important thing to remember
when cold calling is conviction and energy. This will not work if you’re calling
in a monotone voice. The more animated you are, the better. Practice this
script every morning before dialing and have it open in front of you at all
times. Now, let's get to calling!"

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