Cold calling realtor recruiting leads remains one of the most effective ways of initiating conversations with experienced agents, communicating your value proposition, and eventually scheduling right-fit intro calls. Using the proper messaging and technique, a brief phone call can create genuine interest and lead into qualified recruiting appointments.
This guide will lead you step by step through each of the steps necessary to produce an efficient cold calling program for realtor recruitment. You will observe how to:
- Build and qualify a focused call list
- Establish opening scripts that resonate with seasoned agents
- Use objection-handling templates to overcome resistance
- Structure calls to set subsequent steps
- Train your agents and monitor performance
- Scale the process with effectiveness and consistency
If your brokerage requires ongoing recruiting steam, purpose dialing—especially to experienced agents—can’t be ignored. Let’s begin.
Contents
Why Cold Calling Remains Effective for Realtor Recruitment
These days, with all the technological advances, phone calls are heard louder. While emails are opened but not read, and LinkedIn messages remain unseen, a live voice and genuine opportunity create instant rapport. Cold calling also allows you to:
- Personalize the interaction with live responses
- Control the flow of the conversation and resolve issues in the moment
- Qualify high-intent agents in minutes
- Book meetings directly, eliminating wasteful follow-up
Cold calling realtor recruitment leads is a scalable and repeatable stream of agent additions when done correctly.
Building a Targeted Calling List
Effective cold calling starts with an exceptional list. You must target agents who are a good fit for your ideal fit profile. Consider targeting:
- Experience level: Target agents with a few years of production
- Company affiliation: Call competitor brokerage or boutique firm representatives
- Market location: Call zip codes or markets where your brokerage seeks expansion
- Public activity: Call recently closed deal or expanded web presence agents
You can create lists through your CRM, agent databases, LinkedIn Sales Navigator, or third-party data providers. After gathering, add name, cell phone, current brokerage, and production metrics to each record.
Writing Your Opening Script
First impressions count. You’ve got seconds to grab the person. Try this script and it will get you on the right path:
“Hi [Agent Name], my name is [Your Name] and I’m with [Your Brokerage]. I saw that you’re one of the top-producing agents in [City]. I called because we have a couple of established producers joining our team this quarter and I wanted to make sure you heard about it.”
Why it works
- Personalizes with name and market
- Recognizes their accomplishment
- Indicates exclusivity and value
Follow-up question:
Do you have time for a quick chat to explore whether this could be a good opportunity for you?
That second sentence sets expectations and transitions into qualification.
Qualifying with Empathy and Curiosity
Once you’re on the phone, jump right in with some rapport-building questions:
- What’s going well in your life lately?
- What type of support are you seeking to discover with a brokerage?
- How are your training, tech stack, and leads?
These questions show you care, allow you to measure fit, and help you listen for indications that they may be exploring.
Use a Growth and Value Oriented Script
Higher-performing agents care about business, brand, and profit margins. Below is a second call segment script for that segment:
“Most of the agents we talk to report that their leads are starting to dry up and their marketing return is flat. What we offer is consistent lead flow, proven tech platform, and coach-like marketing guidance. How would that help your business if those were on your radar?”
Follow up with:
“Would you like a 20-minute intro call to see how it can help you?”
Handling Common Objections
Cold calling gains are a function of learning how to respond to common pushbacks:
- Pushback: “I’m happy where I am.”
Response: “That’s great to hear. Out of curiosity, if there were a tool or support system that would enable you to close 5–10% more business per month, would you at least like to learn more?” - Pushback: “We’re happy with our brokerage.”
Response: “Absolutely. All of the agents I speak with say the same thing until they hear about the difference. If I can show you a few ways that we help agents get more leads and retain theirs, would you be open to a quick intro call?” - Objection: “I don’t have time.”
Response: “I get that. The call won’t last longer than 15 minutes. And if it’s not possible, you leave without a loss. At least you’ll know you’ve tried all your avenues.”
Closing and Book the Intro Call
Once they’re warmed up, transition to booking:
“Great. I have [date/time] and [date/time] available for a brief call. Which is better for you?”
Confirm logistics and then send a calendar invite and a quick summary email.
Training Your Team for Consistency
To scale the process, script out and provide periodic training:
- Run role play sessions
- Maintain a library of scripts with openings, qualifiers, objections, and closes
- Offer call recordings (GDPR compliant) to highlight top performers
- Offer ongoing coaching and encouragement
You can also link incentives to booked calls plus qualified results to drive performance.
Measuring Performance and KPIs
Measurement of results is the driver of further improvement. Measure and adjust with:
- Calls made per rep per day
- Connect rate (% of answered calls)
- Conversion rate to booked intro calls
- Qualified lead rate
- Appointments kept
- Hires generated from calls
Refine scripts, talk tracks, and follow-up based on performance metrics over time.
Scaling the Strategy
Scale your cold calling strategy by:
- Growing target markets by performance
- Dividing lists for specialization (new agents, high producers, location)
- Installing outbound dialers and workflows
- Pairing calls with Email or SMS follow-up sequences
- Evidence of new messaging or segments penetrating new audiences
A structured, systematic cold calling platform is an anchor outreach channel in your recruitment engine.
Putting It All Together: Campaign Workflow
Your workflow may be the following:
- Collect and enrich new target agent list on a weekly basis
- Call every name 3–5 times with voice message rotation
- Log activity and score level of interest
- Schedule intro calls and update CRM status
- Send reminder email with agenda
- Participate in intro call, qualify and invite to next step
- Enroll unqualified brokers into nurture programs
Even with just 5–10% of the calls booking a call, with high activity you create a predictable appointment stream.
Hosting a Cold-Call Workshop for Your Brokerage
We recommend hosting a live workshop to get your team on board:
- Walkthrough call scripts for senior and veteran agents
- Practice handling objections in real time
- Role play wrap-up and booking scenarios
- Set expectations for KPIs, rhythm, and accountability
- Provide live coaching and feedback loops
Having a structured session builds confidence and creates ownership.
Madison Hendrix
Madison has worked in SEO and content writing at Abstrakt for over 5 years and has become a certified lead generation expert through her hours upon hours of research to identify the best possible strategies for companies to grow within our niche industry target audiences. An early adopter of AIO (A.I. Optimization) with many organic search accolades - she brings a unique level of expertise to Abstrakt providing helpful info to all of our core audiences.
