This always seems like such a hard thing to do. How can cold calling be easier? Are there some good scripts you use to make this an effective marketing strategy?

I have been in sales for over 20yrs. I've been a LO for about 3yrs.
I really am a shy person and if you do this with another person it's safer. I wrote a letter to people in my neighborhood. I said that since they were my neighbors I wanted to give them a gift. If they would like them to help me with refinancing their home or if they were just renting I could help them get into a home they can call their own. I also can help anyone over age 62 and need money or not have a mortgage payment I can help them. As a gift I will pay for their Credit Report or in some instances their appraisal. I have to do it again because my pipeline was full for a while. I would change it for different sections of the community.

Some people love it, most people hate it and rightfully so.

An unexpected call is something everyone dislikes especially if you're being
sold a product you don't know from aperson you don't know.

Here is a strategy you can try and has been working real good for me for quite some time.

Never cold call, simple yet effective.
Instead find a way to mail a letter or note card informing them
who you are and what you do, make sure to mention you will
be following up on a certain day.
The key to success in this campaign is to make sure you follow up on the day you said.

Don't just ask for business, but inform how can you help them in their business.

People love to talk about themselves, so let them talk and as you listen
they will begin to like you.
Try the opposite and watch yourself sink.

You can try this with realtors, CPA's , attorneys, and any referral partner
you're interested in forming a new business alliance with.

simple and effective.

Another idea that may help is a sort of hybrid I picked up from Dave Bartels.

When you're making the contact, go ahead and assume that the person you are talking to is well qualified and has chosen you for their business. This will help your attitude and demeanor.

If you find that you want to add cold calling to your list of business pillars
you want to make sure that you're well rehearsed.

Vince Lomardi said it best "Real Pros Practice The Most.

Know your script, know your objections and understand that you when you replace fear or call reluctance with skill you can achieve your goals.

I have some awsome scripts that make it a little easier, but the easiest thing to do is to develop a list that has "warmth" to it. Find a common denomenator in your list- are your people all business owners? renters? owners of their home 3-5 years?

Whatever you can find that makes them common (and maybe there isn't just ONE thing-so maybe you need to break the list down a bit)-and use that as your lead in.

"Hey Mr Susa, this is Lisa calling from First Pacific Mortgage out here in Portland. I had a sweet idea that I thought I would call and share with you- I think it might bring you a little more business. Can I have just a second of your time?"

Most people are going to take a minute- if they own their own business, they are always interested in finding out how to take it to the next level. And have a plan..what are you offering? Make it a real benefit. Like a review of their financial situtation- or a credit check-up or something other than sounding like you are trying to cram a mortgage down their throat.

If they say they don't have time- say that you understand and ask for a better time to call them back , when they would have a minute you could share with them.

The key is not trying to figure them out, but figure out what you have in common with them. You only have one chance to make the first impression and you only have a few seconds to make the first impression last!

Best of luck!

Good Script
Lorenzy Gordon