How to Make Real Estate Recruiting Cold Calls

Cold calling real estate agents remains one of the most effective recruiting methods.
If you don’t have the time or interest to make the calls yourself, you can always use an appointment setting service like ours. But if you plan to handle the calling in-house, here are a few key tips:

1. Use a dialing platform — and pair it with a CRM if necessary

You don’t want to use your cell phone or an office phone to make recruiting calls because people will block it or report it as spam. Instead, you want to use a dialing platform where you can purchase local numbers and rotate them as necessary.

Ideally, choose a system that includes basic CRM features: the ability to take notes, schedule follow-ups, and send emails. If your dialing platform lacks CRM capability, pair it with a simple, separate CRM to manage your pipeline effectively.

2. Use a clear, direct script

Prepare concise talking points to handle objections and highlight the value you offer agents. Avoid generic phrases and clichés. While tools like ChatGPT can assist with scripting, be cautious of overly salesy language that may sound inauthentic.

Most importantly, be upfront that it’s a recruiting call. Too often, agents show up to appointments without realizing it’s a recruitment conversation because it wasn’t made clear upfront. Transparency builds trust.

3. Understand recording laws

If you’re in a two-party consent state, do not record your calls. Starting a call by announcing it's being recorded often leads to immediate hang-ups. Look up your state’s recording laws and proceed cautiously if you plan to record.

4. Respect timing and tone

If an agent declines a meeting, give them space. Calling again too soon — whether later that month or the next — often results in opt-out requests or complaints.

Similarly, avoid being overly aggressive. Pushing too hard on the phone can lead to agents agreeing to appointments just to end the call, only to cancel or no-show later. Aim for a balance: attempt to overcome objections once or twice, but if it’s clear they’re not interested, politely end the call.