Tony,

I must take the contrarian view. If you fear cold-calling and don't like it don't do it. There are many other ways to build your business. It's your business do it your way.

I haven't made a cold call in over 10 years. I used to be with Coldwell Banker too. They push cold calling. Floyd Wickman and Mike Ferry training reading scripts and cold calling total strangers on Saturday morning. I was pretty good at it because before real estate I was in ad sales and did most of my business over the phone but it was B2B calling advertisers at their office. Calling people at home is an intrusion. Ever since they passed the Federal DO NOT CALL law I got turned off. My friends and family told me they hate telemarketers.

In my opinion it's a very old fashioned sales method. I love real estate but I would hate it if I had to force myself to make cold calls. I consider FSBO's and Expired more warm calls since they are trying to sell. I prefer calling expireds because they're ready to list.

Personally, I would never list my home with a total stranger soliciting me over the phone out of the blue. I hang up on telemarketers disturbing me.

I knew I needed  something to generate leads because I wouldn't buy into cold-calling so I started blogging 10 years ago. Best business decision I ever made. (The Mike Ferry trainer laughed at me that I had a blog now they train in blogging HA!) but my blog started pulling in business.

 Instead of pushing (begging for business) calling strangers from the Cole directory I pull in business.  I get calls from sellers that say: "I've been following you online for months, I knew I was going to list with you." They feel they already know me.

You're a young guy in high tech Bellingham WA. In my opinion forget "old-school" go more today-high tech, blogging, social media, e-newsletters, put up profiles establish your Internet footprint work your sphere, make videos.  Find a niche in the market and become an expert by blogging about it.

The buyers and sellers will start to come to you. You may  enjoy it. I love blogging, technology, networking, social media and meeting people. I love open houses but I rather eat glass than make cold calls. 

Pick it up, put it to your ear, begin speaking while standing, not sitting and do not use a script!

Just do it. Do not think. After a few times, you'll get used to it and become better. It is ( again) like learning riding a bicycle:) Good luck. 

I would continue to do what you're comfortable with. If you have zero interest in cold calling, then I would use your energy in other areas. I don't do any cold calling. It's not for everyone. If you really must do it, then have you thought about hiring a virtual assistant to do the calls for you? 

remember that the phone is not as heavy as your mortgage

and set your daily quota low until you get more comfortable with the phone

Just pick up the phone and do it...

Try and work leads that are somewhat local to you. Call, introduce yourself, your company and your location--establishing that you are close by is paramont.....Forget about asking them how they are--just get to business.

"Hello, this is Tony with Coldwell Banker in Bellingham and I'm following up on your inquiry about real estate. HOW CAN I HELP YOU?

I borrowed that last line from the Dog Whisperer--he uses it on every show. It's the most effective and powerful question you will ever ask a prospect--it gets them talking...Next,  you do the listening...

From there on it's a piece of cake. I only chase warm leads--but when I get going, it's almost like an addiction--I start hitting one after the other like crazy....It becomes quite effortless...

Foget all the silly scripts out there. Keep it quick and simple:

• Your name
• Which firm are you with and your location
• "How can I Help you"
• Be silent and let them talk

Now it's easy as pie...

Just do it is one answer. Are you talking about following up with people or cold calling. I "fear" the phone as well when it comes to cold calling and don't do it.

What Mitchell J Hall said...

 Tony, just pick the damn thing up.

Tony, this is one where you just have to get over it!

Two options,

1. just Do It.

2. Find someone to delegate this portion of your business, there are plenty of people out there who love to talk on the phone, finde one, train them well and get ready for the schedule that they will fill for you.

My first broker told me, "I knew you'd have a knack for cold-calling" -- 20+ years on a radio mic and GETTING cold-called will do that to ya. But I HATE it. It's one of my least favorite things. So you're not alone. The trick is to a. role play to teach you to think on your feet. b. KNOW YOUR PRODUCT and come from a place of tipping off a new friend about a great opportunity. c. imagine your recipient wearing a purple teddy and feather boa stillettos or somesuch silliness. d. breathe.

I don't like scripts.  I want to speak from my heart, and be myself.  I might stand up and pace around but the more you do it, the more comfortable you will be.  Let your own personality shine through.  

Tony Hoefakker just dive pick up the phone and call. Might help you to stand up and pace if you are Nervous Whatever works. It's not as bad as door knocking!

Practice makes perfect. Good luck to you Tony.

Just do it and by repetition "you shall overcome". Think of some of the most hilarious stuff just before making those calls.

There is one program called "dialing naked" to help with this.

There are some great answers here so far.  I'm going to throw my two cents in the ring.  

If it's cold calling, I wouldn't recommend it.  It's annoying to those receiving calls and as soon as you announce that you're a Realtor their guard is going to go up.  Plus I think in today's day and age it's rude.  

If it's a fear of calling a lead and sounding stupid...  you better just get it over with because it's going to happen.  

I remember when I was new I was terrified when somebody entered my open house.  What if they figure out I'm new?  What if they realize that I don't really know what I'm talking about because of my lack of knowledge due to no time in the business?  What if I say something stupid?  

All of them happened multiple times.  After a while my knowledge, experience, and confidence grew.  The quicker you get it over with the better it's going to be.  Best of luck Tony!  

Take a depp breath, dial the number and go for it! The more you do it, the easier it becomes!

I do not have a problem calling people who provided their phone number.

Good morning Tony. It takes a bit of practice, what worked best for me was to put a mirror in front of me, it didn't take me long to decide what I wanted to look like and them sound like.

Phones are easy! whats the worst that can happen? they hang up on you? they cant bite you! and you are young you can adapt... also you can text...after the first call! Good Luck to you!

Make like NIKE...

     Familiarize yourself with the Federal (and any State or local) "Do Not Call Lists".

     After passing over those names, just pick up the phone and call.  You may think that they are going to curse you out, hang up, slam the phone down... but you will be surprised how many FSBOs and Expireds, etc. will chat away with you.

     Make those calls!

I suspect it's like anything else we don't like or want to do...just do it. But practicing some scripts or at least having a good sense of what you want to say up front will help. And know your business - your confidence in your market and the buying and selling process will help

Practice with friends or family until you are more comfortable making cold calls.

Start knocking on doors! 

Try calling some expired listings that you really don't care if you get.. Don't use a script. Ask the seller "do you still want to sell your home "and the conversation will develop from there. If the person you call is rude to you just remember that its not personal and move on to the next call. After a while it gets easier.

I hate it too. But I make make myself do it. The more you do the easier it becomes.

Stop looking at each call as a make or break situation. You're trying to make a connection and they can't all be immediate action. Find some common ground and follow up within 30 days or you'll lose any rapport established. Short term success is a rarity this is for the long haul, years in fact.  

Took me a while and I still shy away from calling unless I'm returning a call. You got some great advise on here. Relax and practice, you will do fine once you get started. 

Get to know a loan originator. Once you knwo each other pretty well you will feel comfortable enough to ask a lot of questions and not feel like you are asking silly questions.  The loan originator will regularly have pre-approved clients they may refer to you.

In telephoning, it is the first 5 seconds that are the worst. After that you are home free. 

The good news is you don't need to use those kinds of leads.  Generate your leads in other ways... ways where you network in person, through digital media, or by mail.  

Blogging is a great way to generate online leads and you don't need to "talk" to the people until you have established a relationship.  

Specificially regarding your question about the phone: just do it, and the fear should pass.  The main thing is to not get discouraged by minimal results.  The success statistics with online leads is extremely low.  There are more beneficial ways to generate leads.

Call reluctance is real.  The best way is to just pick up the phone, dial and hope someone answers (instead of hoping for the vmail - c'mon you've done this lol).  I speak to everyone like they were already my friends and I've been told that I sound trustworthy and likable from the first call (which I am ).  I don't read a script (its so obvious) - I just have a friendly conversation.  It's fun to have the gift of gab!  I much rather use the phone to talk to someone than text or email.  So much better!

I'm very impressed by Mitchell J Hall's answer.  

you need to just build your self confidence and once you understand that you know more than they know, you'll make that call...

Do what Nike said- Just do it;)  Good luck!!!

Pick up the phone and make the calls. I have not received any reports regarding sickness or death from making phone calls.

Stay on the phone until your appointment schedule is full.

I think the phone is easier than in person, but practice with friends and past clients.  It is a necessary evil.

Tony Hoefakker Don't do anything you aren't comfortable doing. If you do any cold calling make sure you adhere to the Do Not Call list.

Look for the AR GROUP - Real Estate Sales and join it . There are many helpful posts contained there !!!

JUST DO IT!!!

Have a bigger fear of being broke.  You are going to get a lot of rejection just expect it.  Some good advice I received when I first got started:

Some will, some wont, so what, next.

I used to feel like that, didn't feel I could be as persuasive on the phone as I could in person. And that actually ended up working for me. Now I am the "cold call queen", will walk in anywhere and start a conversation with anyone. But that also made me better on the phone eventually, I had the script DOWN.

Bribe yourself to just pick up the phone.  

I haven't.  I find other ways that I like to do.  I hate getting cold calls myself and I won't be a hypocrite.  

I might suggest one thing.  If you don't have any listings, borrow one listing.  Call all the neighbors and ask if they can help out their neighbor sell and ask if they know of anyone who is thinking of buying.  You are helping the seller and you are coming from a helpful frame of mind.

Have you thought about door knocking?  Getting face to face with people might be your strong point.  When they answer the door, immediately say "No I'm not here to ask for your vote"  That usually gets at least a smile.