No one likes cold calling – or being cold called. But when you put the right amount of research up front, making the calls feel a lot warmer and getting the appointment is a lot easier. For Jacqueline Hill, that research has been the secret to success.

In mid-2022 Jacqueline Hill took a step back to look at her sales distribution. Lots of buyers and not enough sellers. It may have worked to this point, but it was becoming unsustainable, and it definitely wasn’t scaleable. Jacqueline needed more listings.

She’d briefly experimented with circle prospecting three years earlier and it didn’t work. But now Jacqueline thought maybe circle prospecting wasn’t the problem. Maybe she just hadn’t worked hard enough. Or clever enough. This time she would match it with unrelenting determination and a new approach. She considered what Tom says: “No one cares about how you feel or what you like; the crucial aspect is getting things done.”

So what would be the new approach? She needed to learn what to say and who to call, take notes on what works and what doesn’t, and make changes accordingly. And most importantly of all: she would do preliminary research on those she was going to call. This runs counter to simply powering through numbers, but it has proved to be her secret sauce. With a bit of research going in, Jacqueline proved to be an expert at building rapport and getting conversions.

Since beginning this method, her notebook has evolved into a set of SOPs ensuring consistency and efficiency in her approach. If it works, repeat. If it doesn’t, adjust.

The result? No more endless, fatiguing dependence on buyers. More listings, more balance, and a much more scalable business.

• Start with hotsheets. Focus on subdivisions with high turnover rates.
• Compile a contact list the night before.
• Note the duration of the prospect’s time in the house and their specific pain points (up to 1.5 hours).
• Research social media to identify what’s going on in their lives, like graduations, divorces, births, you name it. It helps her tailor her approach to conversations.
• Use Remine. Consider tax records and look for missed mortgage payments. (Yes, you can find that in Remine.)

• If it’s Jacqueline’s Listing
• “Hi, this is Jacque Hill with Berkshire Hathaway. I’m about to list 123 Main Street. I haven’t even placed the sign in the yard yet, but I wanted to give you the opportunity to pick your next neighbor. Do you have friends or family that would love to live in your neighborhood? Let me know before I place the sign in the yard.”
• If it’s another agent’s listing
• “Hi, this is Jacque Hill with Berkshire Hathaway. 123 Main Street just went under contract for $800,000. My buyer missed out on the opportunity to purchase in your neighborhood. Have you heard any of your neighbors talking about selling?

• Upon securing an appointment, do further research on the homeowner. Learn about their children, life events, pets – whatever will help you build a connection. And, when it’s suitable, bring a small token of care: treats for the dog, coloring books for the kids, even flowers if you happen to call on an anniversary.

• For those who don’t sign immediately, stay in contact through videos, phone calls, emails, handwritten notes, and small gifts.