Skip to content If you’re a new real estate agent looking for cold calling tips that actually work—without sounding pushy or getting shut down—you’re in the right place.
The truth is, cold calling is still one of the fastest, most reliable ways to build a steady pipeline of listings. It’s used by top-producing agents across the country because it works.
But let’s be honest:
Cold calling can feel daunting if you don’t know what to say, who to call, or how to handle rejection. And if you’ve tried it once or twice without results, it’s easy to think that it doesn’t work.
In this article, you’ll discover 10 practical cold-calling tips tailored specifically for new real estate agents. These tips are designed to give you confidence to start prospecting on the phone to get results.
1. Shift Your Mindset: You’re Not Selling—You’re Solving
Most new agents freeze up because they think cold calling means selling—pitching your services and pushing for appointments.
The truth? The best agents don’t sell on the phone. They uncover motivation and offer solutions.
That means every call is a chance to discover who needs help. Are they frustrated because their home didn’t sell? Are they overwhelmed trying to sell it on their own? Are they stuck in pre-foreclosure and don’t know their options?
Instead of convincing someone to list with you, shift your focus:
- Ask the right questions.
- Listen for pain points.
- Position yourself as the professional who can help.
2. Use a Script—But Make It Sound Like You
Scripts aren’t about sounding robotic. They’re about having structure.
A strong script helps you guide the conversation, handle objections with confidence, and stay focused on your end goal: setting the listing appointment.
But here’s the catch—your tone and delivery matter just as much as the words.
Start by practicing REDX’s proven scripts from our Ultimate Script Bundle, then adapt the phrasing to match your natural speech. The more you practice, the more it will sound like you instead of a script.
Pro Tip: Mirror the lead’s energy. If they’re casual, match it. If they’re all business, get to the point quickly.
3. Engage in Role-Playing Sessions
If you’re nervous about saying the wrong thing, you’re not alone. Practicing your scripts is the best way to fine-tune and make them your own.
Find a role-play partner—another agent, a mentor, or someone from your office—and run through your scripts out loud. Focus on tone, pacing, objection handling, and transitions.
Role-playing lets you:
- Get instant feedback
- Catch awkward phrasing
- Build muscle memory for real conversations
Set a goal to practice 2–3 times per week. The agents who role-play consistently are the ones who sound confident and convert leads on real calls.
Where to Find Prospecting Roleplay Partners
If you don’t have an easy way to practice your prospecting scripts on your own, you might want to check out our guide on the best places to find roleplay partners. In short, there are three places you should look when looking for a roleplay partner.
- Facebook Groups: There are dozens of Facebook groups, even local ones, with people just like you who need roleplay partners.
- Local Teams: Real estate teams are becoming more and more popular these days. Joining a team might give you more than just roleplay resources.
- REDX Roleplay System: Did you know REDX has a dedicated roleplay line? Any REDX customer can take advantage of this practice line. Call our customer service center to learn more.
4. Know Who You’re Calling—And Why
Cold calling works best when you’re strategic. Not every lead is created equal. Check out our guide on where to find the best real estate leads here. In short, the best leads are the ones that are actively looking for solutions.
REDX gives you access to high-intent lead types that are actively looking for solutions:
- Expired Listings: The home didn’t sell. They’re frustrated. 43% relist within 30 days.
- FSBOs: They want to sell but don’t want to pay commission—yet often end up listing anyway.
- Pre-Foreclosures: Facing financial stress and often need a fast solution.
- GeoLeads: Great for farming specific neighborhoods and uncovering move-up buyers.
With REDX, you can filter by price, location, and urgency—so you’re always making the highest-value calls.
“REDX allows me to further my reach and increase my income. Best of all, I am able to help other people every day.” – John T., REDX Customer
5. Time-Block Your Prospecting—and Protect It
The agents who succeed at cold calling don’t “fit it in when they have time.” They schedule it—and treat it like the most important appointment of the day.
Start with just one hour a day. Mornings between 9–11 a.m. or evenings from 4–6 p.m. tend to yield the highest contact rates.
Put it on your calendar. Turn off notifications. Let your family and teammates know you’re unavailable.
“If it’s not in the calendar, it’s not real.” – Tyler Fenn, REDX Bootcamp
6. Embrace Rejection: It’s Not About You
Here’s the truth: Not everyone is going to say yes.
And that’s okay.
The agents who win in real estate are the ones who don’t take rejection personally. Instead, they see every “no” as a step closer to a “yes.” They keep going—even when it’s uncomfortable.
But if you still find yourself experiencing call anxiety, you may want to check out our common remedies for calling anxiety. Remember that confidence doesn’t come from talent. It comes from repetition.
7. Follow Up Like a Pro
Most agents give up too soon. But seasoned prospectors know the secret: The money is in the follow-up.
It’s true. According to Invescpro, more than 80% of business in sales is done in the follow up.
Set reminders. Send personal follow-up texts. Drop a quick “just checking in” voicemail. If you want consistent listings, you need consistent follow-up.
Tools like Vortex and the Power Dialer help you stay on top of every lead, so nothing falls through the cracks. We also recently announced a bunch of integrations with popular real estate CRMs so you can easily follow up with your leads.
8. Track Your Numbers Religiously
If you’re not tracking your calls, you’re guessing—and guessing isn’t a strategy.
Successful cold callers treat their prospecting like a science. They don’t rely on luck. They rely on data. Because when you know your numbers, you gain control over your outcomes.
Start by tracking the basics:
- how many calls you make
- how many people you speak with
- how many appointments you set
- how many listings you take
These numbers might feel small at first, but they add up—and they tell a story. That story shows you what’s working, where you’re losing opportunities, and how to improve.
Take Joe Rosen, for example—a REDX agent who tracked every part of his process. After hundreds of calls, he learned that it took him 708 total dials to convert a cold call into a closed transaction. That number didn’t discourage him—it empowered him. It gave him a daily target. If he wanted one closing per month, he knew exactly how many calls he needed to make.
Tracking like this helps you move from uncertainty to predictability. You stop hoping for business and start building it with confidence.
“Once I knew my numbers, everything changed. I could predict my business, not just hope for it.” – Joe Rosen, REDX Customer
Whether you use a CRM, spreadsheet, or good old-fashioned notebook, the key is consistency. Make it part of your daily routine. Because in this business, what gets measured gets mastered.
9. Get Comfortable Being Uncomfortable
Cold calling won’t always feel natural. But you’ll never grow your business from your comfort zone.
The agents earning $250K+ per year are the ones who pick up the phone even when they don’t feel like it. Because they know that discipline leads to results.
“REDX is the reason I’m currently the #2 agent out of over 1000. I’m selling more than teams of five—without an assistant.” – Rocky Wright, REDX Customer
10. Use the Right Tools to Stay Consistent
The difference between dabbling and dominating? Having the right tools.
REDX gives you:
- Verified phone numbers
- Expireds, FSBOs, GeoLeads, and more
- An integrated dialer to triple your call volume
- Pre-built scripts and objection handlers
“REDX helps me get the numbers to call sellers so I can get on listing appointments, take new listings, and make money.” – Derek Lipski, REDX Customer
Bonus Tip: The 3 C’s of Cold Calling
If you only remember one thing from this list of cold calling tips, make it this: success comes down to the 3 C’s—Clarity, Consistency, and Confidence.
Clarity: Know What You’re Saying and Why It Matters
Before you even pick up the phone, you need a clear goal for the conversation. Are you calling to set a listing appointment? To uncover motivation? To introduce yourself as a market expert?
Clarity also means knowing how to open the call, ask better questions, and transition to a close. This is where a good script (like REDX’s Ultimate Script Bundle) becomes your best friend. It helps you stay focused, avoid rambling, and make your message relevant to the homeowner.
Pro Tip: Practice your opening line until it rolls off your tongue naturally. Your first 10 seconds either earn attention—or end the call.
Consistency: Make the Calls, Even When You Don’t Feel Like It
You can have the best script and the perfect pitch—but if you’re not making calls daily or weekly, you’re just hoping for results.
The top agents don’t cold call when they feel like it. They cold call because it’s on their schedule.
Block out dedicated time on your calendar. Treat it like a showing or a listing appointment—because that’s what it leads to.
“I built a six-figure business in less than a year, just by staying consistent with my calls.” – Sylvia Albers, REDX Customer
Confidence: Deliver Your Message with Authority
Here’s the truth: confidence doesn’t come before the calls—it comes because of the calls.
Every conversation you have builds your confidence. Every “no” you hear sharpens your skills. Confidence isn’t about being fearless—it’s about showing up prepared and trusting the process.
When you speak with certainty, people notice. Your tone, pace, and posture (yes, even on the phone) communicate whether or not someone should take you seriously.
REDX Pro Tip: Smile when you talk. It’s not just a cliché—it actually changes your tone and makes you sound more positive and confident.
Final Word: You Don’t Need to Be Perfect—You Just Need to Start
Cold calling isn’t about magic scripts or fearless agents. It’s about commitment, practice, and persistence.
If you follow these 10 tips—and leverage REDX to simplify the process—you’ll build a system that brings in listings consistently, month after month.
Ready to Take the First Step?
Let’s get you on the phone—and into more listing appointments.
