Cold calling remains one of the most effective ways for real estate investors to reach motivated sellers directly. This guide breaks down a proven system used by John Wahib, a cold calling expert managing 60+ callers, and shows you how to apply it whether you're a solo investor or building a team.
What Is Cold Calling in Real Estate and Why Does It Still Work?
Cold calling in real estate means calling property owners directly to ask if they’re open to selling. It’s a proactive lead generation method that gives investors early access to off-market deals.
Why does it still work?
Cold calling lets you start real conversations with sellers before they raise their hands through ads or listing sites. When paired with quality data and a clear system, it becomes a consistent pipeline for leads.
Want to Hear the Full Interview with John Wahib? In this episode of the DealMachine Real Estate Investing Podcast, John shares exactly how his team of 60+ cold callers generates thousands of live conversations every day, and how any investor can apply the same approach. Watch the full episode below:
How Many Cold Calls Do Real Estate Investors Make to Get a Deal?
John Wahib's team has dialed the numbers — literally. Here’s what you can expect based on their results:
- 250–300 live conversations/day per caller
- 1–3 qualified leads/day
- ~40 qualified leads/month
Lead Breakdown:
- 60% Cold: May sell later, require nurturing
- 30% Warm: Interested but not urgent
- 10% Hot: Ready to talk offers now
It typically takes 65–75 qualified leads to produce 2 signed contracts, which means one deal about every 6 weeks per dedicated caller.
What Makes the First 20 Seconds of a Cold Call So Important?
Most property owners decide whether to stay on the phone within 15–20 seconds. A confident, direct introduction builds trust and keeps them from hanging up.
Avoid:
- Asking, “Do you have a minute?”
- Sounding uncertain: “Is this David?”
Instead, say:
“Hi David, this is John from Florida Home Buyers. I’m calling about your property at 123 Main Street, have you thought about selling now or in the near future?”
This phrasing:
- Uses the owner’s name and property
- States who you are and why you're calling
- Sounds clear and respectful, not salesy
How Does Data Quality Impact Cold Calling Results?
Bad data = wrong numbers, voicemails, and wasted time
Good data = live conversations and real leads
John’s team uses skip-traced data from DealMachine, allowing:
- Better filters by zip code or property type
- Real-time list exports
- CRM integration for cleaner workflows
- Fewer wrong numbers and higher pickup rates
Pro tip: Always use verified data and update it monthly to avoid burnout from dead lists.
Should Real Estate Investors Cold Call or Outsource It?
It depends on whether you have more time or more money.
If You Cold Call Yourself:
- Low upfront cost
- High time investment
- Great for learning scripts and tone
If You Outsource:
- ~$1,300/month for a trained caller
- Includes tools, CRM, and quality coaching
- Frees you to focus on negotiation and closing
John’s clients typically see 40 qualified leads/month per caller. One closed deal often pays for 2–3 months of service.
How Do You Build a Cold Calling Operation That Scales?
John manages 60+ cold callers, but his framework works at any size.
Key Roles:
- Callers: Make calls, qualify leads
- Account Managers: Monitor tone, pacing, and metrics
- Audition Team: Trains new hires and sharpens delivery
- Quality Control: Reviews leads before passing them to investors
Hiring Filters:
- Fluent English with neutral tone
- Reliable internet and clear audio
- Strong listening and confidence
- Training and test calls before going live
System + accountability = consistency.
What’s the Most Effective Real Estate Cold Calling Script?
Simple, Direct Opener:
“Hi [Name], this is [You] from [Company]. I’m calling about your property at [Address]. We recently bought a home nearby and are looking to buy more. Have you thought about selling now or in the near future?”
If the seller is open, ask:
- What's your timeline to sell?
- Does the property need any repairs?
- Who else is involved in the decision?
- Why are you thinking of selling?
The goal isn’t to close, it’s to qualify and pass strong leads to your CRM.
Why Hiring Bilingual Cold Callers Can Give You a Competitive Edge
In areas like Texas or California, having Spanish-speaking cold callers helps you:
- Reach sellers others can’t
- Build trust with bilingual communities
- Increase lead volume with less competition
Yes, they may cost slightly more, but the ROI is often higher.
What Should Real Estate Investors Track from Cold Calling?
To improve performance, track:
- Daily live conversations per caller
- Qualified leads per day/week
- Lead-to-contract rate
- Speed of follow-up on hot/warm leads
- Retention or churn rate of callers
If lead flow drops, check:
- Is the list stale?
- Are numbers showing as spam?
- Has the cold calling script changed recently?
FAQ
How many calls does it take to get a real estate deal through cold calling?
It typically takes 65–75 qualified leads to close 2 contracts, which requires thousands of dial attempts and 5,000+ live conversations per month.
What’s the average cost to outsource real estate cold calling?
About $1,300 per month for one trained caller, including CRM and data tools. One deal at a $10K assignment fee more than covers this cost.
Is cold calling still effective for real estate in 2026?
Yes. Cold calling continues to deliver consistent seller leads, especially when backed by clean data, a clear script, and strong follow-up systems.
Should I cold call myself or hire someone?
If you’re just starting and have time, cold call yourself. If you want to scale faster and free up time, outsource to trained callers.
What’s the most important part of a cold calling script?
The first 20 seconds. Be clear, polite, and mention the property upfront to avoid sounding like a telemarketer.
Final Takeaway: Is Cold Calling Worth It in 2026?
Yes, when done correctly.
Cold calling helps investors control the lead process, speak directly with sellers, and generate a consistent pipeline of motivated leads.
Key Tips:
- Focus on the first 20 seconds
- Use accurate, updated data
- Track every call and lead
- Train callers or yourself on tone and scripts
- Stay consistent because most success comes over weeks, not days
Whether you’re a solo investor dialing daily or ready to scale with a trained team, cold calling can still drive real estate deals, one conversation at a time.
