Cold Calling Setup for Real Estate Wholesalers: Complete Guide

Why Cold Calling Works

Cold calling is one of the most direct ways to reach motivated sellers. While many wholesalers rely on direct mail, cold calling lets you:

• Have real conversations — Build rapport and understand seller situations
• Get immediate feedback — Know right away if there's interest
• Control your pipeline — More calls = more deals
• Stand out from competitors — Most investors only send mail

Yes, it's uncomfortable at first. But the wholesalers making the most money are almost always the ones making the most calls.

Essential Gear

Before you start dialing, set up your workspace for success.

Headset (Required)

A quality wireless headset is non-negotiable. You'll be on the phone for hours—comfort and audio quality matter.

The Leitner LH270 is our top pick for cold callers:

• Wireless freedom to move around
• Noise-canceling microphone
• 12-hour battery life
• Comfortable for long sessions

The Jabra Evolve2 65 is a premium alternative with excellent build quality.

Dialer Software

A power dialer dramatically increases your call volume. Instead of manually dialing each number, the system dials multiple lines and connects you to live answers.

Popular options:

• Mojo Dialer — Industry standard for real estate
• BatchDialer — Good for teams
• PhoneBurner — Cloud-based, easy to use
• Call Tools — Budget-friendly option

Most dialers integrate with CRMs and let you track metrics, record calls, and manage follow-ups.

CRM System

Track every contact, conversation, and follow-up task. Options include:

• Podio — Highly customizable, popular with wholesalers
• REI BlackBook — Built for real estate investors
• Follow Up Boss — Clean interface, good automation

Your Cold Calling Script

Don't sound like a robot, but do have a framework. Here's a proven structure:

Opening

"Hi, I'm looking for [Owner Name]. Is this [Owner Name]?"

Wait for confirmation

"Great! My name is [Your Name], I'm a local real estate investor here in San Antonio. I was calling because I noticed you own the property at [Address]. I'm interested in buying houses in that area—is that something you'd ever consider?"

If They Say "Maybe" or "Tell Me More"

"Perfect. So what I do is buy houses as-is, meaning you wouldn't need to fix anything, clean anything, or even move out your stuff if you don't want to. I pay cash and can close quickly. Is that something that might work for you?"

Qualifying Questions

If they're interested, dig deeper:

• "What's your current situation with the property?"
• "Are you living there or is it a rental?"
• "Is there a mortgage on the property?"
• "What would you need to get out of the house?"
• "If we could come to an agreement, how quickly would you want to close?"

Handling Objections

"I'm not interested." "No problem at all. Out of curiosity, do you know anyone else who might be looking to sell?"

"What would you pay?" "That depends on the property's condition. Would you be open to me coming by to take a quick look? No obligation."

"I'm working with a realtor." "Understood. If that doesn't work out, would you mind if I followed up in a few weeks?"

For deeper negotiation tactics, this book is essential reading for anyone talking to motivated sellers.

Mindset for Cold Calling

The phone can be brutal. Here's how to stay productive:

It's a Numbers Game

Expect to make 100-200 dials to get one quality lead. That's normal. Don't take rejections personally.

Focus on Helping

You're not pushing anything on people. You're offering a solution to people who need it. The people who don't need it will say no, and that's fine.

Track Your Metrics

• Dials per hour
• Connect rate (live answers / dials)
• Lead rate (leads / connects)
• Appointments set
• Deals closed

If your numbers drop, diagnose the issue. Low connects? Check your data quality. Low leads? Work on your script.

Take Breaks

Cold calling is mentally taxing. Work in 90-minute blocks with 15-minute breaks. Stay hydrated.

Building Your Call List

Your results are only as good as your data. Sources for phone numbers:

Skip Tracing Services

• BatchSkipTracing
• REISkip
• PropStream

These services match property owner records to current phone numbers. Quality varies, so test multiple providers.

Pre-Foreclosure Lists

Homeowners in foreclosure are highly motivated. Pull these from your county recorder or use a service like PropStream.

Probate Lists

Heirs often want to sell quickly. Available from county probate court records.

Daily Cold Calling Routine

Here's a sample schedule for a productive calling day:

9:00 AM — Review CRM, prioritize hot leads 9:30 AM — First calling block (90 min) 11:00 AM — Break, respond to callbacks 11:15 AM — Second calling block (90 min) 12:45 PM — Lunch 1:30 PM — Third calling block (90 min) 3:00 PM — Follow-up tasks, appointments, admin 4:00 PM — Fourth calling block (60 min) — catch people getting home 5:00 PM — Log notes, prepare for tomorrow

That's 5+ hours of actual dialing time, which should generate 200-300 dials depending on your connect rate.

Key Takeaways

1. Invest in a quality wireless headset—you'll use it daily
2. Use a power dialer to maximize call volume
3. Have a script framework but sound natural
4. Track your metrics and optimize continuously
5. Cold calling + quality leads = consistent deals

The phone separates successful wholesalers from those who give up. Start with one hour a day and build from there. Combined with quality leads from OpenDockets, you'll have a steady flow of motivated sellers to talk to.