Last time, I talked about how you can get your message out through direct mail, but as you probably know, that’s not the only way you can reach people. Cold calling homeowners is critical for your success, so today, I want to talk about how you can hire a calling assistant dedicated to netting you leads through cold calls.
I recommend hiring your calling assistant from outside the United States. If you hire a U.S. assistant, there will be a ton of turnover, and it will be costly. For a less-skilled position like this one, hiring overseas makes perfect sense.
The first thing you have to do is append phone numbers to your “likely to sell” list. You probably have a spreadsheet with homeowner information, but maybe you lack phone numbers. Don’t worry; there are websites you can upload your spreadsheet to that will fill in some of the phone numbers automatically.
Once you get your spreadsheet back, be careful to remove any numbers that are on the do not call list. If you’re a real estate agent and you call these numbers, you’re breaking the law, and that’s a legal headache no one wants to deal with.
Now that you’ve scrubbed your spreadsheet clean of DNC numbers, make sure you remove any numbers that have sued telemarketers in the past. Most people know about the DNC, but you have to be careful about the 1991 Telephone Consumer Protection Act as well. This law has been interpreted to mean that automatic telemarketing without human intervention is illegal. We don’t plan on breaking this law, but it’s better to be safe than sorry, so scrub anyone who’s sued under the TCPA.
The next step is to set up a dialer. This is completely separate from your normal database, and it needs to have a built-in DNC suppression list. This is a lot of precaution to make sure you’re legally compliant, but it’s necessary. There’s no point in setting up a virtual call line if it only generates lawsuits.
Now that you’re legally compliant, it’s time to start calling people. Your goal here isn’t to get someone to sell on the spot. Instead, you’re looking to find a guaranteed way to reach someone who is open to working with you in the future.
I recommend you hire two virtual assistants to help you. The Philippines and Jamaica are both great countries to hire from because they have large English-speaking populations. I would pay somewhere between four to seven dollars an hour depending on the quality of the talent. Having two employees in a part-time role is great since they can hold each other accountable. Also, if one leaves, you still have someone to train the new person you hire.
To hire your employees, I recommend using Hubstaff or Timedoctor. It’s super easy, but be careful. They have some pretty scuzzy options, like spying on your employees, that you want to turn off. It doesn’t help you, and it ruins trust in your business. Just clock their hours and pay them once a week. It’s as easy as that.