The COLDmine most LOs are missing out on

A lot of Loan Officers don’t want to accept this, but cold calling is your ticket to skyrocketing success.

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Why? 

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Realtors really aren’t being cold called. 

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They might say they are getting cold called by Loan Officers, but I promise you they are not.

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If they do get a cold call, it’s a lame one and only once time, with zero pleasant persistence.

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Everyone these days has gone soft. 

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No one wants to pick up the phone and “bother” people.

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Which leaves you with a BLUE OCEAN of opportunity – no one is fishing in those waters which means less competition, more gain. 

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It’s also the most cost-effective strategy. 

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You’re not burning cash on leads – cold calling costs you nothing but time and guts. 

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Also, it gets you INSTANT results. You’re not sitting there waiting for an email back, you’re getting your answer right then and there (even if it is a no, it’s better to get it instantly than wait 3-5 days for it).

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And it’s also like exercising…

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The more you do it, the stronger you get at it. 

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The stronger you get, the more confident you become. 

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The more confident you become, the more people will read into that energy and trust you. 

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So I’m gonna give you my tried and true techniques for cold calling because I really believe it’s going to move the needle for you and your business.

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“What’s your credibility around cold calling, Amir?”

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Well, I have made over 100,000 calls in my career, over 50,000 in a three year consecutive stretch as a refinance telemarketer.

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And no: not as a telemarketer for lukewarm inbound leads. 

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Straight cold. 

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And I was and am “cold” over the phones. 

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Here is how:

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It all starts with mindset and preparation:

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PCS (Pre-Call Stalk): 

Preparation is Everything.

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Know your target prospects a bit before prospecting them.   

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It’s not “stalking” it’s research. 

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Invest a few minutes online, look for recent achievements, interests, professional milestones, and then use that to generate real, mindful conversation. 

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Not mindless small talk. 

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Make a Mindset Shift:

Approach every call as a value-giver. 

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Affirmations pump you up and keep you focused. 

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Remind yourself that you’re not begging for business; you’re selecting referral partners. 

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This mindset shift changes the game.

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Also consider your environment here – make sure it’s free of distractions for yourself and the Realtor (no loud noises). 

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I suggest NOT making these calls from your normal workstation. 

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Do this at a standing desk or walking around if it helps make you feel more energized. 

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Now as for actual cold calling techniques – use a structured yet flexible approach to make an impact. 

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The P60 (The Perfect 60 Seconds): 

Start with uncertainty, then bring the confidence. 

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Start with a “lost” tone, then shift to a “found” tone. This engages the prospect and creates a natural flow.

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“Hi Stefanie?”

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“Hi Stefanie!”

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And avoid the generic greetings:

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“...my name is Amir, it’s great to meet you!” 

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No more “How are you?”—be genuine and specific and say things like “great to meet you” instead.

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Increase your Status, Decrease your Access:

Introduce yourself as a top lender. 

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You ARE a top lender because of your mindset, not just by your production. 

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“The reason I’m calling is because I am a top local lender looking to add just 1-2 more Agents to partner with…”

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Notice how I also kept it exclusive, and you truly do want to pick up only 1-2 quality Agents. 

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POH: Proactive Objection Handling 

Beat the Agent to their stock and token objections or brush offs:

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“...and.I know you probably have a go-to lender already or that you get a lot of Loan Officers calling you…

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Be Specific on the Time Box:

Use specific time frames:

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 “...but do you have just one or two minutes tops please?”

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Notice I didn’t say: “...do you have a couple of minutes?”

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Generality is weak. 

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Affirm and Be Real: 

That’s where that pre-call research comes in. 

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Compliment and show humility to create a real connection.

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“...First off, I’ve been mustering up the courage to call you as I know you’ve had a lot of success in the industry and I loved [how you juggle a big RE business while being a mom].

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Insert something specific affirming the target 

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Wow and How Statement: 

Show exactly how you can help them succeed with your unique value proposition:

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 “I have built a reputation of helping my Agents make more money and to save time, could please schedule some time to connect so I can learn more about you to see if I can do the same for you?”

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Now, if they say “how?”

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“Well, multiple ways, but one way is I network with a lot of Financial Advisors that send me qualified unrepresented buyers that I refer out to my best Agents across the country”

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Or

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“Well, multiple ways, but one way is that conduct Annual Mortgage Review calls with all my past clients yearly and not one week goes by where they don’t ask me for a referral to an Agent.”

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Voila!

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Now: you will set the 1:1 appointment and or put them in your forever follow up campaign. 

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Multichannel Engagement: 

Use emails, social media, and even video messages to keep the connection alive.

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Consider weekly value-packed emails to them (i.e. Realtor Value Bombs). 

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Include tips, success stories, and useful resources.

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But also understand that building trust takes time. 

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Regularly follow up without being pushy.

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By following these steps, you can master cold calling and significantly improve your success rate.

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This structured approach ensures you’re always prepared, confident, and delivering value in every call.

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Implement it in your agenda this upcoming week, then shoot me an email about how well it worked for you. 

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I know it will.

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GO! Get ‘Em. 

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Amir

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