Key facts
- Responding to a public FSBO ad is not considered an unsolicited solicitation under Do Not Call rules.
- Agents should avoid asking for listings on the phone during cold calls to FSBOs.
- Open house invitations are considered an exception to Do Not Call rules as they offer free information.
- Consumers screening calls means a single call rarely lands, necessitating multi-touch strategies.
- A two-touch sequence of voicemail followed by text can lift response rates by about 50%.
Cold calling in the real estate industry remains a viable prospecting method, though it has evolved due to compliance concerns and consumer screening habits. According to Darryl Davis, a national speaker and coach, the key is understanding the nuances of regulations like the Do Not Call framework and adapting techniques to modern consumer behavior.
Davis clarified that responding to public For-Sale-By-Owner (FSBO) advertisements is generally permissible, as the homeowner has invited contact by listing their property. However, he stressed the importance of not soliciting business outright on the initial phone call. For general cold calls to neighbors, agents should adhere to the Do Not Call list, with a noted exception for open house invitations, which are seen as providing informational service rather than direct solicitation.