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If you want to find great real estate deals, cold calling is one of the best ways to do it. It helps you talk to homeowners who may want to sell but haven’t listed their homes yet.
Jeni Burke, a smart real estate investor, uses cold calling every day to find sellers, make deals, and grow her business. In this blog, you’ll learn her simple system that really works—even if you're just getting started.
What Is Cold Calling in Real Estate?
Cold calling means calling people who might want to sell their homes—even if they haven't listed them for sale. Jeni uses this method to find motivated sellers—people who may be behind on taxes, tired landlords, or just ready for a change.
"They're able to get a more motivated set of homeowners by looking for current signs of distress," Jeni explains.
Her team makes 150 to 200 calls a day. That adds up to about 1,800 calls a month! This large number of calls helps them find people who are serious about selling.
What Makes a Seller "Motivated"?
Motivated sellers are people who are ready to sell fast, often due to personal or financial reasons. She looks for signs like unpaid taxes, empty homes, or long-term rental ownership.
Signs of Property Distress
- Tax delinquencies
- Code violations
- Vacant or boarded-up homes
- Landlords who’ve owned for 15+ years
Finding these signs helps her focus on sellers who are more likely to say "yes."
Using Virtual Assistants to Make It Easier
Watch how Jeni’s team turns cold calls into real estate deals—step by step.
Jeni doesn’t make all those calls herself. She hires Virtual Assistants (VAs) to help. These VAs make the first calls, talk to the homeowners, and look for people who show interest. When someone says, "Yes, I might want to sell," the VA marks them as a warm lead.
About 10% of the calls turn into warm leads. These are passed on to her or her team to follow up. This saves time and keeps the process moving fast.
How to Find the Right People to Call
Jeni doesn’t just call random people. She uses special lists from tools like DealMachine. These lists include:
- Tired landlords (people who have owned a rental for 15+ years)
- Tax-delinquent homeowners (people behind on property taxes)
- Vacant homes
These lists are full of potential sellers. Tools like DealMachine and AI-powered filtering help sort these lists by who is most likely to sell. This saves time and increases the chances of success.
If you're serious about cold calling, using a good tax delinquent property list or off-market property leads list is key.
Cold Calling vs. Old Methods
Jeni used to send postcards and letters. These old-school methods got some results but weren’t as strong. Sellers who get postcards usually want full price and aren’t ready to make a deal.
Cold calling changed that. When Jeni talks to a homeowner directly, she can ask questions, hear their story, and build trust. That’s how she gets better deals with less competition.
Cold calling also makes it easier to negotiate. Since the property isn’t listed online, you’re not fighting other buyers.
Going Bigger: From Houses to Commercial Deals
Jeni started with houses, but now she’s doing bigger deals like RV parks and office buildings. Her latest deal? An RV park with 23 hookups near the Ohio River.
Her system of cold calling and networking helped her grow. It shows that once you master the basics, you can move into commercial real estate too.
Real Estate Cold Calling Tips That Work
Here are Jeni’s top tips for cold calling success:
- Use cold calling scripts for real estate investors. These help your VAs know what to say and keep the conversation flowing.
- Call the right people. Use filtered lists like tired landlords and tax-delinquent owners.
- Be consistent. 150 calls a day may sound like a lot, but it pays off.
- Follow up fast. Don’t let warm leads go cold.
- Track your results. Use tools like DealMachine to manage calls and leads.
Teaching the Next Generation
She isn’t just investing for herself. She’s teaching her kids too. Her oldest son already owns four rental units at age 22. This shows that anyone—even young adults—can succeed if they follow a plan.
Her story is inspiring and shows that real estate investing can be a family business.
The Role of Technology
Today, smart investors mix cold calling with smart tech. DealMachine and similar apps help make things easier by:
- Tracking calls
- Organizing leads
- Creating targeted lists
This is how she uses real estate lead filtering strategies to save time and close more deals.
FAQs About Real Estate Cold Calling
What is cold calling in real estate?
Cold calling means reaching out to homeowners by phone to ask if they want to sell—even if the home isn’t listed.
What makes someone a motivated seller?
Motivated sellers may be behind on taxes, tired of being a landlord, or dealing with a vacant property.
How do I find tax-delinquent property lists?
You can use tools like DealMachine, or check with your local county office for access to these public records.
How many calls should I make per day?
Her team makes 150–200 calls a day, which is ideal if you have VAs helping. If you're solo, start smaller and scale up.
When should I follow up with leads?
Follow up within 24 hours of first contact. Fast follow-up keeps the conversation warm.
Final Thoughts: Why Cold Calling Still Works
Cold calling may sound old-school, but it’s still one of the most powerful ways to find off-market property leads. With the right tools, good lists, and a trusted VA, you can talk to homeowners before anyone else does.
Jeni’s story shows that this system works, and you can do it too. Whether you’re new or have years of experience, cold calling can help you close more deals and grow your real estate business the smart way.