How to Get More Sellers to Pick Up the Phone with the 3-Dial Method with Jennifer Steward

If you’re a real estate investor looking to sharpen your cold calling skills, this episode is packed with insights you won’t want to miss! I sit down with my good friend Jennifer Steward, a cold calling expert with nine years of experience in the space. She’s trained by some of the best in the industry—John Martinez, Jerry Green, and Brant Daniels—and she knows exactly what it takes to get people to actually pick up the phone and engage in meaningful conversations.

In this episode, Jennifer shares her three-dial method for increasing call answer rates, her best icebreaker strategies to build rapport, and the secret to keeping prospects on the phone without them getting annoyed. We also dive into the importance of quality data, how the cold calling landscape is evolving, and why lead management is the real moneymaker in your acquisitions process. Whether you’re just starting or looking to refine your approach, Jennifer drops some serious knowledge on making cold calling an effective part of your real estate investing strategy.

Key Takeaways:

1. Cold Calling Isn’t Dead – It’s Just Less Competitive

Many investors have pulled back from cold calling, making it an even more valuable strategy for those who stick with it. With the right approach, there’s less competition and higher conversion potential.

2. Lead Management is More Valuable Than Closing

While acquisitions managers get the credit for closing deals, it’s the lead managers who nurture relationships and make those deals possible. A strong lead management system can make or break your success.

3. Data Quality Matters More Than Call Volume

Success in cold calling isn’t just about making more calls; it’s about calling the right people. Using updated and accurate data dramatically increases response rates and improves overall conversion.

Episode Highlights:

[0:00] – Introduction

[2:22] – Jennifer’s background and how she became an expert in cold calling

[5:12] – The current state of cold calling in real estate investing

[10:40] – Why fewer people are cold calling now—and how that’s an advantage

[13:55] – Jennifer’s three-dial method for getting more people to pick up

[16:42] – The critical role of a lead manager and why they’re more valuable than closers

[20:53] – Is the “one-call close” a myth? Jennifer’s take on the real sales process

[24:37] – Using psychology in sales conversations to build trust and close deals

[27:10] – The importance of high-quality data and how to avoid bad leads

Links & Resources:

Connect with Jennifer Steward:

• Email: Jen@REIDataSource.net

• Facebook: https://www.facebook.com/elitedealfinder/

Learn more about Jennifer’s services:

• Cold Calling & Lead Management

• Data & Skip Tracing

• Acquisitions & Funding for Real Estate Deals

Don’t Forget to Subscribe!

If you enjoyed this episode, make sure to subscribe, rate, and review the podcast. Share this with a fellow investor who wants to step up their cold calling game. Follow me on social media @JoshKoller to stay updated on upcoming episodes. See you next time!