3 Simple Ways To Make Prospecting Feel More Natural (and Less Awkward)

By Andre Liscinsky

With over a decade of customer service experience, Andre Liscinsky has established himself as a reputable real estate agent in Atlanta, known for his honesty, trustworthiness, and exceptional communication skills.

If you’re putting off those prospecting calls, you’re not alone. Many real estate professionals dread the awkwardness of cold calls, knocking on doors, or striking up conversations at open houses. It’s not the fun part of the job, but it’s essential if you want a steady stream of business in 2025. So, how do you make it easier and more natural? Here are three tips to help you overcome the fear and get better results:

1. Bring value to the call. No one wants to pick up the phone to hear a sales pitch, so don’t start with what you want. Instead, lead with something useful. For example: “Hey, I wanted to share a quick update. Did you know your neighborhood’s average home price has gone up 6% since last spring?”

By offering relevant, valuable information, you position yourself as a local expert. You’re not selling—you’re informing, and that small shift can make a huge difference in how your calls are received.

2. Be authentic, not a scripted robot. Nobody enjoys talking to someone who sounds like they’re reading a script for the first time. You might have a script, but make it sound like you. Practice until the words feel natural, and adjust your tone and pace to match your personality.

If you’re feeling nervous, take a deep breath, loosen up, and go for it anyway. The more you practice, the more you’ll find your groove, and the easier it will get to sound like yourself on the phone.

3. Embrace failure—it’s part of the process. Here’s the reality: some people are going to hang up on you, some won’t call back, and that’s okay. Prospecting is a numbers game, and only about 2% of cold calls actually turn into solid leads.

The key is to focus on activity, not just results. Every dial brings you closer to that next lead. Track your efforts and celebrate the small wins. The more calls you make, the more you’ll build confidence and improve your skills.

Bonus tip: Don’t go solo. If you really want to get better at prospecting, find someone to role-play with. Practice out loud, compare notes on what works and what doesn’t, and hold each other accountable.

Prospecting doesn’t have to be painful. By adding value, staying authentic, and embracing the ups and downs, you’ll see more success in your efforts. So pick up the phone and start dialing—you’ve got this. If you’re looking for a partner or someone to help you stay on track, feel free to call me at 404-341-7101 or send an email to team@teamjtreg.com. I look forward to hearing from you!