Even if I didn't read the news I'd know exactly when the real estate market in my area is hot.

Why? The number of phone calls from agents looking for me to sell my condominium to their clients increases drastically. Usually I admit, my responses are curt, especially since these calls are usually unwelcome interruptions.

So many of those calls are unpleasant that I am taking the opportunity to tell you about the one different call that I received. This call not only resulted in my allowing the agent to visit with me, I now consider her my agent and plan to continue doing business with her and referring her to my friends.

Three Steps To Obtaining a Home Owner's Interest When You Cold Call

1. Be friendly and let it come out in your voice. The only reason why I initially paid attention to the caller was that she really sounded pleasant. That was it - she sounded like the type of person I couldn't be rude to even if I wanted to be. Frankly she sounded like she expected a friendly interaction - and that's just what happened.

2. Don't be intrusive. Make an approach like, "I'm a real estate agent and wondered whether I could speak with you a moment about whether you have short-term plans for placing your home on the market." Also, pay attention to background noise. If you hear a baby, or cutlery clicking - take a hint! Don't try to make conversation - I'm probably busy.

3. Introduce yourself more fully once the purpose of your call has been established and you have permission to continue. While maintaining your pleasant demeanour, be businesslike and demonstrate that you know what you are doing. For example my agent was able to quickly prove her familiarity with condos similar to mine in the area. Her confidence made me want to maintain contact with her for possible future transactions even though I was not ready to place my home on the market.

I'm sure if you follow these steps, it'll make the home owners you call on much less cranky, and generate more goodwill and more new business for you.