You are currently viewing a placeholder content from YouTube. To access the actual content, click the button below. Please note that doing so will share data with third-party providers.
More InformationDominka sits down with Josip Podrug, a real estate agent in Cochrane, Canada, to compare cold calling realities across the Atlantic—and to test a few “Hollywood assumptions” along the way.
The big promise: whether you’re selling B2B services in DACH or booking showings in Canada, the work still comes down to the same essentials—timed follow-ups, value-led nurturing, and human conversations that earn trust.
7 min
Why “numbers game” doesn’t have to mean “robotic sales”
The 12-touchpoint rule for turning cold leads warm
What a “value touchpoint” looks like (and why “Are you ready now?” fails)
Why in-person meetings are the real conversion lever
B2C vs B2B outreach: when 1–2 touchpoints can be enough
Community partner referrals in retirement living: who to call first
Real estate partnership ecosystems: mortgage brokers, lawyers, insurers—and yes, divorce lawyers
Europe’s cold calling & cold email grey zones vs Canada’s approach
CASL and consent: where private outreach becomes risky
Why networking beats cold outreach when trust is hard to earn
CRM stack realities: HubSpot, internal tools, and dialing/texting from a main company number
AI in calling centers: adoption, layoffs, and why “human care” still matters
A quick reality check on real estate prices: Canada vs Europe “convergence”
Game time: “Canadian Sales—Yes or No?” (weekends, voicemails, scripts, and call timing)
Dominka opens with a common European bias: North America feels like faster, louder, more aggressive selling. Josip’s response is simple—yes, targets and activity matter, but the winning approach is still relationship-first.
High activity helps you filter and focus, but it can’t replace trust.
The “fine line” is persistence without crossing into being obnoxious.
The biggest differentiator is often regulation and consent—not the psychology of selling.
From retirement-home sales to real estate, Josip learned to treat follow-up as a structured system. The average benchmark he shares: around twelve points of contact before a colder lead commits to an appointment.
Touchpoints can be calls, texts, emails—whatever keeps you present and relevant.
The timing depends on the buyer’s timeframe (e.g., “I’m researching for 6 months”).
Every follow-up should carry value: market context, availability, pricing changes, or next-step clarity.
In both retirement living and real estate, Josip frames the first in-person meeting as the turning point: conversion rises when you can build trust face-to-face and guide decisions with context.
The goal of early outreach is rarely the immediate close—it’s the next meeting.
Repeated interactions compound trust and reduce uncertainty.
“Fit” is created through discovery, not persuasion.
When the prospect is a business partner (community partners, sponsorships, referral relationships), Josip sees a different dynamic: fewer touchpoints can lead to a first meeting—especially when the pitch is mutually beneficial.
B2B partnership outreach often works in 1–2 touchpoints.
Referrals beat volume: one strong partner can outproduce many weak leads.
Chemistry matters: shared mindset and real rapport make collaboration easier.
The episode gets practical around compliance. In Canada, Josip can reach out broadly to businesses, but for private individuals the line is consent. He references CASL and the need to call people who have opted in or previously inquired.
“Safe” B2C lists often come from past inquiries and internal databases.
Prospecting helps you clean lists: remove outdated or irrelevant contacts.
The risk scenario: reaching out to a private person who never consented.
Josip’s strongest recommendation for business partnerships isn’t more cold emails—it’s more real conversations. Networking events let you establish legitimacy quickly, especially in a world where scams make everyone cautious.
Live introductions reduce friction and speed up responses.
Exchanging business cards and context builds credibility instantly.
Cold outreach works better when it follows a real-world touchpoint.
Josip has seen companies explore AI calling/texting and even shut down call centers, but he’s skeptical about replacing human care. His personal test: when he calls a company, he wants a real person.
AI can support workflows (scheduled follow-ups, reminders) without owning the conversation.
Fully automated customer care often creates frustration and drop-off.
“Cheap” automation can damage trust at exactly the moment you need it.
On pricing, Josip notes that Canada saw dramatic increases during COVID, while current conditions are shifting with more inventory (especially new developments and condos). His broader observation: European prices are catching up, making past “arbitrage” moves harder.
Price gaps that once felt huge are narrowing.
Market direction is uncertain—predictions are limited.
For buyers, timing and inventory matter more than headlines.
The rapid-fire segment reveals how Josip actually calls.
Jokes on the first call: usually no—unless there’s already familiarity.
Weekends: yes for B2C when there’s an inquiry (text first, respect timing).
Voicemails: short and curiosity-driven, not full pitches.
Best calling windows: lunch and late afternoon; avoid 8 a.m.
Scripts: useful as cues, not something to read word-for-word.
Persistence works—but only if you don’t cross into being obnoxious.
Expect about 12 touchpoints for colder B2C leads; design them around value, not pressure.
The conversion “unlock” is the in-person meeting—optimize everything toward that.
B2B partnerships can move fast (1–2 touchpoints) when the value is clearly mutual.
Consent and list quality define what’s safe in outreach—especially for private prospects.
Networking events often beat cold outreach because they compress trust-building.
Use AI to support humans, not replace the human relationship your buyers actually want.
“We walk the fine line of being persistent and becoming obnoxious.”
“It’s not ‘Are you ready now?’—it’s bringing value every time you follow up.”
“People still buy from people. If I can’t reach a live person, I give up.”
Josip Podrug — Real Estate Agent
Dominka — Host
How many follow-ups does it really take to book an appointment?
Josip shares a practical benchmark: around twelve touchpoints on average for colder B2C leads. The key is matching follow-up timing to the prospect’s timeframe and delivering value each time.
What counts as a “value touchpoint”?
Anything that helps the buyer make progress—market updates, current availability, pricing context, or clear next steps. Repeated check-ins without new information feel pushy and reduce trust.
Is cold outreach in Canada less restricted than in Europe?
For businesses, Josip describes being able to reach out broadly. For private individuals, consent matters; he references CASL and focuses on people who have opted in or previously inquired.
Will AI replace cold calling?
Josip sees AI expanding, but he’s not convinced it can replace human care. He argues for using AI to support scheduling and follow-up while keeping the actual relationship human.
In this episode of “Dialing Out,” we unpack a decade in B2B sales with Anamarija—spanning Presales (BDR), Account Executive, and After-Sales/Project Handling. What actually moves deals forward when the pitch ends? We dive into lead hygiene, follow-ups, objection handling, and the pivots that turn shaky starts into long-term partnerships.
AI notetakers are now a staple in our sales stack—not because they’re flashy, but because they turn messy calls into clean, actionable next steps. In this episode of Dialing Out, Dominka and Anamarija unpack how transcripts save time, sharpen follow-ups, and build a reusable knowledge base for onboarding and hand-offs.
AI is everywhere in sales conversations—but where does it actually help, and where does the human still win? In this episode of Dialing Out, Host Dominka plays a quick “AI or Human?” game with Anamarija (BDS) to stress-test eight real situations from day-to-day B2B work: prospect research, cold emails, call scripts, FAQs, recordings, objection handling, lead scoring, and more.
And the success is guaranteed.
You are currently viewing a placeholder content from YouTube. To access the actual content, click the button below. Please note that doing so will share data with third-party providers.
More InformationYou are currently viewing a placeholder content from YouTube. To access the actual content, click the button below. Please note that doing so will share data with third-party providers.
More InformationYou are currently viewing a placeholder content from Instagram. To access the actual content, click the button below. Please note that doing so will share data with third-party providers.
More Information