4 Stages of Cold Call Prospecting Success

When you work in sales and particularly property, the cold calling process has to be part of the daily diary activity. When it is not done or it is not done well for whatever reason, the market does not build around you. Low listing numbers and deals is the result. Make the calls and you will build your business, it’s that simple.

So the key to success in commercial property sales and leasing is at the front end of the business, and that is in finding more prospects and keeping in regular contact. There are 3 simple steps to make cold calling and prospecting work for you. They cannot be overlooked and should be optimised. Here they are:

  1. Daily research has to be done before the next day call prospecting time. You should not waste precious call time on research.
  2. Make your calls at the same time each day and ensure that it is the ‘prime prospecting time’ for the market that you are talking to.
  3. Your calls have to be supported by a good database system. That’s not saying that you need an expensive database program, far from it. It is saying that your calls have to be entered into a stable and growing database program that you know how to use and that you take ownership of.
  4. Practice your calls and words daily so the conversation that you create on the telephone is simple and friendly. No prospect wants to be pitched to; they want respect and information.

These 4 simple rules will take your call prospecting to new heights. Call reluctance should not be part of the process; learn how to break through the calls and make more professional conversations. Your business will grow from genuine conversations. Understand that not everyone will have a need or an interest in talking to you, so make the calls and find those people that have a need.

You can get more free tips and tools on cold calling systems and processes at

By John Highman

John Highman is an International Commercial Real Estate Author, Conference Speaker, and Broadcaster living in Australia, who shares property investment ideas and information to online audiences Worldwide.