Everyone tells you that you must make cold calls and I totally agree. In commercial real estate sales and leasing the same cold calling rule applies and will be the fast track to more market share and listings if you do it correctly and consistently. There is a small secret to the cold calling process that you should not overlook. Here is the rule.
Giving positive feedback in the conversation will strengthen and extend the communication.
In other words you make the call focus on them and what they are saying; the call is not about you, it’s about them.
Ask questions about their property needs or situation, then use the response to open the door more. Respond to what they are saying; everyone likes to be heard and understood. Positive feedback and response is part of that.
Here is what you can say to achieve that:
- I respect that
- It’s good to talk to you about that
- That is really interesting
- Your comments are quite valid today
- Tell me more please
- Yes I fully understand
- Others have done just that, and I understand
- And just how did that work for you?
- How did that go for you?
- It’s great to talk to the person that understands these things
- Your ideas are quite special
You can make so many variations around this and build your business call conversion. In simple terms it is all about building empathy with the other person by showing them that you are really interested in what they have to say. You encourage the conversation.
You can get more tips for real estate agents on cold calling and prospecting at http://www.commercial-realestate-training.com/