Make More Cold Calls in Commercial Real Estate

No matter what the state of the national or global economy, your career in commercial real estate will always be better when you make more cold calls and presentations. It’s quite simple really. There is always business out there to be found. Property owners always need the assistance of specialised and experienced real estate agents.

Taken in balance this means that you can find people to list, sell, and lease commercial property today even when the market is tougher. So many salespeople struggle with the call and contact process; they hate making the calls and they lack the discipline. This means that those salespeople that break through the problem will always have better market share and business opportunity.

So what can you do to deal with this? Here are some quick tips:

  1. Research your market for the right people to call. There are groups that are better for finding new business today than others. Decide just who or what those groups are and check out how to find them or the best way to call them.
  2. Write things down as you do the call process. The fact of writing helps you with the momentum.
  3. Use a database to build a list of prospects from the written call results. Even a simple database will support you, so do not spend huge amounts of money.
  4. Set yourself some call targets and meeting targets for each day of calls. 50 calls out, 20 call connections and 2 meetings per day is a good way to start the momentum.

The creation of new business from the call process is easy providing you handle the discipline and the fear of the cold calling process. It’s really not that hard.

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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.