It is a fact that the way you think when you are prospecting will impact the results that you get. This then carries through to the prospecting that you make in commercial real estate.
Has someone told you that you need to prospect and they have given you little facts on how to do it? Perhaps they have told you to get out of the office and start doing something to build your market, yet the facts behind the process seems to be a bit lacking?
It is a very common issue that many salespeople do not know how to prospect at all very well. They simply know that they must lift the telephone and talk to prospects and more new people to see if there is a problem that they can solve.
To help the process here are some rules to help you get better results in commercial real estate prospecting.
- It is extremely important to start a contact and prospecting system that you can work to every day at the same time. As part of that process you will need a few tools to use and stick to such as a database or spread sheet to record your contacts.
- Track your numbers of outbound calls to meetings arranged. Out of 40 or so calls, you should be establishing 2 or 3 meetings with people that you have not spoken to before. It should also be said that you will not reach 40 people in all those calls; you will be lucky to reach 20. Those that you cannot reach today can go into the system for call contact later.
- Protecting your thinking in call contact is very important; many people will decline your offer or your request for a meeting. Over time your conversions to meetings will rise, however it is the first 3 weeks of making the calls where your thinking processes need to be protected. Read some good books on making calls so you understand the importance of the mindset and thinking process in commercial real estate.
- Having a reason for the call will help your conversation. If you do not know the person, the best approach is to see if they have a need or an interest in commercial real estate of any type. It is a question that can lead into a telephone conversation. As the local real estate agent, you can keep them updated with market trends and property changes in the local area.
I have coached many salespeople through the barriers of making cold calls. Just about all of those barriers I have noticed are self-inflicted and self-generated with most salespeople. Change your thinking and you will open more doors faster with the people that need your services. Making cold calls professionally will fast track your career in commercial real estate today.
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