Cold calling remains a frustration for many salespeople. Commercial real estate brokerage is no exception. The fact of the matter is that when you get the process of direct calling and database management under control, it gets a lot easier in connecting with new people and growing a valuable list of clients and prospects to tap into with property listings, sales, and leasing activities.
In this audio program, John Highman talks about the things that are really important to a cold calling process and how that fits into commercial real estate brokerage.
In commercial property marketing it is better to look at the outbound call process as exploratory to see if you can help someone; you are not and should not pitch your services across the telephone. Simply see if the person that you are talking to has an interest or a challenge in property occupancy or ownership. There are always many things to talk about and discuss. If you are a real property expert for a location, the call conversation is easy and direct.
Here is the audio file on Cold Calling in Commercial Real Estate Brokerage: