Discover the tips and tricks of cold calling that make you stand out as a top agent! Don’t take too long to set up your telephone prospecting model.

Why worry about making prospecting calls? There is plenty of new business to be found in all real estate markets. It comes down to what you do daily on the telephone that will significantly enhance your business model over time.

What is the message? Make the calls and become very good at them as a real estate agent. Sure, cold calling is not the only approach to new business, but it is one of the most important. That is because conversations created daily will help you engage with the people who need property help. Find them and talk to them. Do that every day.

Telephone Prospecting

Here are some of the most important things to establish in your telephone prospecting activities. They are proven strategies that can help you gain momentum, ultimately giving you more results.

STAND UP: When you make your calls daily, stand up as part of the process and do that behind your desk. You will find that the strategy is very effective in helping you with your conversations. You can sound more confident as you connect with new people. It also lets you think through how to progress each discussion, and you will get better results from new people.

RESEARCH READY: Do your property research each evening in preparation for the next day. You will then have plenty of people to call during your allocated prospecting time frames; target 50 outbound calls, which will take around 3 hours. Momentum is vital in real estate prospecting. Don’t waste time; use your time comprehensively. When you are on the telephone, ensure you get plenty of outbound calls done. Track and measure all the conversations that you have. A good database will help you with that.

REPEAT AND WASH: It sounds strange, but ‘washing’ your list of people daily will help you remove redundant situations and people from your list.

Conditions change in real estate, and some people move on to other types of investments. Be ready for that, and then have some process where you can delete or move a ‘redundant’ person to another list where you will not waste your prospecting time.

SIMPLE OPENINGS: Many real estate agents struggle to find the right things to say in making outbound calls. There is a simple mindset to help with that, and practice will also solve the problem.

Forget about yourself in the call process. The call concerns the other person and whether they need property help or information. You don’t know when a person will move from passive to active in commercial real estate investment.

TIMING: Being there at the right time is essential. So, every opening statement for a new conversation should be framed to engage with the person on the other end of the line. You only need a few simple sentences to open a recent cold-call conversation.

WHAT DO THEY WANT?: Do they need property information? Are they looking for alternative properties for investment? Are they looking for alternative properties for occupancy? Do they know what is happening in the property market today?

Build your real estate conversations around those questions, and you will find people who want to talk.

Making More Calls Now

Simple strategies can help you cold call like a commercial real estate sales and leasing pro. Make more calls and keep your system underway. Over time, you will see how the process can be improved for your real estate business and location. Make more calls, and you will find the real estate business that you want.

Let’s not complicate things as real estate agents and brokers. Cold calling in commercial real estate should always be simple and effective; it should be done daily. The property owners we serve are looking for information, so be prepared to share that information. Soon, you will be known as the ‘agent of choice’ in your location. That is the start of more listings.