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There Are Big Opportunities in Making Cold Calls in Commercial Real Estate Brokerage

hong kong harbour

When you are looking to grow your real estate business in a substantial way, the outbound calls that you make will help you find more people and create more meetings.  In this video, I share the system behind telephone prospecting in commercial real estate brokerage.

Build your real estate business the easy way, and grow your skills in making outbound calls.  Watch the video here.

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Telephone Tactics and Techniques in Commercial Real Estate Brokerage

City buildings on Hong Kong harbour. Cranes in the foreground. Buildings in the distance

There are just a few ways to generate lots of clients and listing opportunities in commercial real estate.  One of the best strategies to use is the telephone.  Cold calls and call prospecting should be a ‘non-negotiable’ part of the real estate business.  Calls have to be made; new business can be converted more successfully when more calls are made.

Of course there are a few things to be practiced and refined in this prospecting process, so I have tried to simplify things for you.  (NB – if you want more prospecting ideas for new business generation, you can get them in Snapshot right here – its free)

In this audio program, I share some effective call strategies that help when it comes to a prospecting model.  Look at your real estate business today, and consider how these special processes could be added to your activities.

You can get the audio right here:

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The Many Direct Benefits of Cold Calling in Commercial Real Estate Brokerage

city buildings at sunrise

When you really understand the commercial real estate market and the brokerage activities in your location, you will fully appreciate that you should be talking to lots of local people in a regular and ongoing way.   The database that you create from the people that you know and talk to regularly will be your pipeline of new business in so many different ways.  (NB – You can get our free commercial real estate course right here)

Whilst some listings will come to you because of the brokerage that you work for, most of the high quality listings will be a direct result of your personal effort and ongoing contact with property owners, investors, and business leaders. 

In those 3 categories of people you will find commissions, listings, and a good degree of property pain.  So how do you get this important business activity underway?  You make lots of cold calls in a regular and ongoing way.

Cold Calling Benefits

The principle and main benefits of cold calling can be best described in this way:

  1. Building you personal profile
  2. Finding new people that need property help locally
  3. Tracking property changes locally
  4. Finding new listings
  5. Keeping up to date with market trends

All of these things fit quite specifically into the business of commercial real estate brokerage.  If you are looking to improve your career in commercial real estate, then look to the strategies and skills in cold calling.  Learn how to make more professional business calls every day in a relevant and logical way across property and business segments in your town or city.

In this audio program, John Highman talks about the real benefits of cold calling and why you could consider it as an important part of your real estate model.

Learn the real and relevant skills behind making more prospecting calls in a positive way each and every working day.

 

 

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How to Make Cold Calling Easier and More Successful

city view at night

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:

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Local Lead Generation Rules in Commercial Real Estate Brokerage

Laughing businessman talking on telephone uid 1280280
Establish your lead generation system for commercial real estate brokerage

In commercial real estate brokerage, you can find plenty of opportunity locally when you delve into the factors that support and drive the business community. When you understand the business community, you can turn that understanding into property leasing and sales activity.

(N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot to help amplify brokerage results…. Get your access here)

Property Investments thrive and change when the local businesses are growing and relocating. As part of your brokerage prospecting model, get to know what businesses are doing and what they are thinking when it comes to growth and location.

Don’t be ‘Average’

Far too many agents and brokers wait for the listing opportunity to come to them through some inbound telephone call to the local real estate office; that is the slow way to grow market share.

If you want to get anywhere faster in our industry, then get out into the property market daily and talk to local business owners.

Find out what they are thinking about the pressures of their business and industry segment; some business segments are more active than others and that is what you can work with.

Ask questions about:

  • More or less space
  • Growth pressures
  • Head office changes or merges
  • New businesses moving into the location
  • Improvements serving the business needs
  • Access to transport or end user markets
  • Lease duration or end of lease
  • The decision maker involved in finding new business locations

As an extension of this idea, you can work with particular types of businesses such as:

  • Franchise groups
  • Bulky goods warehousing
  • Manufacturing
  • Storage
  • Transport

So when you put these variables into a ‘local area equation’ of prospecting for new business, you can ask some valuable questions about business intentions, shifts, pressures, and requirements. Don’t be afraid to talk to new local people.

Local area business

Most of your new business will come from the local area. You want people to remember you so get out into your zone or territory and talk to the right people in a positive and direct way. Do these things:

  1. Create a list of streets for your location where the better businesses are located.
  2. Segment the businesses in size or type.
  3. Research the leaders of each business before you make the call or contact.
  4. Look for any property pressures in the location by travelling the streets and looking for the tell-tale signs of pressured property occupancy.

The good thing here is that there will always be local businesses looking for help in finding new premises. Whilst it is always good to know the owners of properties, you should also get to know the occupants as businesses as well.

Somewhere in that owner/occupant awareness, you will find property change and churn requirements. Grow your property market on the basis of local area awareness. Talk to more people every day and build your business directly.