When you work in commercial real estate, you really do need a top prospecting model to help you grab market share. The faster that you do this the better it will be for your career.
The most successful top agents, still prospect every day to keep the pipeline of opportunity pointed in their direction. If you are struggling with listings, now is the time to look at your prospecting system and refine it to something that is strong, and results driven.
I like to think of prospecting and cold calling as a ‘jet powered’ process. It is a bit like preparing for an overseas trip on a large airliner. You do all of the preparation work, you then turn up at the airport; you take your seat on the plane and then prepare for the ‘push in your back’. The engines build to maximum thrust and then you power down the runway.
The analogy really works when you look at commercial real estate sales and leasing. The preparation work has to be done; without that preparation you will not take off, it’s that simple.
Some agents are still sitting on the ‘runway’ when it comes time to turn on the ‘engines’, and some have returned to the terminal. Perhaps they have thought that a more local destination may be more realistic in a taxi! Perhaps they decide to walk home!
In this industry you get back that which you put in. The results and the market share are out there to be grabbed by those salespeople that ‘push’ themselves. Develop that ‘thrust’ when it comes to moving forward.
Experience says that prospecting will take you forward in a major way in commercial real estate. Every salesperson in any location should have a prospecting model that works for them. It will be a combination of a few different things that they do quite successfully every day.
Here are some tips to help your prospecting model:
- Devote 2 hours each day to prospecting. In the first instance this can be done on the telephone as part of a systemised cold calling process. The calls produce the meetings and that’s the way to make it all happen.
- Make your prospecting a daily event that you track in numbers of calls out, meetings, listings, and inspections. Every number that you track will help you move ahead.
- Expect that some of the things that you do will be ‘dead ends’, and that is just fine. Learn from the things that did not work for you and find those things that do work for you. Importantly you should be taking forward steps every day.
If you need more listings or you want some more commissions, now is the time to look at your business and prospecting model. If you are not getting your ‘fair share’, then the answer lies ‘within. When you adjust your systems and processes you will find better outcomes are possible.