In commercial real estate agency today so many salespeople and leasing executives struggle with cold calling. They find it frustrating and quite soon they will find something else to do. Unfortunately cold call prospecting is then avoided for the future; they incorrectly move away from the one thing that can change their lead conversions forever.
So what stops you from making the calls? Here is a good list:
- Poor organisation
- Call reluctance
- No dialogue
- No momentum
- No database
- Lack of a prospect list
- Clients, etc
Make no mistake, cold calling is hard but it does produce volumes of results when you improve your call contact systems. It takes a mindset and a process that should be practiced.
All of this being said, there are some very simple things that you can do that will help you radically with the call contact process; one of the most effective is based on two simple words. The words are ‘stand up’.
When I say ‘stand up’ I am referring to you standing up when you make your contact and cold calls. So many top real estate agents do it; you probably do it now when you are making a mobile telephone call as you walk!
The fact of the matter is that your call quality and conversational ability is a lot higher when you stand up and talk on the telephone. There is something in moving and talking at the same time that goes well together. Whatever the secret is, you should try it and use it.
The benefits here are quite clear:
- More call confidence
- Better conversational ability
- Better tonality in the call voice
- ‘Right brain’ thinking as you talk
If you put all of these factors together you will find that those hard to make cold calls will be a lot easier for you. It really doesn’t really matter if you have clients and prospects in commercial or retail property sales, leasing, or property management, the fact of the issue is that you should be making lots of cold calls each week to people that you have not spoken to before. That’s how you build market share.
Start to work on you mindset and use the ‘stand up’ process to improve you call conversations and dialogue. Quite soon you will see some new confidence in the calling process; when that happens you will convert more meetings. A good result, don’t you think?
In commercial real estate today, good digital photographs will always help your marketing campaign. Ordinary photographs will do nothing for your property enquiry. For this reason, it pays to get quality professional photographs as part of every property listing. That being said, professional digital photography in the marketing of the property should be a cost to the vendor as part of vendor paid marketing.
You can always see a difference in any property marketing campaign that is optimised with professional photographs. The marketing material captures your interest and draws you to the detail about the property, the location, and the improvements. Advertising and marketing campaigns will always be strengthened by this photographic approach.
When it comes to structuring your vendor paid marketing campaign, digital photographs should feature as one of the main items to be addressed. Over time this strategy will have a significant impact on the amount of property enquiry for you personally, and also for your clients as part of the sale or the leasing campaign. It is not hard to sell the concept; our clients want results from the advertising and marketing effort, and this is one of the ways to encourage that.
If you must take digital photographs of the property yourself, here are some tips to help you with the process:
- Purchase a good quality digital camera with a high number of mega pixels. The higher the number, the better the quality of image. That being said, you will need a good storage card of sufficient size to record the images. The greater the number of mega pixels, the larger the image, and the greater the storage requirement within the camera.
- Get to know your digital camera so that photographs can be easily taken under a variety of circumstances and light conditions. Some cameras today feature tools and systems that will enhance the image in size and quality. You just need to know how the camera works.
- A digital SLR camera will be an advantage when it comes to taking property photography. You can look through the viewfinder to see the actual property angle and image before the photograph is taken.
- Every photograph should be interesting and for this reason you should take many photographs from different angles both inside and outside of the property. It is easy to delete the images that are not up to standard.
- Whilst you will be taking images of the property, you should also take images of the street, the precinct, and surrounding properties. That will allow you to recall locational factors when talking to prospective buyers or tenants.
- Remove clutter, people, and cars from the image before you take the photograph. You may only have one chance to take the image and on that basis remove the unsightly items before you take the photographs and leave the property.
- Some properties can be successfully featured in night time shots with internal lights turned on. You will require a tripod to support the camera as the image is taken; this will help address the required levels of lighting and the need to remove camera shake.
- When taking a photograph of the exterior of the building, it is best to consider the direction in which the frontage of the building faces. It is best to get the building exterior frontage photographs either early in the morning or late in the afternoon. The angle of the sun low in the sky at that time will produce full sunlight onto the property frontage and therefore will feature the building more effectively.
- Be aware of the glare factor that could compromise the quality of the image. Take many photos from many different angles so that the poor quality images can be removed.
Good quality images will always enhance the marketing campaign for the property. Develop a strategy that incorporates this process as part of the property marketing effort.