You can get a big adrenaline rush with cold calling in commercial real estate brokerage especially when you score a few meetings with prospects and new people. That is what the call process is all about; meeting new people and establishing ongoing contact. That’s how commercial real estate really works.
The telephone is a massive source of opportunity for brokers and agents. Use it well and you will find that all of the following are quite possible:
- Reaching out to local property owners and business leaders that may have a current and future property need.
- Talk to others about local listings, prices and rents. Many people like to know about industry changes and property listing changes in the local area.
- Every current listing is a good chance to ask others about what they are doing currently with their property and how things may be changing for them.
- Following up on people that you have spoken to before as part of property marketing and listing activity.
- Establishing a core group of ‘VIP’ prospects and clients that you should be remaining in contact with continually.
Simple things like this will help you find the sales and leasing opportunities. If you are struggling now with commission income or exclusive listings, start making more telephone calls and put your prospecting model back on track. It’s quite a simple equation; talk to more people in a relevant way. Ask the questions and track the responses.
Here are some rules that will help you with all of this:
- If you are going to make a lot of calls in ‘one sitting’, stand up during the call contact process. It will help you with voice, dialogue, and confidence.
- Find a quiet room to make the calls. This is really important when you are prospecting. There is nothing more distracting to the other person on the line than hearing conversations and distractions in the background; they soon know that they are being called by one of a number of salespeople as part of cold calling. The immediate response is then to decline the call or end the conversation quickly.
- Get a headset so you can be ‘hands free’ as you make the calls. Soon you will be using your hands as an extension of conversation and that will also help the call conversions.
- Every morning when you first arise, spend 20 minutes or so giving your voice some verbal flexibility and tonality practice. You can do that by reading a book aloud. This simple tactic will help you a lot for cold calls later in the morning.
These four simple things will help you a lot when starting a telephone canvassing and cold calling program in commercial real estate. They will help with the momentum and focus that you require.