Commercial Agents – Build Your Commercial Property Business on Cold Call Prospecting

In commercial and retail real estate, the cold calling process is quite important to building your market share. Many agents and salespeople struggle with the cold calling process and the necessary mindset to make it work. In the end they will avoid making cold calls at every opportunity. That then produces a slower growth of market share and territory development.

You have a choice to consider and a process to develop. Consider the following ideas.

  • If you want to build your market share and achieve a greater number of quality listings, then the best way to do it is through a defined prospecting process including a daily cold calling effort. Over time these processes will build new leads and opportunities. The system really does work, however it does require specific focus and diligence on a personal basis.
  • When you start off in the industry, you really have no prospects to talk to other than the people and businesses you find in the telephone book. That is a good place to start; contact all the local businesses in a systematic way. From that point you can then contact specific property owners and large local businesses.

You will need some form of simple database to record your findings and activities when you get prospecting up and going for you. Initially you can use a simple contact address book system that allows you to take sufficient notes with the people that you speak to. When you are ready, you can export this information to a more comprehensive database that you purchase at a later time.

Only purchase the database software that you know will work for you; study the alternatives that are available and test them out.

So when it comes to this prospecting model, you can make excuses or you can take definitive action. You cannot do both in prospecting. Here are some tips to make the system work for you.

  1. Develop the mindset to support the process. When you make the calls, you are simply seeking to understand if the person has a need or an interest in commercial real estate. The initial call is a questioning process and not a pitch. Create a conversation with the people that you call.
  2. Build prospecting and calling time into your diary on a daily basis. Consider the best time of day you to reach the segments of prospects that you would normally talk to. Your choice of time really comes down to the property type, the local area, and the way in which you do business.
  3. Practice your telephone approach. Given that most of the people you call will not have heard from you before, the initial telephone call should be a simple introduction and questioning process surrounding their interest and activities in commercial property. There is no point in having a pitch based around your services, as that can come later when and if you meet with the qualified prospects. Further to that concept, pitching over the telephone is really difficult and a special skill. You really do not know if they have a need or an interest in commercial property so ask questions first.
  4. Not everyone wants to talk to you when you make the first call. So don’t get offended if they push you away or will not talk to you. Forcing a conversation where it is not required or warranted is unnecessary. It is far easier to move on to the next telephone call and the next opportunity with someone else.
  5. Keep the process moving on in a positive way, and track your ratios. You will find over time that your ratios of call conversions to meetings will improve. As you track your ratios, you will see this change and hence you can develop further confidence in the process.

Success and call confidence takes about one month of persistence in making calls. Every day you will find simple examples of better conversions. Your confidence will build and your meetings will start to occur. If you want to fast track the results you are achieving, start practicing your telephone conversations in a role playing effort with a friend.

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