Cold Calling Tips for Commercial Real Estate Agents

So many salespeople struggle with the cold calling process when they work in commercial property sales and leasing. Unless they master the art of cold calling, their business results are ordinary and listing opportunities are few; within a few short years (or months in some cases) they start to move on to another career. If you want things to be better than they are, then maybe this article is worth considering further.

When it comes to a tough real estate market like the one we are currently experiencing, the process of call prospecting can be the difference between real commissions and complete struggle. Top sales performers do this all the time; are you up for the challenge?

Call contact and prospecting is a personal skill that can be practiced and enhanced. Make no mistake, the industry requires hard work, but it can be simplified through regular daily cold call prospecting.

For some it takes months if not years to completely understand the calling equation required to generate new business. Most struggle with the skills and disciplines and simply give up; the net result is that they have a variable and unpredictable career. Only a few of those dedicated to the art of calling practice actually achieve the levels of results they need. The good news is that once mastered, this magnificent skill can continue and build your business to extreme levels in any market.

The prospecting process is part of a good salespersons toolbox. On that basis the skills should be mastered. This is not an ordinary calling process and should not be viewed in that way; however with practice it can be significantly improved and optimised so it becomes a very real part of your business generation process. Respect the process and learn the skill.

The people that we serve such as landlords, tenants, business leaders, and property investors, all need our services from time to time. The issue is getting to know them and then keeping in contact until that time is right.

Here is a business model to assist your practice and commitment in cold calling.

1. It is important to use your voice correctly in the calling process; confidence is the key. As with the actors and singers, the voice needs to be prepared for the process (it can make you a lot of commission). When it comes to call prospecting the simple way to do this is to read a book aloud each morning when you first arise. Reading for 30 minutes in this way improves your dialogue and verbal agility for conversations and negotiations in your business day. Your conversational confidence becomes significant.



2. Try to avoid using rigid calling scripts. The listener to the conversation can pick it straight away. The best way to use scripts is to adopt them to your words (they are guidelines until you set your own phrases up). Practice the phrases and the words so that call conversation becomes easy. This can also be part of your verbal practice detailed and item 1 above.



3. Who are you going to call? Preparation is essential to the successful prospecting process. The best time to do the preparation is the night before your working day so that you are not wasting precious calling time during the day. The best way to get some momentum here is to use traditional pen and paper. Simply writing down the businesses to call will help you think through the calls for the next day. It is the start of your system.



4. Where possible, make the calls at the same time each day. This creates a habit which becomes invaluable in forward momentum. Understand that momentum and habits take about three weeks to develop. Until you reach that point of habit creation, you will struggle with the call process and the decisions to do it each and every day. You will look for excuses to do something else. Excuses are not acceptable here.



5. You should devote approximately 2 hours each day to the calling process. The first 20 minutes of that time frame will always be difficult. It takes about 20 minutes to reach the level of momentum and mental commitment to the task. Other people in the office must leave you alone and distractions or diversions must be removed. You need a solid 2 to 3 hours each day to commit to the calling process.

This is perhaps one of the most significant business tools to develop. It requires diligence and focus at an individual level. When it is mastered, opportunities are significant. With call prospecting you can make history or you can be part of history; what is your choice?

Cold Calling Tips for Commercial Real Estate Agents