When you’re talking with a prospect during a commercial real estate prospecting call, and you’ve determined that you would like to meet with them personally for the very first time, how you go about asking them for that appointment will have a lot to do with whether or not they’ll say “Yes” to you. So when you’re moving along within the conversation, getting closer towards the end of it, I recommend that you say something similar to the following to them:
“I’ve recently published a comps report, showing you what all the properties have sold and leased for over the past six months…Is this something you’d be interested in receiving from me?”
Then if they’re an owner who’d like to stay informed on what’s happening within the territory, the chances that they’ll say “Yes” to you are good. So when this then happens, follow-up by saying something similar to the following:
“I’m going to be in your area at 10:00 a.m. tomorrow, and at 2:00 p.m. on the following day, so which one of those two times will work better for you?”
Then if they ask you to mail or E-mail the report to them instead, you can then follow-up by saying something similar to the following:
“I really respect your time, and at the same time we both know that in order to do business with someone, you need to meet with them face-to-face. So with this in mind, here’s what I’d like to do…I’ll come by, we’ll say “hello”, I’ll give you the report, we’ll talk for about 5-7 minutes, and then I’ll leave and be on my way. So with this in mind, is this something that we can now agree on doing together?”
When you describe what you’ll be doing with them as simply and as easily as that, you’re now shifting the psychology in a manner that has the owner become more likely to take your meeting, as it will remove the feeling in them that you might still be there talking to them after an hour, which is something that none of us would ever want to experience with a salesperson…especially when we may have no need whatsoever for their services right now.