Prospecting

How Many Prospecting Calls Should You Be Making Right Now?

on Jun 30, 2020

If you’ve gotten off track from making your calls, do you believe that you should be making maybe 20 calls a day right now? If not, how about making 10 calls a day, or if you’ve really gotten off track, how about beginning with getting just five prospecting calls a day done, for a total of just 25 calls per week?…

Read More

What to Say When You’re Prospecting People on the Telephone Today

on Jun 1, 2020

When you’re prospecting people on the telephone today, you don’t want to dive right in and ignore the 800-pound gorilla that’s sitting right in the middle of the room. Everybody’s been impacted by COVID-19, and when you ignore this during your prospecting calls, and you go straight into asking an owner if they’re thinking of selling their building, you really risk sounding like an unconscious, uncaring broker…

Read More

How to Get to the Real Commercial Real Estate Decision Maker

on Feb 25, 2020

Sometimes once you’ve identified a prospect, you may have concerns about whether the person you’re talking to is really the ultimate commercial real estate decision maker, or whether you need to really be talking to someone else instead. This can become a sensitive situation, as you don’t want to insult the person you’re already talking to, but at the same time, you really want to be talking to the ultimate person who will have the final say so on all commercial real estate decisions.

Keeping this in mind, a question you can utilize in this situation, when you’re talking to the person who you believe may not be the ultimate decision maker, is…

Read More