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 MoreIn addition, a good approach to ask people for their E-mail address can be by saying something similar to the following…
Read MoreWhen 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 MoreRecently I sat down with Craig Coppola, SIOR, CCIM, and Mike Spears, SIOR, CCIM, and we had a discussion on “How to Excel in Commercial Real Estate Brokerage During These Challenging Times”. In addition, you can download and listen to this audio interview for free…
Read MoreEverything is different right now because of what has been happening around the coronavirus, and with this in mind, this now requires you to approach your clients and prospects in a completely different manner…
Read MoreSometimes 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…
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