With the current slowdown in commercial real estate transaction volume, many commercial real estate brokers have gotten off track from making their prospecting calls, as the slowness of the market can oftentimes just feel overwhelming to them.

So with this in mind, how many prospecting calls have you been making lately? Because we both know that the number of calls that you’re making will determine the amount of business that you’ll be closing in the months ahead.

With this in mind, if you’ve gotten off track from making your calls, do you believe that you should be making at least 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?

Marcus & Millichap has the gold standard within this arena, as I’ve been told that their agents are told to make 250 prospecting calls every single week.

So sometimes I’ll get a call from a Marcus & Millichap agent to discuss getting started in doing coaching work together, and they’ll tell me how disappointed they are that they’re only making maybe 130 calls a week, which is still better than what more than 90% of the brokers within our industry are currently doing.

Keeping this in mind, every single broker has the ability to pick up the phone and make a minimum of five outbound prospecting calls a day, and if you haven’t even been getting this number of calls done, this could really be a good place to begin for you.

Whatever the number of prospecting calls is that you’ve been making lately, determine the number of calls that you SHOULD be making right now, and in getting started, this could be a number that’s somewhere between the number of calls you’ve been making recently, and your ultimate, ideal goal.

Putting this all together, getting back on the horse and making some progress is what’s most important right now, and you just never know when that one extra phone call will produce a solid new lead for you.


If you’re interested in one-on-one coaching, having me do a one- hour strategy session with you, or in having me lead a webinar or a training for your organization, send me an Email or give me a call!