How to Master Cold-Calling as a Commercial Real Estate Agent
4 tips that will lead to cold-calling success.
3 min read
As a commercial real estate (CRE) agent, being proactive in the industry is the key to business success. Cold-calling is one of the many ways that can help you get there. With recent advancements in CRE technology, it may seem like cold-calling is dead. However, that is far from the case. Cold-calling remains a crucial practice in the everyday life of a commercial real estate agent. If done right, cold-calling can secure potential clients and leads, leading to inevitable business growth.
It's time to put your cold-calling skills to the test. Not sure where to start? Luckily, we're sharing four tried and true cold calling tips that will help you put your best foot forward.
Identify Your Prospects
When cold-calling, it is important to identify who your prospects are. To do this, break down what the topic of your cold call will be about. from there, you can segment potential prospects into groups based on their portfolio and expertise. It is best to target a specific group of people rather than spending multiple hours cold-calling (only to be rejected). Doing this will help you create a streamlined list of contacts and potential prospects that you can reach out to effectively.
Develop A Script
You may be thinking, "are scripts effective for cold-calling?" Although cold calls are generally meant to be informal, developing a script will help you have a fluid conversation with a prospect. Slightly tailoring your script per conversation will show genuine interest and allow the conversation to move forward seamlessly. Keeping your introduction or hook simple and to the point will tell prospects exactly what the call will be about, without any added fluff.
Determine The Ideal Time To Call
Let's face it; no one wants to be awakened up in the early hours of the morning to their phone ringing off the hook. The same goes for cold-calling. Ideal times to cold-call are generally between the hours of 10 am and 5 pm. finding an adequate time during that slot can only happen with practice, so be sure to switch it up every once and a while.
Leave A Voicemail
Gone are the days where we left messages on peoples answering machines. However, when it comes to cold-calling, this is an absolute must. If you cannot reach the intended recipient of the call, it is crucial to leave a voicemail in case the prospect will call you back. Remember always to leave your name, phone number and a brief reason for the call.
Now that you have your strategy down-packed, it's time to get cold-calling!
Reference
Cold Calling Tips For CRE Professionals. (2020, November 18). [web log]. https://www.lightboxre.com/resources/blog/commercial-real-estate/cold-calling-tips-for-cre-professionals/.
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