Many experts have predicted that, with technological advancement, cold calling will come to an end. However, it still maintains a massive presence in commercial real estate marketing. For many commercial real estate professionals, cold calling can make a huge impact on their business.
Cold calling puts you in the driver’s seat and lets you be proactive about finding your next client, but you must do the basics right to succeed. Not many commercial real estate agents are comfortable in cold calling, and most fail to get the right results. We will share some of the top cold calling tips for commercial real estate professionals to help you out.
1. Target the Right People
To be more effective with your cold calling efforts, you need to make sure you’re targeting the right people. Ensure you do your homework to narrow down a specific property type, certain area of town, or other details related to your area of expertise. You should be able to come up with a list of property owners or tenants who all fall into a specific category that you want to target. Reonomy can provide you with a segmented list.
2. Use a Script
Once your targeted call list is ready to go, it can be helpful to write up a quick script for the call. Of course, you will go off script as necessary, but the script will help you feel comfortable when you are starting. Keep one script for voicemails and another script for a live call. 6 Successful Cold Calling Tips for CRE Agents.
Different scripts are ideal for different target prospects. A conversation with a property owner would flow differently than a conversation with a tenant. Plan your scripts accordingly. You want to sound confident and friendly. Be clear about how you can help them. More Cold Calling Tips.
3. Be Engaging
People are busy, so be respectful of their time. When you start the conversation, make sure you are engaging and show that you are genuinely interested in solving their problem. Ask questions that will get the prospect talking. The main objective in cold calling is to set up a meeting with the prospective client, be sure to have an engaging way to ask for a meeting. Best and Newest Commercial Real Estate Cold Calling Techniques.
If the prospect is not interested in meeting at this point, ask their permission to follow up and add them to your email marketing list. Sometimes, the timing isn’t right, but you want to make sure you stay on top of their mind.
