Growing Your Database Faster in Commercial Real Estate Agency

If you work as an agent or a broker in commercial real estate, you should well understand the importance of your database in building market share and a stable client base.  From your database just about all of your valuable leads and listings should evolve; it takes time but the process does work well. It…

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Expert Formula for Better Cold Calling Results in Commercial Real Estate Agency

In commercial real estate the cold calling process is a big part of winning the business and a good share of clients in the local property market.  There is no better way to find listings.  That being said you still find lots of real estate agents avoiding the process at every opportunity.  That is simply…

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Cold Calling Secrets in Commercial Real Estate Brokerage

In commercial real estate the cold calling process is definitely not dead.  It is in fact a great part of the industry if you want to earn more listing business and commissions over time.  Any agent or broker that fails to cold call prospect is doing damage to their career in a major way. Any…

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Heavyweight Cold Calling Brings Prospecting Opportunity

In commercial real estate today you can get some heavyweight cold calling and prospecting opportunity from focusing on the quality properties in the market and the clients that require repeat business and service over time.  That being said, a degree of research is required to achieve connection within that segment of the market. If you…

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Your Custom Designed Prospecting Plan in Commercial Real Estate Brokerage

Many times I am asked about ways of finding clients and listings.  Those commercial real estate agents that don’t do enough prospecting will always struggle with listings and commissions and yet they look for answers in the wrong places.  The fact of the matter is that prospecting is quite easy as a personal system, but…

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You Can Double Your Commercial Real Estate Sales by Better Prospecting

It is a fact that the quality of your prospecting in commercial real estate brokerage will radically impact your sales and commissions.  When a real estate agent or broker says to me that listing and sales are slow, I ask the question ‘How is your prospecting at the moment?’  That’s when I usually get a…

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Commercial Real Estate Brokers – Design Your Prospect Record System for Better Deals

In commercial real estate brokerage you must create a ‘prospect record system’.  In creating the system correctly you can easily track property needs and changes.  That will help you greatly with listings and deals over time. So what does a prospect record system look like?  To answer the question it is important to know who…

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How to Launch a Cold Calling Program in Commercial Real Estate Brokerage

It is a fact that cold calling is a critical part of prospecting in commercial real estate brokerage.  If you want to win more listings and clients, you will have to make calls to new people that you have not spoken to before. So many agents struggle with the process and avoid it at any…

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Cold Calling is Definitely Not Dead in Commercial Real Estate Brokerage

Today you see and hear so many so called ‘gurus’ tell you that ‘cold calling is dead’.  The reality of the claim is that they are trying to sell some secret ‘system’ or ‘book’ to tap into the ‘call reluctance problems’ that most salespeople struggle with. Any successful professional salesperson clearly knows that the call…

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Detailed Cold Calling Systems Required in Commercial Real Estate Brokerage

In commercial real estate brokerage, the cold calling process is essential to help you build market share.  In every location, town or city, there will be plenty of people to talk to over the telephone.  This prospecting process is not a replacement for personal contact and face-to-face meetings, it is however a good way of…

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Stop Trying So Hard in Making Cold Calls

In commercial real estate brokerage, success in cold calling will come when you stop trying too hard.  When you are pushing a telephone conversation things get difficult and the person that you are talking to can sense desperation. As a ‘golden rule’ in telephone based prospecting, you should be focusing on creating a conversation and…

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Prospecting Pain Serves You Well in Commercial Real Estate Brokerage

In commercial real estate brokerage, you will need to go through some degree of prospecting pain and call reluctance.  Over time you will start to see some results with new clients and listings.  When you do that, the prospecting pain starts to diminish. It is no secret that many agents and brokers struggle with call…

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6 Key Factors in Commercial Real Estate Prospecting

The commercial real estate prospecting process is critical to your growth of market share when it comes to a career in agency or brokerage.  That being said, the prospecting process is largely overlooked or side-tracked by most agents on a daily basis.  There are many other things to distract them from the networking requirements of…

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How to Beat Cold Call Reluctance in Commercial Real Estate

In commercial real estate agency, you will find that many commercial property agents develop a degree of call reluctance and avoid the prospecting process accordingly.  Over time this one single fact will have a major negative impact on their market share with new listings. The way to beat call reluctance is to start the process…

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Targeting Your Competitors Clients in Commercial Real Estate

In commercial real estate there is a lot of business to be gained over time by offering yourself as an ‘agent alternative’ to the clients of your competitors.  Find out who your competitors are working with by way of clients, and then get your communications and networking going to ‘open the door’ with those clients.…

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Dealing with Cold Feet in Cold Calling

It is a fact that many commercial real estate agents struggle with making cold calls.  They suffer from a dose of ‘call reluctance’ and get ‘cold feet’ in the process.  In many respects they avoid the issue and stop making calls.  That avoidance issue has a major impact on their ability to find listings and…

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Tips for Better Cold Calling Results in Commercial Real Estate Agency

The cold calling process is an essential part of your commercial real estate agency activities.  It is interesting to note that many agents struggle with the process and really don’t do it well at all.  Some agents will avoid cold calling at every opportunity.  This then has a great restriction on their market share and…

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Cutting Edge Cold Calling Wins More New Commercial Real Estate Listings

In commercial real estate agency today your cold calling systems need to be of the best quality and substance. The people that you call can soon sense a less than confident salesperson that has not prepared for the process. Top agents make cold calls all the time. There is a direct correlation between the success…

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