Commercial real estate call prospecting is quite special, and so it should be. You are working with valuable property listings, and highly intelligent clients and prospects. You must be a specialist of commercial property for your location to make cold calling work. Make the calls (lots of them) but also ensure that your skills are matched to the people and the market that you are working in.
The people that you speak to in the call must hear and feel that you are worthy of a call conversation. Knowledge in local property activities will help you with that, and any existing listings that you do have in the region will take you forward in the call conversation.
In this PDF slide presentation about call prospecting, John Highman explains the important factors behind making successful prospecting calls.