This chart simplifies the cold calling processes for brokers and agents. It will help you see what to do in looking for new contacts and business, and then how to approach the telephone prospecting processes for yourself.
Most agents and brokers know that they have to attract new business. They will also know that the telephone is an important part of the contact process. That being said, it is remarkable how many agents will avoid the ‘cold calling’ process. Perhaps being ‘busy’ is part of the process, however, the failure to make lots of cold calls on a regular basis can usually be put down to a mixture of the following:
- Lack of systems
- Not knowing what to say
- Failure to follow up
- General reluctance to talk to new people
- Having nothing to say
- Not contacting people enough
- Not tracking the process consistently
To help with all of that, I have produced this simple cold calling chart which brings the facts back to a few factors and considerations. If you want to win more commercial real estate brokerage business, then use the chart and follow the recommended points.