How to Overcome the Fear of Rejection in Cold Calling

To grow your commercial real estate business, a big part of potential progress will be using the telephone. That is the base cold calling strategy you need to consider as an agent in commercial real estate.

The agents that use the phone and build contact systems from that, get more listings and create more meetings to discuss client requirements. Conversely, agents who struggle with telephone use or ignore it find listings harder to find and convert. Conversations in commercial real estate create more new business.

Why don’t all agents use the telephone every day for more new business? In most circumstances, it is due to either a lack of systems and consistency or a fear of the call contact process, called call reluctance. That problem can and should be fixed.

Market Trends

Don’t let the property market evolve around you without winning your fair share of activity. Focused effort will create results for you.

The property market can be very competitive, and you may have plenty of agents around you or in your territory. That is why you need a plan to get results.

Call Strategies

Here are some strategies and facts that can help you get through the ‘call reluctance’ problem yourself and out the other side to property listing progress.

1. Setting Perception and Mindset

Most issues with agents and in them not doing enough cold calls will be centred on their perception of the process. It seems as though they are facing some difficulties before taking any action.

This is a proven fact about real estate prospecting. It always takes some 20 minutes of making calls each day to get the process underway. Most agents don’t make it through the first 20 minutes or find something else to do; on that basis, they struggle too much; they don’t get enough momentum going.

Momentum creates new real estate skills and habits. The agent’s mindset supports progress, and a new set of habits evolve from that progress. Be prepared for the challenge.

2. Being Real Estate Professional

Having a reason for the call is fundamentally essential. Why are you making the call? Ask yourself the question. The answers should not be about you or your need for listings.

The main answer should be about the client and their property situation or challenge. The answer should be, ‘To see if you can assist with a property sale or lease situation that the business owner or client is struggling with’. Everything gets much easier when you fully appreciate this angle or approach as an agent.

Its all about making more prospecting calls. If the prospect or client says, ‘No thank you’, they are simply saying that they do not have a need or interest. Don’t worry about ‘rejection’, as you can then stop wasting your time with those people and move on.

There are always plenty of people to call in your local area and across the property types.

3. Know What You Do and Why

As an agent, your main service solution is in marketing. Agents are not there to set prices or rents, as the buyers and tenants of the property market do that.

In the long run, you are there to promote any property that needs to be sold or leased. There are plenty of marketing tools to do that.

4. Keep Quality Database Records

Your success as an agent will be centred around your ability to talk to people regularly into the future and offer ideas, strategies, and information around that. Your database will keep things organised from the results of all real estate conversations, meetings, or presentations.

Get involved with your database and talk to plenty of people continuously. Property situations and requirements change for most property owners and investors every five years.

Know the people and what they need help with. Be remembered by them at the right time when the property pressure points evolve. Solving pressure point issues in commercial real estate is a big part of progress for all agents today.

Call Progress Today

From these issues, it is easy to see that progress is important at the agent level. Take the challenge of talking to people and keep the process going. Sooner or later you will have some real estate leads, discussions, and perhaps even some listings.

Today, everything in commercial real estate brokerage comes down to the agent and what they do themselves. In order to progress as an agent, take charge of your real estate business and create your systems. You can get faster results by making cold calls and becoming comfortable with that new skill and focus.