When you work in commercial real estate brokerage, the concept of cold calling is (or should be) high on the list of skills to learn. Once you start the call process, you should not stop; the skill continues for the entire time that you are in the industry.
Practice and persistence will help you move ahead with your calls and with getting results. Learn about what to say and how to keep up the momentum.
I have put some special notes here to help commercial brokers with the all too common ‘call reluctance’ problems.