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…
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…
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…
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 a connection within that segment of the market. If…
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…
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…
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…
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…
Any successful professional salesperson clearly knows that the call contact prospecting model is an important part of their business process. They must make cold calls and lots of them each week if they want to rise to the top of their market in any industry (and stay there); they can and usually do have a…
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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