The world of commercial real real estate sales and leasing has changed and how we prospect has changed by using it. Today the telephone cold call replaces almost everything else in getting meetings. The telephone if used consistently and well, will build massive prospect and market share; it just takes practice.
The thing is that cold calling has a skilled and focused salesperson that could and does make the calls on a regular basis. This is hard for a lot of salespeople as skills and dialogue should be improved if cold calling is going to work well for all of them.
Much has been discussed the process but a similar rules apply at the foundation of it all:
Make the calls every day as well so it becomes a new habit
Research your market so that you can systematically move through some sort of zone or property form and capture any energetic or potentially active listings springing up
Develop a mindset of call contact so that you can are just seeing should the person has a need for what you have to offer
Keep a ratio of at the very least 50% new calls to be able to 50% repeat calls with your time allocation for calls (in only that way will anyone create growth)
Every lead or opportunity need to be entered into a data bank that records the point of interaction or the pipeline you have running
It takes time to make a meeting with some people so make certain you repeat your calling method to qualified prospects no less than every 90 days
Stop pitching on the phone and start connecting (most people will stop the call should you pitch)
Track your call numbers whilst your conversions to meetings so you get to know when you are improving
It takes about 3 calls towards the same person over an extended time frame to get them to consent to a meeting.
All of these rules apply within the call process to find start up company and listings in commercial real estate. Be aware of your neighborhood laws and legislation that refers to telephone canvassing, and adjust your processes so you don’t breach those laws.
So just how enough time should you apply on the call contact process? A full 40% of the working day should end up being spent in prospecting. That can be an issue for most salespeople seeing that distractions and demands may generally disrupt your log and day.
In summary you should set the guidelines and stick to these individuals. In only that approach will cold call canvassing and contacting turn into a core part of your real estate investment prospecting system
Ari Galper, the World’s #1 Sales Trainer and expert on trust-based cold calling, is the creator of Unlock The Game?, the leading sales approach being adopted by companies across Australia, in Sydney, Melbourne and Brisbane. You can take a Free Test Drive of Ari’s cold calling approach at https://www.unlockthegame.com.au/.