Expect Rejection in Commercial Real Estate Prospecting – Improve Your Responses

In commercial real estate prospecting you will get lots of ‘push-backs’ as part of talking to new people.  Some call it the ‘rejection factor’.  Many agents take the rejection and use it as a reason to stop prospecting. Show me an agent that doesn’t make the cold calls and prospect every day, and I will…

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Build an Empire with Commercial Real Estate Prospecting

When it comes to your career in commercial real estate, nothing will fast track your results faster than a good prospecting model.  This then says that a prospecting model should be established into your daily business activities. Prospecting for new business is quite a specific task and very specialized.  It should be regarded as something…

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Best Shot Commercial Real Estate Market Intelligence – Talk to Local Businesses

In today’s commercial property market, the tenants in your local area will tell you a lot if you ask the right questions.  For that very reason you should merge local tenants and businesses into your prospecting activities. Any local building with multiple tenants should be merged into your call canvassing program.   Providing the owner of…

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Cold Calling is a Numbers Game in Commercial Real Estate Agency

In commercial real estate you should be telephoning lots of people every day.  The cold calling process is the way to do that.  In a way, your success in cold calling is a numbers game.  You track your numbers and in that way you will know what is working for you and what is not. …

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Commercial Property Agents – Why Cold Calling is Really Hard

In commercial real estate, the cold calling process is very difficult for many salespeople.  They may attempt to get a cold calling system up and running, but they will soon find something else to do.  It’s not a new problem and it is all so common in most agencies; that does not however mean that…

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