The planet of commercial real estate sales and leasing has changed and how you will prospect has changed by using it. Today the telephone cold call replaces almost everything else in getting appointments. The telephone if utilized consistently and well, will build massive option and market share; it just takes exercise.
The thing is that cold calling requires a skilled and focused salesperson that can and does make the calls on a regular basis. This is hard for a lot of salespeople as skills and dialogue ought to be improved if cold calling is going to work well for these.
Much has been discussed the process but identical rules apply at the building blocks of it all:
Make the calls every day while doing so so it becomes some sort of habit
Research your market to help you to systematically move through a zone or property type and capture any lively or potentially active listings on the agenda
Develop a mindset of call contact in order that you are just seeing if the person has a need for what you need to offer
Keep a ratio of at least 50% new calls for you to 50% repeat calls with your time allocation for calls (in just that way will anyone create growth)
Every lead or opportunity should be entered into a database that records the level of interaction or the pipeline which you have running
It takes time to make a meeting with some people so make certain you repeat your calling method to qualified prospects at the least every 90 days
Stop pitching on the phone and start connecting (many people will stop the call should you pitch)
Track your call numbers whilst your conversions to meetings so you’re able to know when you are improving
It takes about 3 calls for the same person over an extended time frame to get them to accept to a meeting.
All of these rules apply inside the call process to find start up company and listings in commercial property. Be aware of the local laws and legislation that refers to telephone canvassing, and adjust your processes so you may not breach those laws.
So just how enough time should you apply towards call contact process? A full 40% of one’s working day should become spent in prospecting. That can be an issue for most salespeople seeing that distractions and demands may generally disrupt your record and day.
In summary you should set the principles and stick to them. In only that means will cold call canvassing and contacting become a core part of your real estate 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 http://www.unlockthegame.com.au/.