As a newcomer to cold calling, you are likely tempted to hire real estate cold calling services to manage all your prospect calls. While that is an OK option, commercial real estate agents should get in on the ground floor and learn to prospect. Your clients do not want to talk with outsourced individuals; they want to speak to the agent in charge of their business. Therefore, when beginning with cold calling, you should follow at least four standard rules for success.
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1. Realtor’s Pitch & Target
Before delving into the best time to cold call real estate clients — between 11 am and 2 pm — you need to focus on perfecting your realtor’s pitch and identifying your target audience. As you are selling commercial real estate, you will be focusing your energy on new and existing business owners. You can break that target market down further by specifying the business type: restaurant, medical, retail, etc.
Then, focus on creating a 20-second realtor pitch. The pitch should cover introductions, your service, expertise, and success. You will also want to touch on why the client should work with you over other agents.
2. Different Purpose for a Different Script
While this article is not a step by step guide to wholesaling real estate, there is one key point to take out of the sales process: create multiple scripts. One script will not be enough to cover each type of client or service. When cold calling, you might need to focus on your ability to sell a property, or you might need to demonstrate why you are the person to find the client’s next real estate opportunity. Create purpose-driven scripts to increase your closing rate.
3. Dress for Success
Many agents feel that dressing the part is only necessary when meeting with clients in person, but that is not true. When you dress for success, your demeanor changes. You likely become more confident and professional. The client can hear the attitude change on the other end of the line. Therefore, when making cold calls, dress like you want the prospect’s business.
4. Smile and Lead With an Open Posture
Attitude is not only about the clothes you wear but also about your facial expressions and posture. Try standing in front of a mirror and performing your sales pitch. In the first run-through, slouch and deliver your pitch with a frown or straight face. In the second run-through, stand upright with your shoulders back and smile. Which pitch felt better? While your prospect cannot see you, they can hear and feel your confidence. Smiling and proper posture make a significant difference.
Cold calling success is about many things, but primarily it is about preparation and conviction. You need to be committed to the process and confident in your approach. There are many techniques and tools that can help you make the most of your efforts, but one of the best is cold calling software. Consider all the available tools to help you close more deals and book more clients.
