When it comes to sales and rental of commercial real estate, the process of searching the procection must be part of your daily work. Prospecting can be a number of things including the following:
Cold call phone to local property owners and business owners
Maintain contact with clients and current prospects in your database
Meet with business leaders locally regularly
Send a letter to the property owner considers your services and property market
Send a successful letter to the property owner considers the recent transaction
Contact property and business owners around each of your signs
Contact property and business owners around your competitors sign
Network through business groups and local community groups
Contact all tenants in your area that might need to move the place or buy a new property
The most difficult challenge in the commercial real estate leads is a cold call. Many agents and sales force do not have discipline, skills, or desire to make calls. On that basis they lost many business opportunities.
You will hear many agents say that the cold call process does not work; The reality is they are only looking for reasons for their own shortcomings in the process.
Traditional problems that occur with cold calls are best described as follows:
Find the contact details of people to call
Find time to make calls every day
Know what to say in each call call is made
Other things that arise that need to be done and hence treated priority above cold calls
Fear will be rejected in the call process
So this problem is common for almost everyone when they start making cold calls. On average, at least 80% of sales power stops the contact process of cold calls regularly after about 14 days. They consider this process mostly unsuccessful and look for other things to do. They give up on pressure.
The real fact of this problem is that the cold call is very successful when you run the process running and practicing your activities. This process needs to be improved and improved when you continue. That way becomes more successful. Successful call call programs must produce at least two new meetings per day of the people you are calling. That’s the opportunity to be produced.
One of the easiest new business models to be adopted is a cold call, because it is simple and can be done from any telephone. That is saying, it is a personal skill and can only be controlled and enhanced by individual salespeople. The success of the total processes dropped to personal commitment and improvement.