7 Tips for Making Prospecting Calls
Cindy Spivack
#1 Commercial Real Estate Coach SPECIALIZING In Helping Brokers with Prospecting, Marketing, Time Management, Organization, How to Have a Full Pipeline & Social Media
1. Schedule time in your calendar and try to keep the same time daily. Such as, Monday – Friday from 8:30 to 9:15. Make this a HABIT.
2. Identify the list of people you plan to call, for example 50 contacts for the week. WRITE them down in a spiral notebook and include the phone number (yes, even if you think this is a needless task)
3. Decide how many times you will dial each contact before giving up and placing back into the calling que. For example, 3 times, M, W and F or…5 times over 2 weeks. (The experts will tell you that today it takes at least 7 times until the recipient pays attention, you decide).
4. Leave a brief email after the first and last attempt. Oftentimes these days, it is easier to hit reply vs. call back.
5. When you are able to have a conversation, be sure to have a list of discovery questions at your fingertips. And don’t be afraid to ask if they are currently working with a broker (and even who).
6. After a conversation, ALWAYS follow up with an email or a letter. This allows the contact to have your name, email and phone number.
7. Rather than rifle through a list of thousand, focus on your ideal client.
After all, you know my motto:
“MONEY LIKES CLARITY”
And one last note, when brokers don’t make calls, it’s not because of a lack of time, call reluctance or even desire; it’s because of a lack of clarity!
Call or email today to get coached by Cindy
312-316-4916 or email [email protected]
Cindy Spivack, CEO and President of Cindy Spivack International, Inc., teaches and coaches Commercial Real Estate Agents/Brokers "The 7 Golden Keys of Today's Top Producers" in addition to a handful of proven strategies for building an enormously successful commercial real estate business in 12 months or less.
Cindy has worked with numerous Top Producers in the business in addition to Teams and Managing Brokers. Many of her clients are recognized in the top tier of the brokerage community as a result of her help. Further, she holds the belief that there is no such thing as a “one size fits all” solution and listens carefully so that proper solutions are implemented.