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Commercial Real Estate Broker and Agent Training and Coaching Worldwide by John Highman.  This podcast covers Sales, Leasing, and Property Management skills and topics in Office, Industrial, and Retail Properties Globally.  You can also get more resources at our main website at 

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Feb 6, 2020

Cold calling is one of those things that many agents struggle with.  That's because it challenges all of the 'boundaries' and requires new habits in business.  That being said, there is an amazing amount of new business to be sourced when an agent starts making calls to people they have not spoken to before.

What can you do with this?  You can challenge yourself to do the things you find new and or uncomfortable.  Call prospecting and cold calling is like that.

Here are some basic rules to help you get started:

  1. Decide what the client types are that you should be connecting with
  2. Determine the reasons why you should be making calls and talking to your client targets
  3. Have some valuable information that you can share with people as you make property calls
  4. Organize your day so you can make plenty of calls at the start of the day before you do anything else
  5. Track and measure your progress
  6. Practice your call conversations, so that you are 'natural' in how you engage with other people on the telephone.

These rules will help you get started in brokerage with your prospecting activities.  Start the process and you will soon see results.