I'm curious to hear from current and former commercial real estate brokers on their typical best practice cold calling techniques.
1) How many calls a day do you aim for?
2) Typical time of day you cold call?
3) What's your standard elevator pitch?
4) Do you recommend leaving voicemails?
5) Do you utilize cold emails when you can? Or are you a traditional dial-for-dollars cold calls by phone only?
6) Do you utilize a CRM database to organize your contacts? If so, what do you use?
7) What's your best practice for creating your call lists?
I'd also be curious to hear from those on the receiving end of a broker's cold call. What's most effective to get your attention and potential future business? And conversely, what drives you batshit crazy about a broker's cold call to you?
I focus on multifamily/mixed use properties in the NYC area.
Target 50 calls per day
Time Frames: 12-2pm 5-8:30pm
CRM are a plus (Hubspot,salesforce) or you can build out a basic google sheets and keep track there
Cold Emails kinda suck (getting accuracy down is tough/especially for building owners)
Process:
Step 1: Build prospect list (Old School geographic farm, block/lot identification) -Use the various databases available (i.e. propertyshark) - Get phone numbers
Step 2: Call - (Intro/initial hook -> pitch -> CTA*usually appt)
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Sales training is key.
@Kevin-Loh what are you saying to get passed secretary’s / admin’s from 12-2? And how many people are you finding pick up at 8 at night? Are they still at the office? Or do you have cell phone numbers?
Thanks for your input. Just a follow-up, how long would you say it takes you to research and database that 50-contact call list and what time of day do you usually build that out in your CRM or google sheet? Would you mind sharing a sample script you've used for your call?
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