To make your prospecting system work for you in commercial real estate, you really do need to systemise it and set some priorities. Systems help build the future; random undirected action does little for you as a commercial real estate agent.
When you set the priorities you will not be wasting your time on things that don’t matter or perhaps have little results and conversions for you. It’s tough enough finding the time to prospect every day, let alone spending time on things that are not good converters of business opportunity for you.
So what can you do here? You can set a plan up that keeps you focused on the highly converting prospecting processes. You need new business to make your career work for you and prospecting is the key to pulling it all together.
Here is a priority model used by salespeople that I have helped in shaping their market share.
- Practice your call pitch for 30 minutes at 8:00am every day. This single one fact will help you convert more people faster to opportunities.
- Start the day with cold calls to new people. This should happen for a period of 2 hours. Start your calls at 8:30am.
- It will take you 30 minutes to build momentum as part of the call contact process. After 30 minutes you will be comfortable with what you are doing and the conversations will flow. The calls will get easier.
- Remove any meetings from the start of a business day. That includes team meetings. Focus on prospecting before anything else. Don’t let other people waste your prospecting time.
- Any follow up calls to established contacts should happen later in the day outside of your prospecting time. Create a habit of prospecting for new business. Don’t let existing customers or contacts derail your prospecting system.
- Towards the end of the day you should enter the results of the calls into your database. Perhaps you can do that as you are making the calls; the data does however have to be entered and you must take responsibility for that.
- End the day with research related to new prospects that you are to call tomorrow. Who are they and why are you calling them. You will need to know those facts as part of the process.
So these are some very rigid rules. When you stick to them you will find that opportunities develop. In any market and at any time the business is out there; it is just a matter of opening up the relationships with the right people.
John Highman is a leading commercial real estate coach who has helped thousands of commercial salespeople and agents promote and grow their real estate business. You will find many more helpful commercial real estate tips and strategies at http://www.commercial-realestate-training.com/