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New business prospecting in commercial real estate has to be part of your daily activity.

Develop a mindset that the office time is a waste of time.
1. Sales by owners
2. Property that has been held for a long time
3. Things that have not sold and then taken off the market
4. Open listings
5. Other agents signboards
6. Time on market
7. Leases expiring
8. Properties purchased over 3 years ago (they are the most likely to come on the market in the next 2 years)
1. Prospecting every day – This means setting aside 3 hours a day to make new and fresh prospecting calls. Your prospecting should be creative and consistent.
2. Keeping great records – Technology allows us to keep great records. Get computer savvy and use the computer to your advantage.

Commercial Real Estate Prospecting for High Conversion – 7 Qualities You Need

What is the success rate of your telemarketing calls compared to face-to-face prospecting? And how do you do face-to-face prospecting these days anyway? Is the property well maintained? Do sales people need an appointment?

We call this a Blitz Call. Here are some exciting numbers – 2 Blitz Calls/day = 10/week which = 400 prospecting calls per work year – allowing for 40 work weeks, with conferences, training and vacations figured in. Let your competition leave the prospecting voice mail.

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