Updated on January 20, 2021 Are you a commercial real estate agent, broker, or manager? If so, then you definitely want your commercial real estate business to grow faster!
On November 29 we had a teleconference with Jim Gillespie, America’s Premier Commercial Real Estate Coachsm and Amazon #1 Best Selling Author, where Jim shared his key activities and tips for commercial real estate prospecting. Lots of you asked us to share the recording of the teleconference so we decided to make it publicly available.
Watch the video to learn what key prospecting and business development activities you should utilize.
Top Commercial Real Estate Prospecting Tips From Jim
1. The most important thing around prospecting is just getting it done.
It is extremely important to get it done no matter how good you are at done phone calls right now because getting more of it done is going to bring brand new leads. Your ideal goal in your territory is to find every single lead that you would like to be working on when someone has a commercial real estate requirement and finding those leads before the people on the position to start determinate who are they going to be hiring as a commercial real estate broker. Listen to Jim’s 4-minute audio recording that will get you pumped up to make your first prospecting calls.
2. Never stop prospecting.
When you drop out your prospecting, you are almost guaranteed to have a hole in your pipeline weeks, months down the road because of the length of time it takes to close transactions from the moment you first identified the lead.
3. Schedule your prospecting time in advance.
Schedule it out for the entire year in advance in your contact management software. Book exact days of the week. Let say, it is Monday through Thursday from 9 to 11 or from 9 to noon.
4. Automate voicemails.
Check out PhoneBurner. The service allows you to prerecord voicemail messages and leave them with a hit of the button. Let’s face it, in 65% or 85% of cases we leave voicemail messages. This service allows you to leave a voicemail message and simultaneously the app will dial the next number. Also, the system will send a follow-up message. So you can increase the number of your calls done per hour by about 300%.
5. Leverage mass emails.
Most brokers don’t do lots of mass emails so you have a great opportunity to brand yourself by mailing them once or twice per month with good and helpful information, always including the photo of yourself so they feel they know you and have a relationship with you.
6. Direct mails are not dead.
Check out the Bill Gladstone website and his mailers. Bill spends hundreds of thousands of dollars a year on mailing and marketing, publishes the quarterly magazine. Marketing activities help Bill to generate enough leads.
7. Track all your data using a CRM.
You need to have the database in place to be able to do your prospecting. Check out AscendixRE CRM. It is a commercial real estate CRM software to track all leads, transactions, prospects. For those who are serious about raising their game and elevating their productivity and efficiency, they got to find a way to level themselves. You either got to hire people to do the job that you are doing or you can effectively leverage the technology to automate mundane, routine tasks and to keep all data in order.
8. Work on your presentation style and script.
Your presentation style and your skills and your professionalism in your prospecting will determine if somebody on the phone tells you that they have a need. Watch 2-3 minute training videos on subjects like prospecting, scripting for prospecting, power marketing, getting more listings, and closing.
Broker Testimonials About Jim Gillespie
“With Jim’s coaching I landed $1.7 million in new business in my first eight weeks!” Mark Whitman, Dorin Realty
“After many years of being a broker within our industry, I had gotten off track from getting my prospecting done. But after just 60 days of working with Jim, I’ve added a ton of new commissions to my pipeline, I’m on fire with doing my prospecting, and I’ve now developed a solid marketing system that’s positioning me within the minds of the people I want to work with!” Charlie Farra, Newmark Knight Frank
“During the three years that I’ve been working with Jim, my income has skyrocketed from being $175,000.00 a year, to now being more than $1,000,000.00 a year!” Matt Brown, Brown Multifamily Advisors
“After working for more than 30 years as a seasoned veteran within our industry, Jim has helped me to rewrite my presentation packages so they now have much more sizzle. In addition, he’s given me better scripting to do my prospecting, and he’s had me implement a marketing program that’s now getting my phone to ring with great listing opportunities!” Ed Collantes, SIOR CRC Properties
About Jim Gillespie
Jim Gillespie is America’s Premier Commercial Real Estate Coachsm, an Amazon #1 Best Selling Author, and the creator of coaching for the commercial real estate industry. In addition, Jim hosts live teleconferences where he interviews top commercial real estate brokers, he hosts Webinars, and he speaks live at important commercial real estate industry conferences. He’s been published in or written about in the New York Times, The Los Angeles Times, the SIOR Professional Report, Commercial Investment Real Estate Magazine (the magazine of CCIM), and First for Women Magazine.
Need one-on-one coaching or consulting? Visit Jim’s website to learn more.
About Wes Snow
Wes Snow is co-founder and President of Ascendix Technologies based in Dallas, Texas with international offices located in Kharkiv, Ukraine. Ascendix has been enjoyed a successful 22-year existence in the CRM space and is the author of real estate based CRMs AscenidxRE and AscendixRE Land. In addition to productivity tools for the Salesforce.com platform like Ascendix Search, Ascendix also provides professional services/consulting for various CRM implementations across the globe.