commercial-real-estate-cold-calling

If you work in commercial real estate, then a big part of your job is cold calling.

In fact, your success at making those calls is a huge indicator of whether or not you’ll be successful at the rest of this job.

This is why cold calling scripts for real estate agents have become so commonplace in this industry.

The right script can be your shortcut to success.

The Simplest Real Estate Cold Call Script That Gets Results

If you’ve spent any amount of time researching real estate cold calling scripts, you probably already know that many of them are fairly lengthy. They require the caller to make prolonged opening statements in an attempt to introduce themselves and justify their call.

In reality, you don’t want to take anymore than 15 seconds to cover this initial monologue.

After that, the clock is ticking.

The person on the other end of the phone now knows you’re a cold-caller, so you need to get to the point quickly.

The following script will allow you to do just that.

Use this Commercial Real-Estate Cold-Call Script to Convert More Leads

You: “Hi, [THEIR NAME], this is [YOUR NAME] with [THE NAME OF YOUR COMMERCIAL REAL ESTATE FIRM]. We’re a commercial real estate company in [YOUR CITY].

I know you’re not expecting my call, so I’ll keep it quick. Do you have just one minute because I could really use your help.
[PAUSE AND WAIT FOR THEM TO RESPOND]

Them: “Okay.” (if they say, “no”, ask if there’s a better time you could call back and promise it will literally just take a minute)

You: Thank you so much. My company is currently leasing a number of [THE INDUSTRY YOUR PROSPECT IS IN (e.g. industrial, retail, multifamily, office, etc.)] properties in your area and I was wondering if you were looking to expand into new locations.

Them: Yes.

You: Great! I would be happy to send you some information. What email address should I use?
(If they say “no,” say, “Alright, thanks for letting me know” and then proceed with the rest of the script).

By the way, real quick, how do you like your current building? Are you happy with the location or do you think you’d consider moving in the near future?

(If they are uninterested, end the call. If they mention they might be interested in moving at some point, ask for their email address and tell them you’ll send them some information).

You: Well, I’ll let you get back to work, [NAME]. Thanks again for speaking with me.

Also, I’m going to be in your area next week meeting with some clients, so if you’d like to sit down for a moment and talk about your prospects, I could definitely find time.

Them: That would be great.
(if they say “no,” thank them again and end the call).

You: How does [DAY] at [TIME] work?

Them: That works for me.

You: Great! I look forward to meeting with you.

3 Important Points to Remember

Now that you’ve read the script, you might feel ready to begin using it. Before you dial, though, make sure you understand these three important factors.

1. Get In and Get Out

As we mentioned earlier, this should be one of the most straightforward real estate prospecting scripts you’ve ever seen. It’s designed to get to the point quickly, gauge the prospect’s interest early on, and move right to the call-to-action.

You probably know that, even with the most effective cold calling scripts for real estate, cold calling is still a bit of a numbers game.

That’s why this script aims for efficiency – get to the point, find out if they’re interested, and, either way, get off the phone ASAP so you can make another call. Unless you’re converting everyone, you can’t afford to spend 5 to 10 minutes on every call you make.

2. Set a Time Constraint

You want to make sure that your prospect is aware you only need a minute of their time. Obviously, if they’re interested and want to keep talking right away, you should be happy to spend an hour with them.

However, you’re creating an artificial time-constraint because this helps the prospect drop their defenses a bit. They’re reassured that talking to you won’t take half their day and, if it starts going that way, they won’t feel bad about reminding you of their promise.

3. “Because”

It’s easy to ignore our use of “because” – in fact, you might even have to go back to find it in our script – but that word serves a vital purpose, so you can’t afford to leave it out of your call.

As it turns out, “because” is a very influential word that compels people to do as you ask. So, by using that word where we put it in the script, you have a far better chance of the prospect giving you the time you need to get through the rest.

What Time of Day Is Best for Using Real Estate Calling Scripts?

When you call is almost as important as what you have to say.

The best real estate prospecting scripts and dialogues of all time – even one proven to work like the example above – will produce no results if you were to make your calls at midnight or on a Sunday afternoon.

Now, over time, you may realize that certain times work best for your specific market. It’s always wise to experiment a bit.

However, for the most part, the best days for cold calling are Wednesday and Thursday. At this point in the week, your prospects should have taken care of the pressing matters that were waiting for them after their weekend and will be more willing to give you a minute or two.

Generally speaking, morning calls work well because you’ll get to your prospect before new obligations pop up. Shoot for between 8:00 AM and 9:00 AM.

That said, calling between 4:00 PM and 5:00 PM tends to work even better because the prospect has tied up all their loose ends for the day and doesn’t expect anything urgent to show up during their final hour in the office.

Thinking Outside the Box

Again, it’s important to experiment a bit.

Your industry or your city may be an outlier, so if the example we provided doesn’t work, don’t necessarily go looking for other scripts for real estate agents right away.

Instead, consider other factors at play.

Often times, the issue is that you simply can’t get to the prospect because a gatekeeper – usually a receptionist – is in the way. They’ve been instructed with no uncertain terms to turn away any cold-callers, no matter what kind of opportunity you have to offer.

Note: never lie to the gatekeepers. It might get your foot in the door to say, “They’re expecting my call” but that door will quickly slam and your commercial real estate firm will suffer an unnecessary black eye that could cost you future business with that company.

Tim Ferris came up with an ingenious idea for handling this kind of opposition when cold calling. He began making his calls between 7:00 AM and 8:00 AM and then again between 6:00 PM and 7:00 PM.

This strategy helped him bring in more revenue than the rest of his entire office during his last quarter working in sales.

Keep in mind, he was pitching C-level executives, often at Fortune 500 companies.

His plan worked because he was making these calls when the gatekeepers weren’t around, so these executives were actually answering their own phones. While it took other skills to keep them on the line and eventually close them, picking the right time to call made all the difference.

The Secret to Success

Even though the script we’ve provided you and the advice that followed will definitely help you earn more business, you still need to expect that most calls won’t go your way.

It’s the nature of the business.

Most people just aren’t looking to move their companies right now. Some people will be so ridiculously busy – even on a Wednesday at 4:30 PM – that nothing you say could hold their attention.

Don’t give up.

Keep making your calls, keep playing the numbers game, and the advice we’ve outlined above will eventually bring you all the business your commercial real estate company needs.

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