The Best Script for Commercial Real Estate Prospecting

I’m a firm believer in using a script for commercial real estate prospecting cold calls.

That’s because a script will keep you on track and focused on listening to the prospect, without worrying about thinking of what you’re going to say next, or worse…winging it.

I’ve made hundreds of cringe-worthy cold calls that went nowhere, and I’ve learned a tough lesson when it comes to making cold calls.

The Key to Making Commercial Real Estate Cold Calls

I learned the key to being an effective commercial real estate cold call prospecting expert is to be brief, conversational, and above all more interested than interesting.

And, you need to make a lot of these in order to drum up enough appointments that ultimately lead to a listing that ultimately will close in a year or so.

Hey, that’s commercial real estate sales…the deals take longer to close, but the rewards can be pretty massive, both for the agent and the community.

How I created this script for commercial real estate prospecting

After a lot of trial and even more error, I tested various iterations of this script until I came up with something that lead to the least hangups (and decreased expletives screamed by frustrated owners).

I further tweaked it to ratchet up the number of appointments set up and listings won.

What you see here is the final masterpiece: a very brief yet highly effective cold calling script for commercial real estate sales agents when calling for listing leads.

The Best Script for Commercial Real Estate Prospecting

“Hi [NAME], this is [YOUR NAME] I’m with [YOUR COMMERCIAL REAL ESTATE COMPANY], we’re a commercial real estate firm in [YOUR CITY].

I know I’m calling you out of the blue here, but do you have 1 minute to help me out? [PAUSE]

Great, we’re leasing number of commercial [RETAIL, INDUSTRIAL, OFFICE, MULTIFAMILY, VACANT LAND] properties near you and I was wondering if you might know anybody looking to expand into new locations?

[IF YES]

Great, I can send over more info. What’s your best email address? (Get email address then send over more info after hanging up.)

Oh by the way…just curious…how’s your building working for you? Are you happy where you are…or would you be open to expanding into new locations?

[IF NO]

Oh ok, no problem, it was just a stab in the dark.

Oh by the way…just curious…how’s your building working for you? Are you happy where you are…or would you be open to expanding into new locations?

[CLOSE]

Hey, I’ll let you get back to it, [NAME], I appreciate your taking the time to rap with me.

Just so you know, I’ll be in your neighborhood next week checking out some other properties in the area. I could pop by for a few minutes to introduce myself and you can put a face to the name.

How does [DAY] at [TIME] look on your calendar?

Great, see you then, I’ll call that morning just to confirm. Thanks, bye.”

Conclusion

Try using this script for the next 30 days when making cold calls and let me know your results in the comments below.

It is my hope this script will help you create more jobs and opportunities in your area.

 

James K. Kim About James K. Kim
James "Jim" Kim is a commercial real estate agent with Cushman & Wakefield / Pyramid Brokerage Company in the Capital Region of New York, specializing in retail, office, and industrial tenant and landlord representation.

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