How to Sell Vacant Land Over the Phone [COLD CALL SCRIPT]

Under all is the land. Upon its wise utilization and widely allocated ownership depend the survival and growth of free institutions and of our civilization.

– Preamble to the CODE OF ETHICS and STANDARDS OF PRACTICE of the NATIONAL ASSOCIATION OF REALTORS®

When you get a land listing as a commercial real estate agent, it’s important that you actively market the listing several times per week on behalf of your seller client to find the right buyer.

And if you believe that all you need is a sign to sell your land, then there wouldn’t be a need for commercial real estate agents…would you agree?

vacant land
Two development parcels located on Route 9 in Malta at Stonebreak Road. Stonebreak Road is the entrance road to Global Foundries. In the area of $1,000,000,000 of development. Municipal approval required for all potential projects. .93 acre parcel can be sold separately. High traffic counts in the south of Progress.

This is the same cold call prospecting script I use to market my vacant land listings and meet more business owners and developers with commercial real estate needs.

Related article: How to Get Past the Gatekeeper When Selling Over the Phone

How to Sell Vacant Land Over the Phone Script

 

If speaking with Gatekeeper
Yes, please. This is [YOUR NAME] with [YOUR COMPANY], we’re a commercial real estate firm in [YOUR CITY]. Can you please connect me with [PROSPECT’S NAME], please?

What is this about?

Yes, it’s about real estate…are they available?

 

If speaking with Decisionmaker
Hi [NAME], this is [YOUR NAME] with [YOUR COMPANY], we’re a commercial real estate firm in [YOUR CITY]. I know I’m calling you out of the blue, but do you have 1 minute to help me?
Great, we’re handling the sale of some vacant land that’s available near you on [STREET ADDRESS] in [CITY].
I was wondering if you might know somebody looking to expand into that area?

[PAUSE]

No.
No problem. By the way, how’s your building working for you? Any possible future plans for a move?

None at this moment.

Got it, Well, if something comes up in the future about commercial real estate, feel free to reach out anytime. I’ll send you an email with my contact info. Thanks.

How to Leave a Voicemail When Selling Vacant Land 

And here’s a voicemail script you can use if the prospect is not in (always leave a message!)

Hi [PROSPECT’S NAME], this is [YOUR NAME] with [YOUR COMPANY], we’re a commercial real estate firm in [CITY].
We’re handling the sale of some vacant land that’s available near you on [STREET] in [CITY].
If you or someone you know might be open to the idea of expanding into a new location, I can send over more information about it.
You can reach me at [YOUR NUMBER]. Again it’s [YOUR NAME] with [YOUR COMPANY], at [YOUR NUMBER]. Thanks.

Conclusion

Try this land listing cold call script for 30 days.

Make at least 10 calls (or more, if you have time) using this script, track your results in your CRM (I highly recommend ClientLook, a great CRM for commercial real estate), and watch your land listing business grow…by metes and bounds! #REALTORHumor

vacant land Schodack
Prime development location for 4.2 acres with many potential uses including retail, office, medical and distribution center. 90′ of frontage on Route 9 and 1,200′ of frontage on Richwood Drive in Schodack, NY.

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.

Thoughts?