Commercial Real Estate Blog

3 Prospecting Call Hacks for CRE Brokers

August 30, 2026

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3 Prospecting Call Hacks for CRE Brokers

Ever heard the saying, “It’s the little things that count?”

In prospecting, that couldn’t be more true.

You could have:

The perfect script
Years of experience
Dozens of client success stories

But if you make a few small mistakes, you’ll still struggle to get past the first 10 seconds of a call.

If you’re reading this, you probably already understand the core principles of prospecting, like:

Knowing your objective before you dial
Getting straight to the point (because every call is an interruption)
Be an advisor, instead of just a broker

But as I said, it’s the little things that count.

If you’re hungry for that extra 10% that separates the top producers from the rest, here are three simple but powerful tactical tweaks that can give you the edge and make a huge difference in your results.

Numbers = Believability

Most brokers say things like:

❌ “I’ve done hundreds of deals.”

❌ “I know the local market better than anyone.”

It sounds impressive, but it’s forgettable.

Compare that to:

✅ “I’ve closed 345 deals worth $371 million.”

✅ “I’ve tracked every industrial sale in this submarket for the last five years, and I can tell you exactly how your property compares.”

See the difference? Specificity commands attention. Numbers make your claims real.

Here’s why this works:

It removes skepticism. A vague statement sounds like a sales pitch. A precise number sounds like a fact.
It differentiates you. Most brokers speak in generalities. Stand out by giving hard data.
It reinforces expertise. If you track your numbers, you prove you’re serious about your craft.

Slow Down When You’re Speaking

On a masterclass we held a few weeks ago in front of 114 people, Rich, one of our phenomenal Massimo clients mentioned something really important:

“You have to talk slowly… keep it very simple. No jargon.”

Remember, when you’re prospecting, you’re interrupting someone’s day. Their mind is on a million different things. If you talk too fast, you’ll lose them before you even get started.

I’ve done thousands of roleplay sessions with brokers just like you, and this is one of the biggest things I notice. Most brokers talk too fast without realizing it.

Here are three quick ways to slow down:

Pause between key points. It makes your words land with more impact.
Record your calls and listen back. You’ll be shocked at how much faster you sound than you think.
Use shorter sentences. Long, winding sentences make you rush. Keep it tight.

A well-paced call creates authority. A rushed call makes you sound nervous.

Next time you prospect, slow it down by 10% and see what happens.

Stand Up And Walk Around

Posture affects energy, and energy affects sales success.

If you’ve ever joined one of my live calls with Massimo clients or sat in on a free webinar, you may have noticed something—I’m always standing.

That’s not by accident.

When you sit slouched over a desk, your voice loses power. Your tone sounds weak. You project less authority.

But when you stand up while making calls:

Your voice naturally becomes stronger and more engaging.
You project more confidence and enthusiasm.
You stay more alert and focused, which keeps prospects engaged.

If you read last week’s newsletter, you’d know how much I love my data… A Stanford study found that a person’s creative output increased by an average 60% when walking vs sitting still.

Try it. Next time you pick up the phone, stand up and walk around while you talk.

You’ll be surprised how much of a difference it makes.

Plus… it’s good for you.