Chloe Kim. 5’2” and 115 pounds. Oh, and Olympic Gold Medalist. Ms. Kim won the gold medal in a snowboarding superpipe, or half pipe – or whatever they call that particularly extraordinary, extra cool event. She was unbelievable. Watching how high she soared, and the way she contoured her body into those flips and spins was amazing.

When it was all on the line, she nailed it. The reason she held a gold medal at the end was that she was prepared for the moment. When that prospect answers the phone, are you prepared for that moment?

If you really want to be prepared for your moment, and create a personal prospecting playbook that will help you secure more, high quality clients – consider attending our next live event, The Massimo Immersion. This ultra-exclusive, yet all-inclusive event will be held at Duke University on May 4 and 5. Click here to learn more!

Do you know exactly what you’re going to say in your opening statement? Can you nail it every time? Is it compelling? Does it give the reason why you’re calling in terms of your prospect so that they care?

Let’s say your prospecting call goes beyond your opening statement and your prospects wants to continue the conversation with you – are you prepared for the moment? Chloe Kim, she was prepared for the moment.

One of my favorite quotes is from a Navy Seal. “You don’t rise to the occasion. You fall to the level of your preparation.” You want to prepare, you want to tee up that phone call so that by the time you make it – they’ve heard of you, and you’ve given them value. It certainly doesn’t work all the time, but your hit ratios will be way better if you put a process and a system in place to warm up those calls.

When you get somebody on the phone, and you don’t know what to say – you make some huge and very common mistakes like, “Did I catch you at a good time?” This is a terrible opening question when you are prospect calling. When you call on a prospect that you don’t have a relationship with, you are interrupting them. Yes, they’re busy. Yes, they’re wandering right off the bat. Who the heck are you and what’s in it for them? And you ask them – hey, did I catch you at a good time? The answer is no, and they hang up. You’re unprepared for the moment.

What is your opening statement? It’s the one thing you absolutely know you’re going to get to say if a prospect answers the phone – it’s like the title to an email, or the title to an article.

To access a recording of The 7 Deadly Sins of Prospecting and How to Avoid Them, all you need to do is join the CRE Mastery Facebook group. The recording is uploaded there. This group consists of hundreds of dedicated, commercial real estate professionals across the country who share best practices.


If you really want to be prepared for your moment, and create a personal prospecting playbook that will help you secure more, high quality clients – consider attending our next live event, The Massimo Immersion. This ultra-exclusive, yet all-inclusive event will be held at Duke University on May 4 and 5. Click here to learn more!

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