by Rod Santomassimo | Feb 13, 2019 | Commercial Real Estate Prospecting, Prospecting, Sales Prospecting
This month I have been traveling the country and presenting strategies on prospecting. This week I hosted a national webinar on the same subject. During these sessions, we addressed the meaning of prospecting (asking for the business), the objective of initial... 
by Doug Molyneaux | Jan 21, 2019 | Commercial Real Estate Prospecting, Prospecting, Sales, Sales Prospecting, Success
Are you following the right cold calling tips? Stop mindlessly calling random numbers and start converting your prospects into long-term clients! In this article: What Are Cold Calls? From the Hunter to the Hunted The Best Cold Calling Tips Are Those That Engage the... 
by Bo Barron | Oct 30, 2018 | Commercial Real Estate Prospecting, Productivity, Prospecting, Sales, Sales Prospecting
I was recently coaching my son’s basketball team, we were up against a team I felt had inferior talent. My son is probably a top-3 talent in this recreational league, along with one of our other players; I walked into the gym thinking we would win by 20. We lost by... 
by Rod Santomassimo | Oct 4, 2018 | Commercial Real Estate, Commercial Real Estate Lessons, Commercial Real Estate Prospecting, Commercial Real Estate Success, Owners & Managers, Prospecting, Sales, Sales Prospecting
Let’s face it, telephone prospecting is tough. Here are a few tried and tested tips to make your cold-calling game more successful. In this article: Don’t Be Afraid to Pick Up the Phone Call in Blocks of Time Call Similar Clients Together Call About... 
by Rod Santomassimo | Oct 2, 2018 | Commercial Real Estate, Commercial Real Estate Lessons, Commercial Real Estate Prospecting, Commercial Real Estate Success, Owners & Managers, Prospecting, Sales, Sales Prospecting
Most commercial real estate brokers find it challenging to make prospect calls. The calls are impersonal, boring, misguided and lackluster. If only they were aweful, as in full of awe, and not awful, as they tend to be. In this article: An AWEful Question Let Your... 
by Rod Santomassimo | Sep 28, 2018 | Commercial Real Estate Prospecting, Prospecting, Sales, Sales Prospecting
Learning to successfully handle objections could have more impact on your commercial real estate success than any other skill. It will help you land more listings, take higher fees, put more deals under contract, keep them under, and protect your final commission...
