Introduction: Why Most Brokers Get It Wrong

It’s a line you’ve said a thousand times: “Hi, I’m just calling to see how I can help…”
And guess what? It’s not helping. It’s hurting.

In a recent Roleplay With Rod episode, we coached CRE broker Parker Levy live—and flipped his opener from generic to game-changing. In under 30 minutes, he learned how to actually earn the conversation.

From Commodity to Authority

Here’s the distinction:

• Commodity brokers ask: “How can I help you?”

• Authority brokers declare: “Here’s how we’ve helped clients like you—and why it matters.”

Prospects don’t want to educate you. They want to trust you. When you demonstrate insight and value from the first word, you immediately stand apart from 90% of the market.

The Blueprint: Rod’s 27-Second Opener

Rod’s coaching point? Never ask for a full minute. Ask for 27 seconds—it’s oddly specific and therefore feels authentic.

Here’s the framework:

1. Reference their world (not yours)

2. Introduce your unique solution or insight

3. Make a micro-ask to continue the conversation

Example:

“I noticed you just opened a new location in Greenville. At Cresa, we’ve developed a tool called Blue Chip that helps firms like yours make location decisions that drive profitability. Got 27 seconds for me to explain how it might help your next move?”

Boom. You’ve just earned the conversation.

Practice. Practice. Practice.

Rod’s parting words to Parker? Don’t try it five times and give up. Try it 100 times.

• 30 hangups

• 40 brush-offs

• 30 actual conversations

  Now you’ve got data—and momentum.