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:
Become an AWEful Commercial Real Estate Broker
An AWEful Question
In his book “The Coaching Habit” by Michael Bungay Stanier, he expands on the value of the A-W-E question. The A-W-E question is simple and genius — “And What Else?”
Let Your Prospects Speak
Let your prospects flush out their challenges and motivations. Let them speak of what else they’re looking for, what else they’re trying to achieve, and what their pain points are.
Keep The Prospect Talking
For example, when you ask a tenant prospect about ideal space, respond with “and what else.” When you ask a tenant what they don’t like about their existing space, ask the tenant “and what else.” When you ask a landlord about their current management issues or a property owner about his or her investment criteria, ask “and what else.”
This is an “awe-ful” question, and one of many approaches to making your prospect calls as effective as possible.
Need to know how to break the ice with a prospect? Here’s a tip from Marc Wayshak:
How would you interpret an AWEful way to talk to a prospect? Let us know in the comments section.
Do you know the difference between cold calling and campaign-based, targeted prospecting? The difference is huge. In this FREE, 3-part Mini-Course Rod will take you through the exact pieces needed to create a prospecting campaign that will: target your ideal prospects, warm them up before the call, and give you the best chance to win their business! You can watch the mini-course here.
Editor’s Note: This article was originally published on March 14, 2018, and has been updated for quality and relevancy.