Tenant rep brokers!
I call a lot of tenants on a daily basis. My main goal is to 1) get the decision makers name 2) talk to them and try to find out their lease exp &amp; how much sf they use and 3) how they are liking their space.

I am a few months into the biz and have not been trained so I am just learning as I go, noting what works and what doesn’t. I want to know what you guys lead with on the initial call, what you say on the initial call, what kind of questions you ask on the initial call, and what you try to find out from them on the initial call?

I focus on industrial properties but am totally open to hearing what office and retail brokers say as well.
[{"id": "f2gcsat", "text": "The good old days. Good luck out there.", "replies": [{"id": "f2gqdhs", "text": "Help a guy out", "replies": [{"id": "f2h2siv", "text": "I\u2019d say dialling for dollars is a grind. I remember when I was a Jr we had a coach come in and preach a cold call method called \u2018ride the bull\u2019 basically making inroads with the secretary (gate keeper) then getting through there to the decision maker. I think I just turned it into a game. It\u2019s pure shame based exercises, I\u2019d just use a board room with a friend and we would try  to make each other laugh when blasting through call sheets. kinda mellowed the mood a bit.  Although you\u2019d land the odd rep contract I always found personal relationships worked best. A warm call without the see through intent to sell worked best for me in the earlier days. Having a decent sr mentor/team helped. Just try and turn it into a game. You\u2019re probably the 5th guy calling that day anyways.  Make it fun, laugh and good luck.", "replies": [], "depth": 3}, {"id": "f2h3jym", "text": "Sorry just read my reply and realized there wasn\u2019t any real answer to your question. I always kept the call light, I\u2019d do a bit of research, say that a friend of his etc (do some internet research, find a picture on a social site of a friend with name) mentioned they may be looking for space and thought I should inquire.  Anything to make it casual.  I don\u2019t envy your position but it\u2019s worth it in the end.", "replies": [{"id": "f2ipg0f", "text": "Thanks for that. I think lightening it up and not caring as much as I do is the key. Still looking for something to lead with tho, that\u2019s what I have found is hard. Once the convo is going I\u2019m as good as anyone.", "replies": [], "depth": 4}], "depth": 3}, {"id": "f2h8cif", "text": "Ok, you\u2019re me. I\u2019m at a top 3 shop, in industrial tenant/buyer rep. I\u2019m 7 months in with 2 deals done. DM me your email id be happy to share what I\u2019ve picked up (in my market at least).", "replies": [{"id": "f2iphdz", "text": "DM\u2019d", "replies": [], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "f2godwu", "text": "I have this really old book at my desk that was given to me a long time ago. It is called Creating Your Successful Career in Industrial Real Estate by Robert Lipson. It goes over the problems you are encountering right now. \n\nYou should be working with a senior broker, your senior broker should be a well respected broker in the market, and if not, work with a better broker. Wherever you go, your reputation gets there first and so many people have been ruined by association even before they start by working with someone who has a terrible reputation. \n\nThis person should have a contact list of companies, when their leases are expiring, and who the contact at that company is, and any notes from the last time someone called them. \n\nIf you do not have this, you are at a disadvantage and will have to create it from scratch. \n\nAs a given, do not work at a company that does not have an industrial real estate division. You are not in a position to create something from scratch.", "replies": [{"id": "f2gz55l", "text": "He could have all of this and still be suffering on the phones. Good advice but perhaps off the mark just a little. Though I don't blame you. Perhaps there is no answer. \n\nOP: what you need to realize is that above all, you're selling yourself. And that pitch will adapt as you grow. Right now you got nothing, so sell your company's success and hopefully your senior broker's if you have one. Try to think of things you can do that no one else can do. Focus on how trust worthy and hard working you are. One benefit to a young person (don't know if you are or not) is that you have more time to dedicate than the seniors. Eventually, you can sell your own skill and build your brand. You can point to successful deals or a piece of tech that you brought to the table. \n\nSome of the best advice I've ever received is learn the skill behind the deal. It will help you when detailed questions come in. Let's say someone asks you about the measurements of the dock doors, about the amps of electricity or if it's better to buy or lease the property. The guy who has quick and correct answers will have a huge advantage to winning the business. \n\nAlso, for your cold calls, I recommend market knowledge as an opener. I'm an office guy, but I can't imagine this tip doesn't work across all property types. What I mean is trends. You can say something like, \"hey have you heard that the company next door is moving to the West end? It turns out 3 new buildings were built and the price is better than anything you'll find here and probably better than your renewal rate.\" Or \"they're opening a new highway over here\" or \" the owner of your building is planning to sell, are you aware if you have tax increase protection, post-sale?\" \n\nThere's a lot that people probably don't think about when it comes to their real estate. They just want to lease it and forget about it, but when you open up their minds to saving money or increased efficiency or avoiding risk, any logical person would want to hear more. Remind them that the landlords pay your fee so it's no cost for them to hire you. \n\nBy the way, I'm only 28 but our team has done Tenant leasing for over 3 million square feet in the past year. I think it's an all time record for anyone ever. Maybe you can guess our client from that statement, but even after all this I'm not sure about this business. At the end of the day you can kill yourself working hard over trying to get money in this line of work and still only the top 1% of brokers will make even a million dollars a year, subject to the swings of the market of course. \n\nIf money is your only goal maybe go into stocks out banking.", "replies": [], "depth": 2}], "depth": 1}, {"id": "f2hb516", "text": "Just a few other thoughts here. If you ever do get listings, you can use a site like CREXi to list it and then each individuals contact info that views your listing will pop up in a feed so you can call out on them to drum up business.", "replies": [], "depth": 1}, {"id": "f2hgbfh", "text": "Are you at a major company? Costar lets you do a search about expiring leases. That will get you a better than random list to start calling on. I hear costar is expensive but I'm at one of the major ones so i don't pay", "replies": [], "depth": 1}, {"id": "f2o6jw2", "text": "While those are important questions, I\u2019d then go on to ask more about their business to find out their pain points. For instance, why is this important location to them. Also not sure where you\u2019re from, but if you see a truck in the area that has an address from another state, give that company a call, it might be beneficial for them to have some space in that area.", "replies": [], "depth": 1}, {"id": "f2ojouj", "text": "Hey are you guys looking to expand in the northern NJ area ?\nIf I can be directed to your leasing department, exclusive broker. I have a great location in the northern NJ area.", "replies": [], "depth": 1}, {"id": "f3fr9ao", "text": "Perhaps focus on small tenants in small spaces to start. Everyone chases the big deals but the small ones are easy and low maintenance. Our huge commercial building had the largest company in town as tenants and they were the biggest headache, always an issue with them, lease expansions and changes took forever with too many lawyers. Half our time was catering to them because they had a very nice, very expensive 20 year lease.  We  just loved that tiny association with just 700 sq ft in an awkward corner of the building that kept renewing their 3 year lease over and over, and their rent payment faithfully showed up before rent was actually due. Never heard a peep out of them. They paid higher base rent in exchange for no year end true ups and I loved them for that. \n\nThe smaller tenants have shorter leases, you could see from a simple google address search as to when they moved into that location and typical they have 3 or 5 year leases.", "replies": [], "depth": 1}]