How did you get your first listings? How often do you cold call and whats your strategy for generating new business.
I've read a lot of books and talked to brokers in the industry.  Everyone generally gives a vauge answer.  

&gt; Cold Call - Volume and eventually somebody will tell you not to jump in a lake 

&gt;Build a property database and focus on getting those - Owner address phone email etc.  

&gt; Prospect letters. 

I'd love to here how everyone got going with listings.  And your thought process in getting them. 

Thanks 
[{"id": "di67e4o", "text": "I'm three years and and had a relatively quick ramp up period. I did about $260,000 in gross fee last year in my second full year and should double that this year. I still cold call about 10 hours a week. When I first started I spend several weeks building a database of about 1,000 properties to call on and still cycle through them and add to it weekly. I average about 150 cold calls per week in addition to normal calls to clients and everyone else. I'm on the phone probably 4 or 5 hours a day. I hired a coach not far in and work weekly on developing skills for cold calling, first appointments, proposals, general business management, strategy, etc and I've always had a senior guy to lean on. In my opinion it's foolish to not have a senior guy for the first several years and always have a professional coach. ", "replies": [{"id": "di7d4ty", "text": "When you are cold calling, what are you saying?  What is your general idea in approaching them to show that you can create value?  What I've read is the best way to do some things is to call with market information they might not have.  What's sold around them who's moving in.  etc.  Insight? ", "replies": [{"id": "di7f6f7", "text": "There is so, so much to it. You need significant market knowledge to truly add value. The goal is to ramp up that knowledge ASAP. For now, as stated below, have a deal on the desk to discuss with them. You can gain a ton of insight that way then use that insight on the next call. ", "replies": [{"id": "dm9a6d7", "text": "Are you located in NYC? Seeking advice/possible mentor", "replies": [{"id": "dm9b8yt", "text": "I'm in Houston. Normally location wouldn't be a big deal but NYC is different. ", "replies": [{"id": "dmaf6nc", "text": "What exactly is different about NYC? I know it is, but not sure why", "replies": [{"id": "dmahbcu", "text": "Different ownership structures, air rights, so many ground leases, rent prices, etc. I've never sold a deal that wasn't a fee simple interest.", "replies": [{"id": "dmai89d", "text": "Ah okay. So you're saying that when it comes to cold calling and sharing value, there is a lot more/different info to provide?\n\nOn a side note, here in NYC, it seems like the people want to get you off the phone as soon as possible. It's hard to imagine anyone wanting me to share market knowledge with them because I assume they have better things to do. Or maybe it's like that everywhere and I just have to get my \"foot in the door\" conversationally-speaking?", "replies": [{"id": "dmb4tis", "text": "Everyone wants to get off the phone everywhere. I cold call in to owners that own property here but are from NYC. They're no different than local owners, even considering southern hospitality. The key is to be compelling as quickly as possible (like inside of 10 or 15 seconds) then get them talking. You aren't necessarily directly adding value on that first call, but demonstrating you will add value.  ", "replies": [], "depth": 9}], "depth": 8}], "depth": 7}], "depth": 6}], "depth": 5}], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "di6hulr", "text": "Aaroncre's answer is pretty spot on. I'm right at his numbers my first year in, and don't have a coach. I do have some one relatively senior (8 years in) I can bounce questions off of, but haven't had many cold calling discussions. The biggest thing for me is just being comfortable making the calls. To do that I needed to feel like I was bringing the prospect value, even in the cold call. You're supposed to be an industry professional, so you should have a ton to share about the market, and your thoughts on it. Who have you talked to locally that gave you some good info on new projects, what listings have you had or other local owners have you met with, what is unique about you and your company, what off market deals have you come across they might have interest? I always found if I was just calling to ask for a listing I was wasting my time and the prospects time. There are plenty of brokers out there they can use. Start with having two potential deals to discuss, and make the call about providing value to them immediately. That's just my approach though. Everyone has their own way they feel comfortable making calls.", "replies": [], "depth": 1}, {"id": "di70gwu", "text": "If you're making the calls, why waste time asking for a listing? Take that opportunity and make them an offer on their property. Be a buyer, don't represent them. Get the contract, shop it to your investment partners, and become part of the deal. ", "replies": [{"id": "di7f3ks", "text": "This wouldn't make the caller a broker. This would create a lot of risk, and it isn't that easy to just run and find the money especially considering it's unlikely OP knows enough to secure a compelling deal. You could only do that once or twice and have the deal blow out before you'd ruin any chance of brokering deals or tying up deals. In addition, becoming part of the deal doesn't pay anything now (or possibly ever) and has the inherent risk of getting pushed out. I strongly advise anyone reading to not take this approach. This will come later. ", "replies": [], "depth": 2}], "depth": 1}]