How do YOU add value when you prospect via cold call?
Share how you add value and what you specialize in.

E.g. I tell tenants about a listing nearby and see if they have any requirements that may warrant an expansion or relocation. 

Landlord rep, tenant rep, investment sales, I wanna hear it all!
[{"id": "fcwgyqe", "text": "Can\u2019t add value without knowing who you\u2019re selling to. So on a cold call this is going to be impossible. The only thing you can do is ask probing questions that 1. Give you as much info as possible while hopefully getting them interested in what you\u2019re selling 2. List to the potential the best parts of the property you are presenting.", "replies": [{"id": "fcwh4xo", "text": "So what kind of questions does that usually entail for you personally", "replies": [], "depth": 2}, {"id": "fczh64x", "text": "So true. It\u2019s the information you have that makes you valuable. If you know someone has a price or needs to park money by a certain time, everything in this business should be about the accumulation of information and figuring out how to monetize it.", "replies": [], "depth": 2}], "depth": 1}, {"id": "fcwhkfb", "text": "I think cold calling is about having a conversation and seeking a meeting where you can see what you can do to add value. Someone that\u2019s not in the market probably doesn\u2019t care about a listing so the call is only worth establishing a relationship until they\u2019re ready to buy, sell, or lease. That being said you should have something to start a conversation with such as a nearby listing or a deal that will affect their sub market.", "replies": [{"id": "fcwhwxi", "text": "Any ideas on what else to start a convo with besides a nearby listing?", "replies": [{"id": "fcxaqae", "text": "recent deal in the building, market, etc. Also, this assumes that you have the contact that handles the companies real estate needs.", "replies": [], "depth": 3}, {"id": "fcxig5e", "text": "Tax law, business law, entitlement changes that will effect their cash flow or after tax return. Financing rates and cap rates vs long term historic averages. Stories of how you recently sold a project and helped trade the seller into another 1031 tax deferred exchange. Etc, etc. \n\nFYI, I\u2019m not a broker but you just have to think about what the owner cares about. Put yourself in their shoes and then figure out how you can help them", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "fcwq6j7", "text": "For landlords I introduce myself and bring up a bov (free appraisal I do) and ask if they are interested\n\nFor tenants I talk about either a recent comp from their area and their siZe range or a new development and see if they are interested in picking up newer product", "replies": [], "depth": 1}, {"id": "fcxwlt2", "text": "Now people will shit on me for this but I\u2019ve found the best way to drum up new business is to interface in person. \n\nI added 200,000sf of listings and am currently working on two deals that I obtained from just dropping by on potential clients. \n\nThis does eat a lot of time and gas but I\u2019d suggest once a quarter spend a few days driving around your market and simply walking into businesses to find the owners. \n\nI\u2019d say cold calling is effective 10% of the time but showing up and getting face to face is effective at least 25% of the time.", "replies": [{"id": "fczcznp", "text": "Are you talking about landlords or tenants? \nHow do you know if the decision maker will be in there, and what do you do to prepare to drop by beforehand?", "replies": [{"id": "fczktv4", "text": "Both.", "replies": [], "depth": 3}], "depth": 2}, {"id": "fczgvdv", "text": "I typically show face where I\u2019m having a difficult time communicating (lots of land in my market is owned by new Americans) so it\u2019s become a necessity for me.\nOther than that, I love making calls and beating on doors. It gives me a real chance to get to know people in my community and build street cred locally. I\u2019d agree that usually a face to face meeting is a natural follow up after a good cold call.", "replies": [], "depth": 2}], "depth": 1}, {"id": "fcxwmbx", "text": "Maybe post this question in /sales and reframe to say \" guy I need help with cold calling discovery questions\"...  \n\n\nYou need to qualify these people first, but your first conversation may be setting that initial **discovery** meeting. So at the end of this first cold call, you may say something like..\" Bob, I don't want to take up any more of your valuable time, would you have 20 mins this Friday around one o'clock to discuss this further?\". Make sure you then send a calendar invite with an AGENDA and I always send a pre-email the day before to confirm.", "replies": [{"id": "fd8z7bm", "text": "But my name is not Bob.", "replies": [], "depth": 2}], "depth": 1}]