I am struggling and think I'm getting left behind. Tips for prospecting better?
I work for a small firm in a small city.  Around 300k population; other mid sized cities are 2-3 hours away.

I have been working for 2 years now.  Most of my deals have come from leads from brokers that have passed them down to me because basically they didn't want to deal with them.  

The problem with my city, I've noticed, is that most business's are family business that have been around forever and have been working with the same real estate brokers forever who have handed down there businesses to there sons.

I'm not having a hard time networking and making connections I'm a part of several professional groups.  They get me mom and pop leads but I still haven't gotten that big listing or big cooperate lead... and its discouraging watching other brokers get all these new retail and business coming to our city and using them.  

Any tips on cold calling/prospecting getting that first real client?  

I've gotten one good one and I got him by cold emailing him a listing I had and he liked it.  However, if I don't have a very good listing I find it very hard to bring something of value to the call in a small city where most people know what's already going on. 

I feel like at 2 years I should be hitting my stride but i'm a little bit farther behind than I thought I would be when I started CRE.  

Thanks
[{"id": "cypqsp9", "text": "Are you a leasing broker?", "replies": [{"id": "cyvtu9z", "text": "it bugs me when people post shit like this then don't respond for 5 days.", "replies": [{"id": "cyvzguk", "text": "lol. Thanks for reminding me so I can be annoyed as well!", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "cypurh8", "text": "A market that small is tough. Find a seasoned vet in the market with leads pouring in and do anything you can for him. ", "replies": [], "depth": 1}, {"id": "cyq8s48", "text": "Why should people use you instead of the broker they have used before and know and trust?", "replies": [], "depth": 1}, {"id": "cyvwmmz", "text": "Regarding making cold calls, check out this link. It's pretty interesting and gives some good advice on when/how to make your calls.\n\nhttp://research.insidesales.com/acton/attachment/1207/f-0433/1/-/-/-/-/LRM-info-graphic-poster-16-5x21-5.pdf?a=blg001", "replies": [], "depth": 1}]