Prospecting/Cold Calling advice and tips
I work in the Seattle area on a team under two older guys who focus and specialize on industrial buildings. I’m making a lot of calls every day, as I’m sure many of you have done and still do to this day. 

I’m looking for any pointers, tips, or advice you guys have in regards to how to have success over the phone. I know there’s a lot of rejection, some f**k you’s and that’s all good, but I want to know some of the things that have worked for you all in regards to prospecting and in regards to cold calling.

Thanks in advance 
[{"id": "ejn25p6", "text": "Working in a tier 1 market, the biggest difference in my growth &amp; success on the phones was my comfortability talking to people. It\u2019s one thing to be knowledgeable about your market and property type, but we work in a very people oriented business. The way you present yourself on the phone (not rambling too long, eliminating \u201cumms\u201d from your vocabulary) can make or break your call. I know it\u2019s cliche, but the better you get at having a casual conversation versus coming off too \u201csales-ey,\u201d the more success you will have. \n\nOn the more technical side, two things that I would suggest:\n\n1. I had a ton of success when cold calling someone who was relatively close to one of our other listings that was the same property type. Prospects were MUCH more receptive to my calls if they could recognize our other listings. This might be tougher with industrial properties but it can only help you if this situation ever arises. E.g. We recently listed some street front retail less than a mile away from a prospect I reached out to, aka we came off more reputable and more in touch with their sub market. \n\n2. Be very knowledgeable about the market but also know when it\u2019s time to deflect to your superior. If a prospect asks you something that you genuinely do not know, it\u2019s sometimes better to deflect. Not only are you taking the potential client to the next step, but you save yourself from making a mistake. Something like \u201cthat\u2019s actually a great question for my senior broker who could dive into this deeper for you\u201d is my go to. ", "replies": [{"id": "ejn51qj", "text": "Thanks man I really appreciate it. Being known in the Seattle market won\u2019t be a problem as the company I work at has the highest market share right behind cbre and we have bright orange signs which are easy to recognize, even to non cre people haha. I appreciate your advice and will definitely utilize it moving forward. ", "replies": [{"id": "ejo0vz3", "text": "Great to hear. Good luck! ", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "ejxknh7", "text": "You can start with the casual conversation rather than coming directly to the point. Try to build a healthy relationship. Know your product or service completely. Grab as much knowledge you can. Know your competitors as well. Be confident for your product.\n\nAll the best for your future.", "replies": [], "depth": 1}]