Brokers who cold call. What are you best lines / approaches?
[{"id": "fhfhqs4", "text": "I keep it simple. casual hello and mention your firm's name, then maybe compliment/ask them about deal points on something they did recently (\"I saw you just sold 123 Main st......\"), tell them what you do (\"We're active in the market with...\"), then ask them what their near term goals/deals/plans are (\"so what's keeping you guys busy these days?....). Then see if you are a match for something they might need now or down the line.\n\nDepends on what service line you are in, but thats my general conversational flow if I have no other connection/history to the person and It's a pure cold call.", "replies": [{"id": "fhpwdd9", "text": "I get these calls all day and I hate them.\n\nI say stand out and be bold .... REALLY bold.\n\nOver promise and then deliver ..... succeed 1 time and it\u2019ll be you\u2019re new way of doing business.", "replies": [{"id": "fhq06gp", "text": "I like that!", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "fhfkizb", "text": "As someone who gets cold called ALL THE TIME. Please take this advice. \n\nWhen I start by politely saying no thank you and you get more aggressive and I hang up. Don\u2019t call back and expect me to want to talk to you.", "replies": [{"id": "fhfmszh", "text": "Yeah but I\u2019m going to call in +14 days at a different time of day and give you some info and you\u2019ll actually appreciate our chat and remember me when I call you a month later.", "replies": [{"id": "fhfn216", "text": "haha this\\^ was about to say the same thing.  @ OP, a no on the first call does not mean you are done with that prospect. Easier to be Dennis Rodman than MJ. Hang around the rim and get them rebounds when their main broker fucks up", "replies": [], "depth": 3}, {"id": "fhfo54a", "text": "I\u2019ve had a lot of people who say they\u2019ll \u201ctouch base\u201d in 2 weeks or a month and I tell them not to. If they don\u2019t respect my wishes I add their number to an entry in my phone with a custom ring tone (silent) and named \u201cignore\u201d. I get that you need to grind but knowing when to stop pushing is also valuable. \n\nHere is a true story. \n\nGuy kept calling me. Repeatedly. I told him to stop. He wouldn\u2019t. I did remember his number. A couple years later I had a place listed and for an offer and low and behold the agent writing the offer was the guy who had harassed me. I got another offer albeit slightly lower. I called the lower offer and told them. \u201cHonestly you\u2019re my 2nd highest offer. If you can match this price I\u2019ll accept yours. I\u2019ll even show you their offer with personal info redacted. I just don\u2019t like that agent.\u201d They were floored with my bluntness and said no problem and did it. That agent cost themself a sale by making them someone I never want to do business with.", "replies": [{"id": "fhfpo02", "text": "there's a difference between following up and annoying someone. You sound like the type of guy that will only ever talk to cold callers if he has a specific and urgent need for what they do. What that broker should have done is realized ( on the first couple calls) that you aren't someone that is just going to have biweekly chats with him, and approach you in a different, more strategic way. I'm sure if he did some research and found out you had a development deal and your equity partner got cold feet right before closing, and he called you with a specific equity partner that could get the deal done, you would happy he called. My point being, don't act like you would never do business with someone just because you told them to fuck off a few times.", "replies": [{"id": "fhfrsb4", "text": "Would I be open to it? I guess. \n\nWith that said I\u2019ve been doing this a long time and have never ended up doing a deal with someone who cold called me. Just seems like a waste of time on my end.", "replies": [{"id": "fhft6oe", "text": "thats a shame. If a hungry broker calls you and you can tell they've done their research, give them a chance sometimes! they might be able to introduce you to something you didn't know was out there. What's the harm in having a new broker hustle for you on a difficult project? Worst case scenario, you're keeping your long time broker/methods honest.", "replies": [{"id": "fhftful", "text": "I always tell agents. \u201cI\u2019m happy to work with you if you bring me a great deal but I\u2019m not interested in developing new relationships with you listing something for me.\u201d I\u2019ve never had them bring me a great deal.", "replies": [{"id": "fhfujx4", "text": "fair enough. cold calling does work though for generating business. but you're not an ideal target, which is ok. people do business in different ways", "replies": [{"id": "fhfuu0i", "text": "100% agree with all of this.", "replies": [], "depth": 9}], "depth": 8}, {"id": "fhpwpoo", "text": "How god damn true is this ?!?!?  \n\n\u2018You want my business bring me deals that I can\u2019t find myself\u2019\n&lt;crickets&gt;", "replies": [], "depth": 8}], "depth": 7}], "depth": 6}], "depth": 5}], "depth": 4}, {"id": "fhftcrk", "text": "Truly, that example just means you are unethical, and a dick to boot.", "replies": [{"id": "fhftjk9", "text": "In all seriousness. What is unethical about wanting to work without someone I\u2019m more confident will perform?", "replies": [], "depth": 5}], "depth": 4}, {"id": "fhg5ivb", "text": "you sound like a pleasure to do business with", "replies": [{"id": "fhio411", "text": "appreciate your downvote sir. you just come off as a pompous prick.", "replies": [], "depth": 5}], "depth": 4}, {"id": "fhhxo3r", "text": "I try to explain this to newer agents and they look at me like \u201cdude you\u2019re the worst salesman ever.\u201d \n\nHonest advice and genuine connection will outperform your pushy sales persona 100% of the time.", "replies": [], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "fhfsu8u", "text": "For office tenant rep calls, offer them market rates/data so they can negotiate their renewal on their own. It's likely they will have questions once you provide.  Offer to continue to help provided they allow you to rep them to a competing building. More often than not, the competing offer is better than the renewal. If it's not, your data likely added value to the lease, you have started a relationship and you should feel comfortable asking for a referral based on the benefit they received.", "replies": [{"id": "fhftlui", "text": "In your market are you not paid on renewals?", "replies": [{"id": "fhfwrik", "text": "Yes we do. Often they will realize the value you add and the effort required to do it alone.  Then they sign up with you to assist with the renewal. If they dont, you at least have a foot in the door and you helped someone which usually isn't a waste of time. People are generally programmed to reciprocate generosity. Ask for the referral.", "replies": [{"id": "fhhnwle", "text": "Good point, will have to keep that in mind!", "replies": [], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "fhft5ma", "text": "Pleasantries...\n\n\"Calling to see if your business is in an expansion mode and may need to evaluate real estate options?\". If yes, continue...\n\nIf no. NEXT call up.\n\nIts that simple. Numbers rule the cold calling game.", "replies": [], "depth": 1}, {"id": "fhg0osu", "text": "Start with adding value - provide some market intel (recent comp, properties in the market, etc.). Then all open ended questions. \n\nYes, no answers will kill a conversation before it ever starts.", "replies": [], "depth": 1}, {"id": "fhmdoiu", "text": "The important thing to remember is that it's all a numbers game. Just keep at it", "replies": [], "depth": 1}, {"id": "fhpvtr0", "text": "As an investor who gets cold called daily ..... have some fucking balls on the phone. \n\nAll I want to know is how are you going to make me money !!!\n\nFucking money ..... that\u2019s all.\n\nStop it with the lame \u2018lines\u2019.  Anyone with experience is going to instantly know your a schmuck.  Be larger than life, be confident, and tell me how we are going to make a shit ton of money and drop the small talk.", "replies": [{"id": "fhvmlp7", "text": "Adding to this, the real success I have is bringing an idea. I.e have you ever thought about doing X to bring the value of your property to Y?", "replies": [], "depth": 2}, {"id": "fhyb64t", "text": "Example of a \"lame line\" ?", "replies": [], "depth": 2}], "depth": 1}]