Scott P. • Great Article

James O. • One of the reasons I started Officefinder.com way back in 1995 is that I hated making the call (cold calling) and hoped the Internet would be a better resource of leads. It worked. In fact it worked so well that I gave up my brokerage in 2001 and went full time into OfficeFinder. Generating leads for others. Now we are generating around 1500 leads per month to our members! Any more though, I think you need to do both to be successful. Booking out prime time to do cold calling is important. Make it a priority... unless of course you really have more business that n you can handle.

James O. • Here is a good article on making cold calling easier.

"Few elements of a sales career are more challenging than cold-calling. Here’s a quick list of 12 easy-to-implement strategies that can make cold calling easier, less painful, and (if you’re willing to give them a chance) even a little fun:"

http://www.bnet.com/blog/salesmachine/12-strategies-to-make-cold-calling-easier/17488

John S. • Also, commercial real estate brokers should create referral channels @ www.ncbn.us - please join + free!

James O. • I will always remember on call I made and got through to the CEO of a reinsurance company in Seattle. He was extremely frustrated and actually quite rude. He told me that he was sick and tired of all the brokers calling him and not to bother him unless I had something that would work for him. I did some homework on the company and the building they were in and being as persistent as I was, I called him back the next day to let him know about a couple of properties that I thought would would work. I think my persistence and lack of being intimidated impresses him. I got him out in the car showed him a few properties. They weren't quite right, but I was still able to develop a relationship with him and ended up doing around 25,000 square feet long term of leases with him with that company and the next one was with, too.

John P. • great article James. THANKS