In commercial real estate, we’re still obsessed with the concept of cold calling prospects. Pretty much every other industry has moved on to other lead generation methods, but commercial real estate cold calling still is the preferred narrative in the industry.
Does cold calling work in commercial real estate?
The big question is, “Does cold calling work in commercial real estate?”
The truth is, it doesn’t work like it used to.
“I know someone that made $100k on cold calling!”
I know someone that won the lottery. A big one.
Does that mean lottery tickets are a good investment? Should I spend a lot of time and money buying them because my neighbor won the lotto? Probably not.
“I made $100k on cold calling!”
Can we be real with each other?
Is that a “10-years ago” story?
What changes have affected cold calling over the years?
Let’s talk about what’s changed with cold outreach in commercial real estate.
Ten years ago, a sales strategy of 70 cold calls a day would probably land you a deal by the end of the week. Statistically, 350 cold calls per week would bring in about 3-4 call backs, and maybe 1 would turn into a deal. Not bad for a week’s work.
I know what you’re thinking, “Heck yeah, I’m going to do that!”
Stay with me! I’m not done.
The statistics are sound, but why don’t they work anymore?
The big brokerages have warehouses full of people cold calling everyone you’re trying to get in front of. They’re in their voicemails every day. They are relentless because they have the budget to be relentless. You cannot compete with a warehouse of cold callers rolling through phone numbers and sales scripts.
The truth is – your one voicemail a week is lost in a sea of prospecting.
One person cannot compete against a cold calling army.
Instead of wasting hours on the phone, leaving voicemails until your face is blue, let’s check our strategy.
What’s your advantage over big brokerages?
Speed and agility.
We don’t need 17 approvals from a C-suite before we can take action.
Cold calling is a grind that we don’t have time for.
There is a better way. There is an easier way.
It’s been around since the dawn of the marketplace, but commercial real estate brokerages rarely use it.
A Sales Funnel is the Easiest Solution.
Here’s the best thing about sales funnels. The big guys are too big to build one effectively. They can’t get the engagement and conversion rates we can because they have too many services and too big of an audience to have effective messaging. They have to rely on their “vast network” as their one and only strength.
You have LOTS of strengths to offer your audience. And it’s likely you have a specialty that will speak directly to your audience in a way the big brokerages simply cannot.
Let’s build one, shall we?
One that’s made for this century.
Setup your Sales Funnel
Do you have at least one freebie offer? Good! Let’s use it to build an automated sales funnel! Need freebies? Check out Lead Magnet Hero for freebie templates.
You don’t want to be chained to your desk for eternity, so let’s automate this process so you can go on cruise.
Naming your Freebie Offer
If you have multiple freebies, you can make one landing page that advertises EVERY material that’s included in the “freebie package”. It’ll be easier if you need to add or change a freebie if they’re all in one spot.
Here are some fun naming ideas:
- Portland Landlord Toolkit
- Landlord Essentials: Portland Edition
- Portland Property Success Pack
- Portland Rental Resource Bundle
- Portland Landlord Freebie Pack
- Portland Property Power Pack
Freebie Landing Page on your Website
You can duplicate your “Contact Us” page to make this easy on you. It’ll need minimal changes to make a freebie landing page.
1. Build your Landing Page.
Don’t get cute, be direct. Put the title of the freebie pack up at the top. A short description, and a contact form with at least full name, email and phone number.
2. Build your Download Page.
Title each of your freebies, short tag-line of what it’s about, a screenshot, and link to download the freebie /or click to watch the video.
3. Setup Contact Form.
When someone fills out the form on the Landing Page, they are automatically redirected to the Download Page. This is the easiest way to make your lead generation automated.
NOTE: If you want to prevent your downloads from getting “into the wrong hands” you’re in for an uphill battle. I don’t suggest you only send your downloads through email, as it complicates the process unnecessarily. Remember, we want to automate this.
4. Ingrate your Contact Form. (OPTIONAL)
You can get plugins for contact forms that will integrate into Mailchimp, Constant Contact, or even a Google Form. This will automate your lead collection so all your emails collected will go into a database hands-free. This is the easiest way to build leads, as it requires no additional work from you after setup.
BTW, our website design packages comes with a made for you website + sales funnel setup.
Stop fighting the big brokerages and their army of cold callers, you can’t win.
If you keep reaching for that phone to fill your pipeline, you’re doing endless busy work that likely won’t pay out.
Use your small size to your advantage. Build a sales funnel, attract new leads that come to you, and nurture those leads until they’re ready to buy. All without picking up a phone.
Start your Sales Funnel Today
I build lead generating websites for commercial real estate brokers and agents. The websites work as sales funnels.
Any Joe Common Man can build a pretty website, slap
some buttons on it and call it “lead gen”.
I give you access to my Sales Funnel Masterclasses, giving you strategies to drive traffic to your site, bringing you more leads, and making you more money.
A website without the ability to generate leads is just jewelry. Pretty, but not useful.
Without a sales funnel, you won’t get long lasting results, period.
If you agree with me, let’s get started! Schedule a call or zoom.
I’m out to take the “broke” out of commercial real estate
brokerage.
I want to start with you.
You ready? Schedule a call or zoom.
