I'm a new commercial real estate agent. Of course, like any newbie in this business, all my business is generated via cold calls. Since this is such a crucial means of hitting the ground running, I would like to know what works and what doesn't.
Agents: What cold call tactics seem to work for you? What do you say when prospecting for investor clients? What tone of voice do you use? Are you relaxed, balanced or direct in your approach?
Investors: When you are contacted by an agent via cold call, how would you like to be approached? What information do you want to hear? Who do you choose to give a chance on the phone versus hanging up quickly?