Learn how to turn more prospects into customers when cold calling in commercial real estate. You'll learn how to position your calls, manage your time and automate your process to generate more customers in less time. Sales is a science, and we'll show you how. Watch Video Presentation at: https://digsy.wistia.com/medias/mvvps0nns4 About Digsy AI: Digsy AI is a Smart Commercial Real Estate CRM Platform. Get your free account at https://www.digsy.ai Follow Us & Stay In touch: Twitter: https://twitter.com/GetDigsy Facebook: https://www.facebook.com/getdigsy Blog: http://blog.digsy.ai Website: https://www.digsy.ai

1. Andrew Bermudez
CEO & Co-Founder
www.digsy.ai
949.229.2476
@AndrewBermudez
Cold Calling Techniques
Generate More CRE Meetings & Deals

2. ● Brokers waste 15+ hours/week
searching & entering data — foregoing
100s of sales appointments & many
deals per year
● The likelihood of closing a deal jumps to
13.51% after simply meeting a client
face-to-face
● Brokers can simply improve their sales
performance by 23% just by efficiently
researching clients through social
media
● 80% of all sales are made between the
5th and 12th contact with each
prospect.
Statistics

3. Sales is a Science
“
HOFFELD GROUP
Proven Science for Successful Selling

4. Problem
Holder
(Customer)
Solution
Provider
(You)

5. Problem
Holder
(Customer)
Solution
Provider
(You)
Meet
&
Both
Win

6. Problem
Holder
(Customer)
Solution
Provider
(You)
Meet
&
Both
Win
Sale Made
(Commissions!)

7. Problem
Holder
(Customer)
Challenge is efficiently finding
problem holders

8. Problem
Holder
(Customer)
Problem holders
in commercial real estate
Tenants
Property Owners
Buyers
Lease Expiring
Need More Space
Need Less Space
Needs a Tenant
Needs a Buyer
Needs a Property

9. Challenge to efficiently finding
problem holders
Lots of time to find themYour time is limited
You don’t make money
(-ROI)
Problem
Holder
(Customer)

10. How do you find them efficiently?

11. How to find them was in our last webinar
We went over how to:
● Save time finding clients with strategic
targeting
● How many calls to find new clients
● Tracking your progress
● Time-management: Automate
data-entry
● Free prospecting material - oh yeaaaa!
Watch Webinar Video, Get Materials:
http://digsy.co/proven-tactics

12. Also, watch webinar...
How to Find Tenants
Who Are Ready to
Move
http://digsy.co/ready-CRE-tenants

13. 1. Calling techniques
2. How to get prospects to meet with you
3. Easy-to-implement prospecting workflow
OVERVIEW
TODAY

14. Download Copy
http://digsy.co/calltimes
Cold Calling Techniques
● Find a reason to call. Do your research on
the company or person
● Always talk to the decision maker
● Find mutual connections through social
media
● Ask questions FIRST — better understand
problem to successfully tailor your pitch
● Be casual, cool, and helpful - not too
salesy!
● Call during the best times, don’t waste
time on what’s not optimal

15. Problem
Holder
(Customer)
Solution
Provider
(You)
Meet
&
Both
Win
Remember
Sale Made
(Commissions!)

16. YOU’RE REAL
ESTATE
MESSIAH
ON A MISSION
Remember, you’re a doctor that saves
lives of people with CRE problems.
You’re trying to help...
● Finding problem holders is just
asking questions
● Focus on brevity — you just want a
“Yes, I have a problem”
● They need you more. You’re just
making it easier for them to find the
solution

17. Forget the damn script
FOCUS ON QUESTIONS!

18. TENANT
PROBLEMS
Common tenant problems in
commercial real estate are...
1. I’m paying too much rent
2. My lease is coming up and afraid my
rent will increase
3. I’m in need of more space, but locked
into my lease
4. I have too much space

19. TENANT
QUESTION
#1
Hey Bill,
Done some lease rent reductions with
nearby companies, so I wanted to ask...
Are you by any chance feeling like you
may be paying too much rent this year?
Let me know. There are solutions for this.
Download all questions here:
http://digsy.co/tenant-and-owner-questions

20. TENANT
QUESTION
#2
Hey Bill,
Done some lease renewals with rent
reductions with nearby companies, so I
wanted to ask...
Are you concerned your rent will
increase when your lease comes up for
renewal?
Let me know. There are solutions for this.
Download all questions here:
http://digsy.co/tenant-and-owner-questions

21. TENANT
QUESTION
#3
Hey Bill,
Done some leases with nearby
companies, so I wanted to ask...
Are you by any chance stuck in a lease,
but will need more space this year?
Let me know. There are solutions for this.
Download all questions here:
http://digsy.co/tenant-and-owner-questions

22. TENANT
QUESTION
#4
Hey Bill,
Done some leases with nearby
companies, so I wanted to ask...
Are you by any chance stuck in a lease,
but will need less space this year?
Let me know. There are solutions for this.
Download all questions here:
http://digsy.co/tenant-and-owner-questions

23. OWNER
PROBLEMS
Owner problems in commercial real
estate are...
1. My largest tenant is leaving at the
end of the year, I need to find a new
one
2. I just sold a property and don’t want a
lot of taxes
Download all questions here:
http://digsy.co/tenant-and-owner-questions

24. OWNER
QUESTION
#1
Hi Patrick,
Are you by any chance expecting a big
vacancy or multiple tenant vacancies in
your building this year?
Let me know.
I talk to hundreds of tenants a month.
There may be a preemptive opportunity.
Download all questions here:
http://digsy.co/tenant-and-owner-questions

25. OWNER
QUESTION
#2
Hi Patrick,
Are you by chance thinking of having to
find a 1031 exchange property this year?
Let me know.
There are options so you can keep those
capital gain taxes down.
Download all questions here:
http://digsy.co/tenant-and-owner-questions

26. Download all questions
http://digsy.co/tenant-and-owner-questions

27. How to get through the gatekeeper
The key is confidence and familiarity. Instead of a stodgy “formal”
interaction, try informal and familiar tone of conversation. For example, try:
“Hey [gatekeeper name], i’m running to another call, sorry to be short. Can I
talk to Bill real quick? Or “Hi [gatekeeper name], did Bill leave the office? Can
I talk to him real quick?”.
This only works if you are oozing confidence and familiarity. Anything less
and you’ll probably be banished to voicemail wasteland.

28. Tricks to book more appointments
● Ask questions FIRST!
○ Find the pain, get meeting for a full option review consultation
● Prospect efficiently & automate
○ Toggling between CRM, email, property DBs, and data-entry is
very time-consuming. You can easily automate 80% of this work!
● Make scheduling easier for the client
○ 60% of emails are read on mobile. Looking at your calendar on
mobile is a pain for a prospect. Instead, suggest 3 times & use
automated calendar tools like Calendly
● Follow-up consistency
○ Increase your sales up to 40x by simply following up 5-12x

29. FOLLOW - UPS &
LIKELIHOOD
Once = Up to 2%
Twice = 3%
3 times= 5%
4 times = 10%
If you make 5 or more
follow-ups your likelihood
increases 80%
HOW MANY SALES
REPS
FOLLOW-UP?
Once = 50%
Twice = 25%
3 times= 12%
10% of salespeople make 5 or
more touch points with a
prospect

30. Executing Follow Ups are a breeze
Make each follow-up a question!
TENANT
Question
#1
(CALL)
Question
#2
(EMAIL)
Question
#3
(CALL)
Question
#4
(EMAIL)
USE EMAIL TEMPLATES
(you can also use www.digsy.ai)

31. If you don’t talk to prospect, here is an
easy-and-effective Prospecting Workflow
WORKFLOW DEMO
You can watch it here:
http://digsy.co/followupworkflow

32. Download your free
“Best Times to
Send Emails” sheet
at
http://digsy.co/emailtimes

33. Andrew Bermudez
CEO & Co-Founder
www.digsy.ai
949.229.2476
@AndrewBermudez
QUESTIONS?
www.digsy.ai
Scheduling demo:
sales@digsy.ai