Real Estate Prospecting Calls – Getting Conversions

Finding leads and actually converting them into legitimate appointments is one of the most difficult parts of the job for a real estate agent. There are a number of ways that they can go about advertising their services, with the particularly proactive choosing to undertake prospecting calls in the hopes of bringing a potential client on board or at least getting them face-to-face for a conversation.

However, there is a fine line between making such tactics a success and simply coming off as an annoyance to the people that you are calling. It’s a difficult balance, so be sure to follow these tips to make sure your call campaign gets off to the right start.

Be Legal

The very first thing that any cold calling campaign needs to ensure is that it is operating within the confines of the law. That means obtaining data from legitimate sources and only calling numbers that are listed as being willing to accept calls from businesses.

Always respect the call receiver’s wishes. If they ask to be removed from your database or for you to not call them again, this is not a sign to be more persistent. After all, they have legal recourse to take if you keep harassing them.

Get The Right Script

There is no point going into a prospecting call without any idea of what you are going to say. It will make you sound unprofessional and reactionary when you should be aiming to impress the receiver as quickly as possible in an effort to hook them in and get them interested in the service that you have to offer.

As such, you should have a tight script for each type of prospect that you might call, which delivers the important information quickly and effectively without sounding too over-the-top or salesly. Practice the script and you will build confidence, which in turn will allow you to deviate from the script if needed.


Speaking of confidence, it is most certainly needed if you are going to be calling prospects that you have never met before with a view to advertising your services. Your tone needs to be inviting and you have to know what you are talking about and be able to answer any questions thrown your way.

If you can’t show confidence in what you are calling about then the receiver simply isn’t going to be able to show confidence in you. Know the subject area and be willing to answer questions. As one final tip, if you don’t know an answer be sure not to lie to the customer. Instead, be honest with them and tell them you will do everything you can to find out for them.

Pick Your Battles

Certain prospects have a better chance of converting into an appointment than others, so it is important to pick and choose carefully to get the best conversion rate.

Those whose listing have recently expired and people who are trying to sell the property on their own are usually good first choices, as both are actively trying to sell their home and thus have reason to listen to anybody who could make that easier.

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Commercial Real Estate Closing Checklist

One of the main reasons that a commercial property transaction might fall through when it is near to closing is because one of the parties has forgotten an important aspect of the transaction that needs to be considered before the relevant documents can be signed.

With that in mind we have created a small checklist of things that you need to keep in mind when closing on a commercial real estate property, to make sure that you cover all of the bases.

Acquisition Documents

You need to ensure that all of the documents relating to the purchase are in place and ready. This includes all of the following:

• A signed letter of intent
• Any and all drafts of the purchase contract
• Any information relating to your legal counsel
• Access agreements
• Any client or portfolio manager authorisation that is required
• A fully completed purchase contract, that will be delivered into escrow
• Documentation for the initial cash deposits for the purchase
• Arranging for any bank accounts required to be set up

Title Matters

Title and zoning issues are also a high priority, so make sure you have the following:

• You have selected a title company whom you can send the seller’s title commitment to
• Have an ALTA survey carried out and ensure you have the right documentation
• Verify that all relevant leases and assets are in the seller’s name

Tenant Issues

If you are buying an apartment building or any form of commercial property where other businesses may become tenants and lease out space, you need to have all of the following:

• A current certified rent roll
• A review of all current leases and the related documentation for each.
• Your legal counsel should look over these leases and compare to the current review
• You need to look over all current tenant files
• Resolve any outstanding issues regarding lease
• Receive all reports relating to the tenants, including sales and receivables reports
• Transfer all tenant security deposits
• Review the tenant credit and payment history
• Prepare and sign the tenant Estoppel Certificates
• Final check on all documentation


The transfer of all relevant financial information is extremely important as well. This includes:

• Copies of any historical or proforma financial information
• Copies of utility bills
• Most recent tax statements
• An expense list for all expenses currently operating under the property


You will need to consider the possibility that there is any current action against the property or the existing owners and take that into consideration.


Getting insurance for the building is crucial, so it is important to get a quote as early into the proceedings as possible. Some of this may be covered by the Property Management Agreement.

Physical Property Inspection

Before any transaction is completed a physical property inspection must be carried out by the buyer to ensure that they are getting everything that they expect from the property.

Final Closing Documentation

To complete the transaction all of the relevant financial and legal documentation must be completed and handed in on time and be completely accurate.