Get to the Decision Maker

Prospecting in commercial real estate is a vital aspect to our jobs as commercial real estate brokers. Gaining and retaining client relationships is the lifeblood of the commercial real estate industry. While prospecting, it’s important to get to the person who will be making all of the decisions. Our friends at Prospect Now recently published a blog post on this very topic. Read the excerpt below to discover tips for getting to the decision maker, then click the green button at the bottom to read the rest of the article.



Most marketing efforts take both time and money. For most of us, time IS money. This means that we need to ensure our efforts result in some type of reward, whether it’s a potential business deal, referral, or new contact for a future venture. With the amount of time we spend in meetings, on phone calls, or sending emails, we need to make sure we aren’t wasting our time speaking with someone who doesn’t have any decision making power.

Here are 4 tips to get you to the decision maker when you’re prospecting.

#1. Know Who You’re Calling

One of the most common mistakes made when prospecting is not knowing who you need to talk to. Imagine speaking to an operator (assuming you even get to a live person) and stumbling to figure out who you need to. In the business industry, we understand the importance of speaking to the right person for your needs and how difficult it can be to get through the first line of defense-the operator.

Do your research to ensure you’re confident when you call. This will help save time and hopefully keep you from being bounced around several departments, especially if it’s a larger company.

#2. Referrals

One of your best resources when it comes to prospecting is getting an introduction through referrals from previous or current clients. Think back to the many times you’ve met a financial advisor or insurance agent that you absolutely loved. Now, how many times did you pass their information to a friend or colleague? Probably more than you can remember.

Referrals are an easy way to get through the initial gatekeeper and in many cases, they may already be expecting your call. Take advantage of the current contacts you have and reach out for an introduction or referral. Unless your contact asks you not to mention their name, always use it as a way to connect. It also helps build some trust and familiarity…

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