Join us for The Prospecting Skills Drill workshop next week.

 CRE Success Principle: Big bursts of prospecting activity followed by long dry spells won’t build a stable business; consistent prospecting prevents the cycle of feast or famine.

If you’ve ever told yourself, “I should be prospecting more,” then you already know what’s missing from your business.

The Prospecting Skills Drill is a live online workshop I’m hosting on Tuesday, 6 May at 12:00 PM AEST, and it’s your chance to build a proven, practical prospecting system.

During the workshop, you’ll learn how to be more consistent, persistent and proactive in your outreach.

You’ll get the exact cadences, templates and objection-handling lines that have helped many real estate agents build stronger pipelines and close more deals. 

The Prospecting Skills Drill isn’t just for new agents. Seasoned professionals will also benefit.

And for just $50 AUD, you'll get lifetime access to the recording and other value-packed bonuses, including a one-on-one implementation call with me. Spots are strictly limited, so register now. 

If you want more listings, fewer pipeline gaps, and more consistent revenue growth, this is your opportunity to build the prospecting habit that transforms your business.

Secure your spot now at cresuccess.co/drill before it fills up. 

Episode transcript:

 If you're not happy with the number of listings that you have on your books right now, if your pipeline's a little bit unpredictable and you keep telling yourself, “You know what? Me and my team should be prospecting more”, this is the episode for you.

Because I'm going to be telling you all about a live workshop that I'm running in one week from the release of today's episode.

I'm going to tell you why we're doing it, who it's for, and what you and your team will get out of it.

Hello and welcome to episode 218 of Commercial Real Estate Leadership. My name's Darren Krakowiak. I'll be your host in this episode.

And I'm here to help commercial real estate principals to accelerate revenue growth by building the right team, serving ideal clients and implementing scalable systems.

Now, a few weeks ago, I did run a workshop, which was all about Beating the Bigger Firms, and it went quite well.

But one thing, I guess, that wasn't attractive about that workshop was that it had a more narrow focus.

First of all, it wasn't really for people who were working at bigger firms because why would they want to beat themselves.

And secondly, it was more geared towards commercial real estate principals, which is our core audience.

Now, over the past about six months, I've rolled out a prospecting skills drill for a number of corporate clients. I presented this at a number of live seminars and also on a couple of webinars, and I've also delivered it to my members.

The feedback on this content has been really good, and I think it has a broad appeal, so I've decided to roll it out.

It's going to be happening in our workshop on Tuesday, the 6th of May, at 12 midday Australian Eastern Standard time.

If you are joining us from North America, that means it will be on Monday evening, the 5th of May. And if you're in Asia, it will be on Tuesday morning, the 6th of May.

If you go to cresuccess.co/drill, you'll be able to see all the details, including when it starts in your time zone.

So, this is a workshop for commercial real estate agents, but it's also open to anyone who is in a revenue-generating, client-facing role.

If your job involves prospecting, if you have a pipeline that you need to fill with opportunities, then you're definitely going to get a lot out of this event.

In terms of why we are running it, I think most commercial real estate agents know that they should be prospecting. They're just not doing it consistently.

It's not a knowledge gap; it's more of a structure and standards gap.

And when you don't hold yourself to a certain standard and when you don't have the right structure in place to prospect consistently, persistently, and also proactively, well, the consequence of that is that you end up with feast or famine.

Because, as some people sometimes tell me, in fact, I was presenting this to one of my clients, this workshop recently, and one of the team members said to me, “Well, why should I be prospecting when I've got a book full of listings. Shouldn't I be focusing on converting those opportunities into revenue? Because a bird in the hand is worth two in the bush?”

And I kind of get that rationale. But the problem with it is that when you focus on your existing listings to the detriment of prospecting, you're starting to make future gaps in your pipeline.

It means that you get into this feast and famine cycle, which just creates stress and ultimately means you have less control.

You have a lot more control when you are consistent, persistent, and proactive with your prospecting because you know that the effort that you put into generating a list of leads and prospecting them is going to get more opportunities into your pipeline, which means that you don't have to be stuck working with ‘pain in the butt’ clients.

Because as you and your business outgrow certain clients, you've got the confidence that you can replace them because you know how to prospect.

So, I really think prospecting is a core skill. When you think about the main skills that commercial real estate agents need to have, it's:

● Prospecting
● They need to be able to list
● They also need to be able to sell or lease property

So prospecting is very fundamental. It's one of the core skills, and it's the first thing I think that commercial real estate agents should know how to do because, when you know how to prospect, you're then in control of your pipeline.

And it means also that you become a more valuable person within the business. Because if you're a business owner, you know that you can build a business or build a team at least around somebody who knows how to prospect.

If you've got someone who has presence in the marketplace, who knows how to prospect for opportunities and then pitch and win, you can then have that person create more leverage for their ability to win more work with a team of people who can help with the minding of the listings, and also doing the grind work. That's the ‘find, mind and grind’ framework that we've run through on the podcast before.

The other thing I would say about prospecting is that a lot of more experienced agents that I talk to will say something to the effect of, “Well, I don't need to prospect because I've got so many opportunities that come my way through my content, through repeat business or through the networks that I've cultivated throughout my career.”

And, that is great, but you only have so much control over the quality and quantity of opportunities that come to you when you are relying on those inbound channels.

The one way to have more control over who you work with and to create a direct line between you and your ideal future clients is to know how to prospect.

So, I believe that prospecting should be the cake rather than the cherry on top, right?

So, if prospecting is the cake, there may be referrals and repeat business, and inbound inquiries that come from our listing boards and from content can be the cherry on top or the icing, because prospecting is one of those fundamental activities which, you know, is the base of the success cake to let that analogy run its full course.

Maybe I should have thought through a little bit more before I started using that analogy.

So, as you can tell, prospecting is a passion of mine. It's a skill that I developed very early in my commercial real estate agency career.

Because, I kind of had to, right? I found myself in Seoul, South Korea, at the start of the global financial crisis with no experience in tenant representation.

Suddenly, in that department, and required to build a pipeline with no experience, with no track record, and with the headwinds of the global financial crisis coming at me.

The one thing that I had control over is, well, my ability to go out there and to strike up conversations and to qualify opportunities, and to start building a pipeline. Which, by 2010, started to lead to more opportunities actually becoming real.

And ultimately, that led to a number of career progression opportunities, which I'll tell the full story at the workshop, just to kind of build the case for why prospecting is really a fundamental skill that I believe is so important to your success.

But it's really underpinned my career growth and it's given me, I guess, the credibility to be able to now run this business. It all started, my career progression, off the back of prospecting.

So, it's something that I really believe in and I've got a lot to say about, and I believe that you and your team will really benefit from coming to our prospecting skills drill.

So let me share some more information about the session with you:

It'll run for 60 minutes, and it is designed for commercial real estate agents who want to really take back control of their pipeline.

It's not just for new agents; it's also for experienced agents. It's for anyone who believes that they could benefit from upgrading their prospecting skills.

It's all built around three principles, which is consistent, persistent, and proactive. They're the three principles of prospecting that I teach.

And I've got nine specific strategies that you can implement. Three strategies for each of the three principles that are going to be your, if you like, actionable takeaways from this session.

I'm going to give you templates and cadences and talk tracks, and objection handling lines. And you get all of this for just $50. Plus, we'll also give you lifetime access to the recording and another seven bonuses, which are included.

So, I really encourage you to register at cresuccess.co/drill

Spots are limited because one of the bonuses is a one-on-one implementation call with me after the skills drill. And, there's only so many of those calls that I have the time to do. So, we are capping the number of participants.

So go to cresuccess.co/drill to lock yourself in for the event. If you don't make it live, you can still book your call afterwards and also, you'll get access, lifetime access, in fact, to the recording. And as I mentioned, a whole bunch of other bonuses.

So, if you know that you should be doing more with your prospecting, but you're just not doing it right now, this is your shot to fix it.

The first step to fixing it is attending this special skills drill, because you'll finally have a prospecting system that works, and you'll have the skills in place that'll give you the confidence to make sure that you're using it daily.

So, if you want more listings, a stronger pipeline, and ultimately, well, more deals being done faster, head to cresuccess.co/drill. It's all happening on Tuesday, the 6th of May, and I would love to see you there.

That is our episode for today. Thank you so much for listening, and I will speak to you soon.