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Commercial real estate Leasing



                                  
 Commercial real estate lease scripts
are written to help agents prospect for lease listings by telephone. 



Scripts for commercial real estate leasing will get you more appointments and increase your "hit-rate." Owners of commercial investment property seldom live on the premises thus the only way to reach them is by phone. A commercial real estate leasing script is designed to develop superior phone skills to successfully talk with a leasing prospect.  Smooth-talker commercial real estate lease scripts include all of the things that you say "after" the initial introduction has taken place.    

                                           Just stand the commercial real estate script for leasing in front of you & dial the phone.


                     Commercial real estate leasing script.           Script for commercial real estate leasing.
                               Scripts for commercial real estate lease                                            Includes a high quality Leatherette 3-ring   
                      
prospecting are ready to use right out of the box.                                          binder plus 4 plastic section flippers.

                  Commercial real estate leasing scripts.          Leasing script for commercial real estate.       
                      Includes a 24 page Instruction Booklet about prospecting                  Pictured is Richard Blizniks sales & prospecting book: 
                      and a Script writing kit to write your own additional scripts.             "Smooth-talker, How To Write Your Own Prospecting Script" 
       
 





                                                           Scripts for commercial real estate leasing are designed to: 

                                  Ask the prospect if they need or want the your services, request an appointment, talk about money etc. 

                                 Respond to the questions & objections most often heard from owners of commercial property. 

                                 Sell yourself and your company by having at your fingertips selling dialogue and a sales presentation.

You can be ready with the right words that will get you more appointments and make more sales. Smooth-talker commercial real estate leaseing scripts are a tangible product that you can use immediately. It's not something you must assemble or make yourself. You'll use it on every call you make.


Smooth-talker scripts for leasing commercial real estate have never been produced before. It is a new approach to sales prospecting. When starting a career in commercial real estate, a tool like Smooth-talker prospecting scripts is invaluable. A Smooth-talker script for commercial real estate leasing is something you can use everday of your career.
 

                                          We're so sure that you'll be satisfied that we offer a "30 Day Money Back" guarantee!  



Should you spend the money? The acid test of determining whether to spend your money on call contact tools versus indirect advertising is to analyze the results to see if they are what you expect. How much business is derived from direct calling versus passive marketing methods? Passive methods includes mail, television, radio, newspaper, print magazine advertising, internet, all which are very expensive. Whichever method that seems to work best is the answer, but the direct call method is by far the best & most effective.

 

Competing with experienced realtors? A great equalizer is needed. 
Like the old saying "If everybody is somebody then nobody is anybody." The playing field was leveled when we developed Smooth-talker sales scripts for leasing. Commercial real estate leasing agents must compete with experienced sales professionals , especially when they are new to the business.   


Color-coding makes it easy to find the dialogue. Commercial real estate leasing agents can find the proper dialogue with the help of Smooth-talkers' color-coded organization and structure. They want to have traditional objection responses because they they don't have much time to speak during a prospecting telephone call. The simple color-code make it easy to make prospecting calls.

                

Prospecting will pay off handsomely. Commercial real estate leasing agents must prospect every day to be successful.  The turn-over of tenants occurs because of changes in the marketplace. That opens the door for commercial real estate leasing agents to get listings if they prospect.  Even though commercial real estate leasing agents hate to be said "no" to, prospecting will pay off if you do it consistantly.
 

The reason why salespeople hate to prospect. Commercial real estate sales managers and commercial real estate trainers  "try" to teach agents to overcome the fear of rejection but they are going up against human nature. Commercial real estate trainers and sales managers don't get at the root cause of the problem though.


Fear of rejection is the main reason for not prospecting. That is because the commercial real estate leasing scripts don't include the proper words to use. Commercial real estate leasing scripts are often written with too many of the wrong wordsThe goal of commercial real estate leasing is to teach agents what to say to avoid the fear of rejection. 


It's the best prospecting tool you can get!  Evaluating a sales script for real estate leasing means choosing the right selling tools. After spending and untold amount of money and time on training, some new agents will actually start to prospect by phone ... but it doesn't take long to realize that they can't remember all the dialogue they learn in training. Then the "fear" of not knowing what to say prevents them from calling on prospects ... so thay just don't call anymore


Pitch scripts are obsolete and they're old and stale. Commercial real estate trainers and sales managers claim that salespeople are saying the same things now that they said 20 or 30 years ago. Most sales managers talk about one or two lead-off lines that worked for them. The lines are usually clever and tricky. That's just not practical for the average saleperson.
 
                   Commercial real estate leasing scripts have to deal with choosing the right words for prospecting. 

                   The writers of scripts seldom do research on the art of script-writing. They can only write call dialogue that they have experienced.

                   Commercial investment real estate trainers generally teach people what to say from "their" prospective.


Prospecting by telephone is different than face-to-face prospecting. Personality, charm, good appearance, and product knowledge are the essential to selling success
as long as you are in front of the buyer.  Being in face to face has a low probability for rejection. Selling is just a matter of satisfying their need or want for the product. There is little rejection at that point.  Most selling is done in person & face to face. The advantage is having the prospect at some degree of interest and gives you the implied approval to listen to what you have to say.


High-pressure scripts don't work anymore. Commercial real estate sales managers write a short script off the top of their head on how get in the door and how to close the sale. It's all based on methods taught to them a when they were commercial real estate leasing agents a long time ago. Unfortunately most of what they learned was forgotten.  Prospecting for a lease listinis another matter involving specialized word training and verbal skills.
    

Commercial real estate leasing companies provide "pitch" scripts" to their agents. Who writes the commercial real estate leasing scripts that salespeople use? 
Who determines what leasing scripts to use? Usually it’s the sales manager, but rarely is it someone schooled in the art of script writing. Typically it is someone who knows a lot about selling but not about writing scripts.  Management usually chooses the most convincing person to teach the topic. They are not always a good teacher.



How to avoid costly mistakes. Companies who are good at developing new lease listings pushing out those who don't change or learn about lease scripts.  Avoiding prospecting for lease renewal may cost a lot of money. Maybe your cash flow doesn’t permit spending money on passive advertising to get new commercial real estate lease listings. Sure it's expensive to operate a sales department of commercial real estate leasing agents, but what is the cost if you don't.  You must resort to getting business the old fashioned wa .. by telephone prospecting.



Companies concentrate on cutting costs instead of increasing revenues. Oftentimes a commercial investment brokerage seeks to cut costs and it usually comes out of the sales departments budget
 instead of the advertising budget. In the short-term it may save money and make management look good. Not having the expense of the sales department makes the balance sheet look favorable. It's misleading and it is sure to catch up with the commercial investment leasing department and the company. 

  

    The following is a list of headings & topics that you are bound to talk about about when making a commercial real estate leasing call.

      GREEN  24 pages total. are the  You are talking & conversing, generally asking questions. 
  
          Lease scripts for commercial real estate.   

       
12 pages. of Lead-off scripts & Sales-openers scripts.
       
The dialogue identifies you, gives a reason for the call, and gives a brief selling message.
        Do you want to lease or property?                                Prospecting call for leasing.
        Reasons to lease the property.                                     Follow-upcall,  previous contact, stay in touch.
        Follow-up call after a mailing.                                       Old Lease lead.  
        Let you know a service available.                                 You can lease my property without a listing .   
        I'll give you a one-party lease listing.                            Calling before or after business hours.
        Previously contacted - Call to renew interest.               Old prospect  -  Expired listing  -  renew interest.
        Will they sign a"one party" showing / listing.                 Not listed - but it's still for sale.

      12 pages of the traditional questions you need to ask;  Need, Want, Money, Time, Potential, etc.
      Do you need to lease the property?                               Do You Want The Services Of an Agent?
      Do you want to get more money for leasing property?  Appointment to discuss commission & fees for leasing
      The best time to lease the property.                               Best Time To Meet for an appointment.
      Potential to lease. -  Motivation.                                     Decision To Lease or To Choose an agent. 
      Get agreement to lease & list with me.                          Close for a lease listing.      
      Overcome reluctance to list the property.                      Build a relationship & Take the next step.
 

    RED 24 pages contain Questions that must be answered & Objections that must be responded to.                    

     Leasing scripts for commercial real estate.    

    I Don’t Want Whatever You’re Selling.                          Too Busy -  No Time to See You.
    Why are you calling?                                                     Call Me Some Other Time. 
    I’ll Think about It.                                                           Send Me Some Information. Tell me over phone.
    How Much Is Your Commission?                                  Will You Cut Your Commission?

    Will You Negotiate Your Fees?                                     Others charge less commission.
    If you’re so good .. then get me my price.                     I'll Lease It Myself, ... and Save The Commission.
    My Leases Are Current .. so I'm not interested.            I Want to Wait.      Now Is Not a Good Time.
    Wait until the Economy Gets Better.                             Not Now      -        Maybe in the Future.

    I Can’t Decide  -  Non-Committal.                                 Why Should I Choose You?
    I Have A Friend in the Business.                                   I’ll List with a Recommended Agent
    Why Should I Change Agents.                                      Do You Have a Tenant?
    You’re Asking A Lot Of Questions.                                Bad Experience - I’m Mad At You Agents.
 

    YELLOW   12 pages of the traditional selling language & reasons to do business.                                     
    We include a limited amount of dialogue that will get you by. In the commercial real estate leasing scripts
  
  there are blank spaces for you to write in the personal bits of information that will personalize your sales message.

    Commercial real estate scripts for leasing.  

    Agents "30-Second Commercial"                                   Profile of Agent & Credentials.
    Agent Services  -  What I Can Do.                                 Affiliations  - Guarantees - References.
    Why Meet With Me? Things We’ll Discuss.                   Benefits of my company.
    My Resources - Company History.                                What a Broker & Agent Can Do.
    3 Reasons to Choose Me.                                             The Marketing Plan I Intend to Use.
    3 Reasons to Choose My Company.                             Listing presentation.  (phone version) 
 
 

If you know about a lease property coming into the marketplace & you don't do anything about it, consider it a lost opportunity and lost market share. You can't make up for lost business prospects. Sooner or later the sales will suffer and business will decline. The company is faced with a loss of market share that is nearly impossible to recover. In the meantime the sales department and marketing department effort’s cost will probably have to be increased by three to four times just to make up for such ill-timed budget cuts.


Prospecting for real estate leases should be a routine activity and it should be a priority. Sadly it is not.  Prospecting is usually done sporadically because when a salesperson is out selling, they cannot be prospecting.
  Procrastination can be very costly. Putting off making prospecting calls for leasing automatically gives  your competition a clear shot at the prospect.   


Competition will always be there looking over your shoulder. It's a constant battle and it won't go away anytime soon. Either you have the talent to write commercial real estate scripts for leasing or you don't. You have a distinct advantage if your competition is using less effective scripts for leasing to reach new customers. That's why scripts for leasing are so important.  Good intentions at making prospecting calls for getting lease listings are no excuse because your window of opportunity closes very quickly.