CONTENTS
MAKE MORE MONEY IN COMMERCIAL REAL ESTATE
The Contact Section...................................................................................... 49
Buttons, Buttons and More Buttons!.............................................................. 53
Other Tabs in the Contact Section of the Program......................................... 54
Searching For Contacts - Three Great Ways To Get the J ob........................ 56
Smart-Links................................................................................................... 58
Helpful Hints..................................................................................................59
The Today Section ........................................................................................ 60
Property Section............................................................................................ 63
Buttons, Buttons and More Buttons!.............................................................. 66
Other Important Tabs in the Property Section................................................ 67
Available Spaces/Lease Comparables List Feature....................................... 68
Searching For Properties: Four Great Ways To Get the Job Done .................. 69
Mapping That Will Blow Your Mind ................................................................ 73
Geocoding Your Properties ........................................................................... 74
Radius Searches........................................................................................... 75
Draw On a Map To Search For Properties Using MapPoint 2013.................. 76
Internet Mapping ........................................................................................... 77
Power Moves ................................................................................................ 80
Chapter Five ...................................................................................................................................83
Cold Calling & Market Surveys Made Easy ................................................... 83
Cold Calling - the Big Picture......................................................................... 83
Rid Yourself of Phone Anxiety ....................................................................... 85
Cold Calling Techniques 101......................................................................... 85
First Contact By Telephone ........................................................................... 85
Subsequent Contact By Telephone ............................................................... 86
Recover From a Cold Call Gone Wrong ........................................................ 87
Preparing To Cold Call.................................................................................. 87
Tongue-tied? Use smallTALK! and ZoomInfo™ To Build Rapport..................... 88
Creating a Market Rent Survey ..................................................................... 89
How To Cold Call Using REALHOUND
®
........................................................ 91
Generate Your Call List ................................................................................. 92
Track Follow-up Phone Calls With Contact Groups ....................................... 96
Using the Related Properties Section To Make Painless Cold Calls............... 97
The Compare Button (Analyze Properties On the Fly)................................... 98
Cold Calling Statistics and Printing a Call Report ........................................ 100
Track 1st Meetings and 2nd Meetings ......................................................... 101
So What Exactly Is a 1st Meeting and a 2nd Meeting?................................ 101
Power Moves .............................................................................................. 101
Chapter Six ................................................................................................................................... 104
Direct Mail and Listing Marketing Reports ................................................... 104
Direct Mail vs. Cold Calling: Which Is Better?.............................................. 104
The Secrets To a Successful Direct Mail Campaign.................................... 105
Email Blast Marketing ................................................................................. 108
Marketing Reports Are EasilyCreated Using Marketing Campaigns .............. 109
