You’re a broker calling the owner of a commercial building. Confirm who decides, then ask whether a verified local sale would be useful.
“Hi [Name], it’s [Rep] with [Brokerage]. Do you still look after [Property] on [Street]?”
This example follows an industrial broker. Replace the property and market details with ones you have verified before making your own call.
[Before dialling, check the property address, the ownership record and the source of any sale you plan to mention.] Hi [Name], it’s [Rep] with [Brokerage]. Do you still look after [Property] on [Street]? Owner: “Yes. Why?” You: “I work with industrial owners in [Area]. What are you thinking of doing with the building over the next year?” [They are holding.] Owner: “We’re holding it.” You: “Understood. Would a sale nearby be useful for your planning, or are you all set?” Owner: “We’d look at one. Ours has two tenants, though.” You: “I can send the price and floor area. I haven’t confirmed the lease terms. Would those figures still help?” Owner: “Yes. Email it to me.” You: “What’s the best work email? I’ll put the address and source in the note.” [Send the one item promised. Log email only unless the owner agrees to a call.] [A lease decision is coming up.] Owner: “My partner and I might sell once a lease comes up.” You: “When are you two reviewing it?” Owner: “Early next month.” You: “What would help you decide?” Owner: “I’d like to know if anyone’s buying buildings our size when a lease is about to expire.” You: “Would it help to compare a nearby sale before you and your partner decide? I can walk you through it in ten minutes.” [If yes, offer two times. Confirm who will join, their work email and the time zone. If the sale doesn’t answer the lease question, say so.] [They already have a broker.] Owner: “Our broker handles that for us.” You: “Got it. Does your broker already bring you the sales you need?” [If yes, thank them and close. If the owner requests one source, confirm how they would like to receive it.] [You reached the property manager.] Manager: “I look after the tenants. Ownership handles sales.” You: “Thanks. Who should I speak with about the owner’s plans for [Property]?” [If there is no referral, end here.] [No fit.] Owner: “We’re keeping it and we don’t want updates.” You: “Understood. I’ll leave it there. Thanks for your time.”
Use the fill-in version for your own call · Copy the handoff note
Identify the property and find out who makes decisions about it. A broker earns a follow-up by tying a documented sale to something the owner is working on, such as a lease renewal or a discussion with a partner.
A property manager may handle tenant requests while an asset manager handles a sale. If you reach the wrong person, ask who reviews the building with the owner.
Who makes the ownership decisions for this building?
What are your plans for this building over the next year?
Which difference would matter most if I sent you a sale to look at?
The owner and their 24,000 sq. ft. building are illustrative. The nearby Calgary sale is real. For your own call, choose a recent sale that fits the property and the owner’s question.
Verify the sale against the City of Calgary’s sales list and Avison Young’s industrial report.
Owner and purpose — [enter what the buyer confirmed] Sale and date — [enter what the buyer confirmed] Evidence to send — [enter what the buyer confirmed] What differs or needs checking — [enter what the buyer confirmed] Owner’s exact next step — [enter what the buyer confirmed]
“Is there anything you’re keeping an eye on while you hold it?” If nothing comes to mind, thank the owner and finish the call.
“Does your broker already bring you what you need?” If the relationship covers it, thank the owner. If they ask for a particular public sale, send only what they requested.
“Who handles ownership decisions for this building?” Ask for the business contact if they can share it. A manager overseeing tenants might have no role in selling the property.
If you are calling about market information, say so. “I’m calling about a recorded sale. I don’t have a buyer to bring you for this building.” Let the owner decide whether the information is still useful.
“Sure. What would you like me to send?” If the owner asks for the price, send the sale record with the address and date. Arrange a call only if there’s a question they want to discuss.
Use one verified building and a reason for that owner to stay on the line.
[Name], this is [Rep] at [Brokerage]. Who reviews offers on [Address]? [If they decide] I cover [property type] in [area]. Are you keeping the building for the time being? [If there is a decision ahead] What information would help? I checked [closed sale] in [source] on [date]. Would you like the details, or would a short call about [specific difference] be useful?
Separate ownership decisions from day-to-day building management.
Hi [Name], [Rep] with [Brokerage]. I’m calling about [Address]. When the ownership group reviews whether to hold or sell that building, is that something you handle?
Use this only when you have checked the sale you mention.
Hi [Name], it’s [Rep] with [Brokerage], calling about [Address]. I have the recorded details of an industrial sale in [area]. If that would help with your planning, I’m at [number]. Again, it’s [Rep] at [number].
Have your own opener? Check your cold call script.
Give your name and brokerage, name the property, then confirm you have the person who looks after it. Ask about the owner’s plans before offering market information or a meeting.
Ask whether a sale would help with a lease review, refinancing or a conversation with a partner. If the owner requests an email, confirm the address and send the one record they asked for.
Start with a confirmed closed sale. Record its source, date, building type, location and size. Ask about the differences that matter to the owner, such as tenancy or loading. Flag missing terms before anyone draws a conclusion about value.
Ask whether the owner’s broker already provides the information they use. If yes, close courteously. If they request a particular record, respect the route they specify.
Yes. Give CallTeam the property types, neighbourhoods and ownership criteria you want to cover. CallTeam qualifies the owner’s reason to meet and books the call. The brokerage verifies comparables and handles valuation and listing advice.
CallTeam wrote the dialogue and owner note. We checked the price and date against the City of Calgary’s sales list and the floor area against Avison Young’s report.
Prepared by CallTeam ·
Read a documented CallTeam professional services campaign. See how CallTeam handled qualification and the meeting handoff for a professional services client.
CallTeam researches target properties and reaches the owner or authorised asset manager. When the owner has a reason to meet, we book the introduction and give your broker the address, the owner’s plans and what they want to discuss. Your brokerage verifies any sale figures used on the call.
Explore professional services lead generation →Bring your target market, property type and what makes an owner conversation worth booking. We’ll use those criteria to scope the campaign.
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