Commercial Prospecting & Business Development
From a blank list to your first listing appointments
The prospecting playbook for new commercial agents. Choose an industrial farm and an NNN farm, build an owner list from public records, and reach owners with compliant calls, mail, and email. Then turn referrals and conversations into listing appointments, and track your pipeline through your first 90 days.
What you'll learn
- Work income targets backwards into weekly prospecting activity and a protected calendar
- Choose an industrial farm and a single-tenant NNN farm by asset class, submarket, and owner type
- Build a scored owner list from county records, DOR land-use codes, and Sunbiz
- Call, mail, and email commercial owners within Florida calling, email, and advertising rules
- Build a referral network and convert owner conversations into dated listing appointments
- Track a nine-stage pipeline and run a 90-day plan with a weekly scorecard
Lessons
- 01
The Prospecting Operating System
Why commercial agents prospect, how to work the income math backwards into weekly activity, and the time blocks, pipeline stages, and tracking that keep a rookie producing.
12 min - 02
Choosing Your Farm
How to pick a submarket, asset class, and owner type to own, size the farm, and use MaxLife Commercial market data to become the agent owners recognize.
13 min - 03
Building the Owner List from Public Records
A step-by-step public-records workflow: property appraiser and DOR data, Sunbiz unmasking, likely-seller signals, skip tracing basics, and a clean spreadsheet ready for your CRM.
15 min - 04
Cold Calling Commercial Owners
Compliant, practical cold calling for commercial owners: preparation, scripts, gatekeepers, voicemail, objections, and Florida calling rules.
14 min - 05
Mail, Email, and Digital Outreach
Letters, postcards, email, LinkedIn, and content that warm up commercial owners before and after your calls, with cadence and compliance.
13 min - 06
Referral Networks and Turning Conversations into Appointments
Build a referral network that sends NNN and industrial listings, and convert every owner conversation into a scheduled appointment with follow-up that respects their timeline.
13 min - 07
Pipeline Tracking and Your First 90 Days
The CRM stages, weekly metrics, and a week-by-week 90-day plan that takes a rookie from zero list to first listing appointments.
13 min
Up next
Commercial Leasing & Tenant Representation
From the first tenant call to a signed lease and the keys