Complete Sales Scripts

Clozo Academy Proprietary Curriculum — The Commercial Real Estate Growth System

1.1 Property Owner Cold Call — Initial Outreach

You: "Hi [Name], this is [Your Name] with [Firm]. I'm a commercial real estate specialist focusing on [specialization] in [Submarket]. Do you have 60 seconds?"

Owner: "Sure, what's this about?"

You: "I specialize in [property type] properties in this area, and I noticed you own [Property Address]. I'm calling because [specific reason — recent comparable sale, market activity, upcoming development]. I recently [sold/leased] a property very similar to yours [result]. I wanted to reach out directly to see if you have any real estate plans in the next 12 to 18 months — whether that's selling, refinancing, or possibly leasing vacant space?"

Owner: "I'm not really looking to do anything right now."

You: "I completely understand — most property owners I speak with are in the same position. Here's why I ask: the market for [property type] has [shifted significantly/remained strong/showed interesting trends], and I thought you'd want to know what that means for your property's current value. Even if you're not planning to sell, having current market knowledge is valuable for estate planning, refinancing, or just understanding your net worth. Would you be open to me sending you a brief market snapshot specific to your property? No obligation, just information."

Owner: "Okay, I guess that couldn't hurt."

You: "Great. I'll put that together and send it over by [day]. I'll follow up with a quick call next week to make sure you received it and see if you have any questions. What's the best email for you?"

1.2 Property Owner Cold Call — Comparable Sale Trigger

You: "Hi [Name], this is [Your Name] with [Firm]. I'm calling because a property very similar to yours at [Address] just sold for $[Price] — that's $[X] per square foot. I thought you'd want to know what that sale means for the value of [Their Property]. Do you have a moment?"

Owner: "Wow, that much?"

You: "Yes, the market has [strengthened significantly/shifted]. Based on that comparable sale, I'd estimate your property could be worth between $[Low] and $[High] in today's market. I'm not calling to list your property — I'm calling to share information. But if you've given any thought to taking some equity off the table or repositioning your portfolio, now might be an ideal time to at least get a formal valuation. Would you be open to a complimentary Broker Opinion of Value?"

1.3 Tenant Cold Call — Lease Expiration

You: "Hi [Name], this is [Your Name] with [Firm]. I'm a commercial real estate broker specializing in [property type] tenant representation in [Market]. I'm calling because our records show your lease at [Address] expires in [Month/Year]. Is that correct?"

Tenant: "Yes, that's right."

You: "Most businesses start evaluating their space needs 12 to 18 months before lease expiration — which puts you right in the ideal window. I'm calling to offer a complimentary lease analysis. We'll review your current terms against current market rates, identify any hidden costs in your renewal option, and determine whether staying or relocating makes the most financial sense. There's no cost or obligation — we only get paid if you choose to hire us for a relocation or renewal negotiation. Would you be open to a 20-minute conversation next week?"

1.4 Investor Cold Call — Acquisition

You: "Hi [Name], this is [Your Name] with [Firm]. I'm a commercial real estate investment specialist in [Market]. I understand you're active in [property type] acquisitions, and I wanted to reach out because I have [a new listing / market data / an off-market opportunity] that matches your investment criteria. Do you have a moment?"

Investor: "What kind of property?"

You: "It's a [property description] at [Location], currently generating $[NOI] annually. At an [X]% CAP rate, that puts the value around $[Price]. [Add unique selling point — below-market rents with upside, recent renovations, strong tenant credit]. I'm reaching out to my investor network before it hits the open market. Would you be interested in seeing the preliminary offering memorandum?"

1.5 Voicemail Script

"Hi [Name], this is [Your Name] with [Firm], specializing in [property type] in [Submarket]. I'm calling because [specific reason — recent sale, market update, property-specific observation]. I wanted to share some information I think you'd find valuable about [Property Address]. I'll follow up with an email as well. My direct number is [Phone]. Thanks, [Name]."

2.1 Listing Presentation Opening

"Thank you for inviting me to discuss the sale of [Property Address]. I've spent the past [timeframe] analyzing your property, researching comparable transactions, and preparing a comprehensive market analysis specifically for this asset. Before I share my findings, I'd like to understand your situation better. [Transition to discovery questions.]"

2.2 Discovery Questions

"Let me ask a few questions so I can tailor my recommendations:

2.3 BOV Presentation

"Based on my analysis, here's where I see the market for your property:

[Present comparable sales, making adjustments for size, location, condition, and timing.]

The comparable sales suggest a value range of $[Low] to $[High], with a most probable value around $[Target]. This is based on [number] recent transactions within [distance] and [timeframe].

Now, here's my pricing strategy: [explain premium/market/velocity strategy and why it fits their situation]."

2.4 Marketing Plan Presentation

"Here's exactly how I will market your property:

Week 1: Professional photography, 3D virtual tour, listings on CoStar and LoopNet with featured placement, broker blast to 400+ local brokers, 'For Sale' sign installation.

Week 2: Direct outreach to my investor database of [X] qualified buyers, email campaign to tenant prospects, social media launch, broker open house.

Week 3-4: Follow-up with all showing feedback, targeted LinkedIn campaign, direct mail to adjacent property owners, property featured in my quarterly market report.

Ongoing: Weekly activity reports to you, continuous broker outreach, strategy adjustment based on market response.

You will hear from me every Friday with a detailed activity report — showings, inquiries, broker feedback, and any offers."

2.5 Closing the Listing Agreement

"Based on everything we've discussed — the market analysis, pricing strategy, and marketing plan — does this approach make sense for your property? [Trial close]

[If yes]: Excellent. I'm prepared to begin immediately. I can have the listing agreement prepared this afternoon, photography scheduled for [day], and the property live on all platforms by [date]. Does that timeline work for you?

[If hesitation]: What questions or concerns do you have that we haven't addressed?"

3.1 Tenant Rep Initial Pitch

"[Name], I specialize in helping businesses like yours find, negotiate, and secure commercial space. Most tenants don't realize that the landlord's broker represents the landlord — not them. Without your own representation, you're negotiating against a professional who does this every day, while you do it once every 5 to 7 years.

My role is to level the playing field. I help you identify all suitable options, negotiate the lowest possible rent and best possible terms, and protect you from costly lease mistakes. Our clients typically save 15-25% on total lease costs compared to tenants who negotiate on their own.

We work on a commission paid by the landlord, so there's no direct cost to you. And if we don't find you the right space, you owe us nothing. Would you be open to a 30-minute needs analysis to see if we can help?"

3.2 Needs Analysis Opening

"To help you find the optimal space, I need to understand your business, your current situation, and your goals. This conversation usually takes about 45 minutes, and by the end, I'll have a clear picture of exactly what you're looking for. Let's start with your business..."

3.3 Lease Negotiation Update

"[Name], I've received responses from the landlords at the three properties we selected. Here's where we stand:

[Property A]: Base rent of $[X]/SF, [Y] months free rent, $[Z]/SF TI allowance. Strengths: [list]. Concerns: [list].

[Property B]: [Similar breakdown]

[Property C]: [Similar breakdown]

My recommendation is [Property] because [reasoning]. I'm going to counter on [specific terms] and see if we can improve [item] before you make your final decision. Any questions?"

3.4 Lease Signing

"[Name], congratulations. The lease is ready for signature. Before you sign, let me walk through the key terms one final time to make sure everything is exactly as we negotiated: [review base rent, escalations, TI allowance, free rent, renewal options, assignment rights]. Once this is signed, I'll coordinate with the landlord's team to schedule the TI buildout kickoff. Welcome to your new space."

4.1 Landlord Rep Pitch

"[Name], I understand you have [vacant space/tenant turnover] at [Property Address]. Vacant space in a [property type] building costs approximately $[X] per month in lost rent, plus ongoing operating expenses, taxes, and insurance. Every month of vacancy directly impacts your cash flow and property value.

I specialize in filling [property type] vacancies in [Submarket]. In the past 12 months, I've leased [X] properties averaging [Y] days from listing to signed lease. My marketing program includes exposure on all major platforms, direct outreach to 400+ brokers, targeted digital campaigns, and professional property media.

I'd welcome the opportunity to prepare a complimentary leasing proposal for your property — including a market rent analysis, competitive assessment, and specific marketing plan. Would you be open to a brief meeting this week?"

4.2 Lease Proposal Presentation to Tenant

"Thank you for your interest in [Property Address]. The landlord is prepared to offer the following terms:

This offer is based on [market conditions, property strengths, tenant creditworthiness]. The landlord has indicated flexibility on [specific terms]. I'd like to submit a Letter of Intent on your behalf by [date]. Do these terms align with your expectations?"

4.3 Tenant Qualification Script

"Before we submit your LOI to the landlord, I need to gather some financial information to strengthen your application. Can you provide:

The stronger your financial package, the more leverage we have in negotiating favorable terms. The landlord needs to know you can perform on the lease — this documentation makes that case."

5.1 "Your Commission Is Too High"

"I understand — commission is a significant expense. Let me share how I think about it: my job is to maximize your net proceeds, not minimize my fee. On a $3 million property, a 1% difference in sale price equals $30,000 — far more than any commission savings. My track record shows I achieve sale prices averaging 97% of list price, compared to the market average of 92%. That 5% difference on a $3M property is $150,000 in additional proceeds. My commission pays for itself many times over through superior pricing, marketing, and negotiation."

5.2 "I'm Talking to Other Brokers"

"That's exactly what a smart property owner should do. I encourage you to interview multiple brokers. Here's what I'd ask each one: How many [property type] properties have you sold in this submarket in the past 12 months? What was your average days on market? And what percentage of list price did you achieve? I can answer all three right now, and I'd welcome the opportunity to compare my track record against anyone you're considering."

5.3 "I Need to Think About It"

"Of course — this is an important decision. So I can provide the most helpful follow-up materials, what specifically would you like to think about? Is it the pricing strategy, the marketing plan, or the commission structure? [Surface specific concern and address it immediately.]"

5.4 "I'm Going to Try Selling It Myself First"

"I respect that — many owners consider FSBO. Here's what the data shows: commercial FSBOs typically sell for 15-20% less than broker-assisted sales, and they take 40% longer to close. The reason is that 85% of commercial buyers work with brokers, and those brokers generally don't show FSBO properties because there's no commission. You're essentially cutting off the majority of your buyer pool. Additionally, I handle qualification, negotiation, due diligence, and closing — work that typically requires 100+ hours. How do you value your time?"

5.5 "I Already Have a Broker"

"That's great — having a relationship with a specialist is smart. Most property owners I work with appreciate having a second market opinion, especially when market conditions change quickly. Would you be open to a brief conversation about current values? There's no obligation to change brokers — I just want to ensure you have the most current market data for your decisions."

5.6 "Your Price Recommendation Is Too Low"

"I appreciate that you have a higher expectation, and I want to achieve the highest possible price for your property. My recommendation is based on [specific comparable sales] that closed within the past [timeframe]. I'd rather price strategically and generate multiple offers than price optimistically and watch the property sit. If the market responds more favorably than expected, we can always adjust upward. But if we overprice and sit, we lose momentum and buyer interest. Can we agree to start at [recommended price] with a plan to reassess in 30 days?"

6.1 Trial Close

"Based on everything we've discussed, does the pricing strategy and marketing plan make sense for your property?"

6.2 Assumptive Close

"I'm excited to get started. I can have the listing agreement prepared this afternoon and photography scheduled for Thursday. Does that timeline work for you?"

6.3 Alternative Close

"Would you prefer to list at $3.2 million with a standard commission, or $3.0 million with a performance bonus structure if we sell above target?"

6.4 Summary Close

"Let me recap: You want to sell within 90 days, net at least $2.8 million, and need comprehensive marketing. I've proposed a 6% commission with featured placement on all platforms, weekly reporting, and a pricing strategy designed for offers within 30 days. Based on all of that, shall we move forward with the listing agreement?"

6.5 The Silent Close

After asking any closing question, remain completely silent. Count to ten. Do not fill the silence. The first person to speak loses.

7.1 Direct Referral Ask

"[Name], I'm so glad we were able to [achieve result]. My business grows primarily through referrals from satisfied clients like you. Do you know anyone else who might need help with [buying/selling/leasing] commercial real estate? I'd welcome an introduction."

7.2 Specific Referral Ask

"I'm looking to work with more [medical practices/industrial users/retail investors] in [Market]. Do you know anyone in that space who might benefit from a conversation about their real estate needs?"

7.3 Gratitude-Based Referral Ask

"Your trust in me meant a great deal. The highest compliment I can receive is a referral to someone you care about. If you think of anyone who could use my help, I'd be honored if you'd pass my name along."

7.4 Professional Referral Partner Ask

"Hi [Name], I work with several [attorneys/CPAs/lenders] who refer clients to me when they need commercial real estate assistance. I'd love to learn more about your practice and explore how we might help each other's clients. Could we grab coffee next week?"

8.1 Post-Meeting Follow-Up

"Subject: Great Meeting — Next Steps for [Property]

Hi [Name],

Thank you for taking the time to meet with me today about [Property Address]. As promised, I've attached:

I'm confident we can achieve [result] with the strategy we discussed. I'm prepared to begin immediately whenever you're ready.

I'll follow up with you on [Day] if I haven't heard from you sooner. In the meantime, please don't hesitate to call or email with any questions.

Best regards,

[Your Name]"

8.2 Post-Showing Follow-Up (Buyer/Tenant)

"Subject: Your Property Tour — Follow-Up

Hi [Name],

Thank you for touring [Property Address] with me today. I hope the property met your expectations.

As we discussed, the key advantages of this property are [list]. The primary considerations are [list].

I've attached the property brochure, floor plan, and preliminary financial analysis for your review. If you'd like to move forward, I can have a Letter of Intent prepared by [date].

Please let me know your thoughts by [day] so we can either move forward or continue evaluating other options.

Best,

[Your Name]"

8.3 Stalled Deal Follow-Up

"Hi [Name], I wanted to check in on our conversation from [timeframe]. I know these decisions take time, and I don't want to rush you. I did want to share one piece of information that might affect your timing: [market update, new comparable sale, interest rate change].

Would it make sense to have a brief 10-minute call this week to discuss how this might impact your situation?"

8.4 Monthly Market Update

"Subject: [Month] [Submarket] Market Update

Hi [Name],

I hope this email finds you well. I wanted to share a few key developments in the [Submarket] [property type] market this month:

[Your insight on what this means for owners/tenants/investors.]

If you have any questions about how these trends might affect your property or real estate plans, please don't hesitate to reach out.

Best regards,

[Your Name]"

9.1 Elevator Pitch

"I help [client type] [solve what problem] in [geographic market], specializing in [property type]. Recently, I [specific impressive result]. If you know anyone [with this need], I'd welcome an introduction."

9.2 Networking Event Introduction

"Hi, I'm [Your Name] with [Firm]. I specialize in [property type] in [Submarket]. What brings you to this event? [Listen] That's fascinating. I work with a lot of [related professionals/business owners]. If you ever encounter clients or contacts with commercial real estate needs, I'd welcome the opportunity to be a resource. Here's my card."

9.3 Coffee Meeting Opening

"Thanks for making time. I wanted to get together because I admire [their work/firm/reputation], and I thought there might be ways we could collaborate or at least be resources for each other. Tell me about what you're focused on right now."

9.4 Conference Follow-Up

"Subject: Great Meeting at [Conference Name]

Hi [Name],

It was a pleasure meeting you at [Conference] last week. I enjoyed our conversation about [topic].

As promised, I've attached [resource you offered].

I'd welcome the opportunity to stay in touch. Would you be open to connecting on LinkedIn? I'm also hosting [event/webinar] on [date] that I think you'd find valuable — I'll send you the details.

Best,

[Your Name]"

10.1 New Listing Email to Brokers

"Subject: NEW LISTING: [Property Type] | [Size] | [Submarket]

Brokers,

I'm pleased to announce a new listing:

Property: [Property Name/Address]

Type: [Property Type]

Size: [Square Footage]

Asking Rent/Price: $[Amount]

Highlights: [3-4 key selling points]

[Property photo]

This property is ideal for [target tenant/buyer profile]. Professional photos and virtual tour are available at [link].

Showings available [days/times]. Contact me directly to schedule.

Co-broker commission: [X]%

Best regards,

[Your Name]

[Phone] | [Email]"

10.2 Price Reduction Announcement

"Subject: PRICE IMPROVEMENT: [Property] | New Price $[Amount]

Dear [Name/Brokers],

The property at [Address] has been strategically repositioned to reflect current market conditions.

New Price: $[Amount] ($[X]/SF)

Previous Price: $[Previous Amount]

Property: [Brief description]

This adjustment presents an exceptional opportunity for [buyers/tenants] seeking [property type] in [location].

[Key property strengths and recent activity]

All offers will be reviewed as received. Contact me immediately for showing availability.

Best,

[Your Name]"

10.3 1031 Exchange Opportunity

"Subject: 1031 EXCHANGE PROPERTY: [Type] | [CAP Rate]% CAP | [Location]

Investors,

I have an exceptional 1031 exchange-qualified property:

This property offers [stable income/tax advantages/value-add potential].

Given the tight 45-day identification window for 1031 exchanges, I'm presenting this to my investor network before broader marketing.

Offering memorandum available upon execution of NDA.

Contact me immediately for details.

[Your Name]"

10.4 Market Report Distribution

"Subject: Q[X] [Submarket] Commercial Real Estate Market Report

Dear [Name],

I'm pleased to share my Q[X] [Submarket] Commercial Real Estate Market Report.

Key findings this quarter:

The full report includes detailed submarket analysis, comparable transactions, and my outlook for the next quarter.

[Download Report Link]

I'd welcome the opportunity to discuss how these trends might affect your real estate strategy.

Best regards,

[Your Name]"

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