About Our Columnist

John Salustri

John Salustri has covered the commercial real estate industry for nearly 25 years. He was one of the founding editors of GlobeSt.com, and is a four-time recipient of the Excellence in Journalism award from the National Association of Real Estate Editors. Contact John Salustri.

Post a Comment

You can now be notified via email if this story is updated by clicking on the "Follow this Story" link. You must be a registered member to take advantage of this "members only" benefit.

Comments
Once you begin doing cold calls for 15-20 minutes they often begin feeling OK. It's the thinking about them ahead of time and resisting the thought that's oftentimes the real problem. One top Cushman & Wakefield broker I interviewed says he pretends that he's a "cold-calling character" whenever he's making his cold calls, so that when he gets rejected, he feels that they're rejecting the character, and not rejecting him personally.
Posted by Jim G | Friday, September 14 2012 at 10:45AM ET