People see the closed deal. They don't see what it took to get there.
Behind almost every lease or sale is a real number worth talking about: dozens, sometimes hundreds, of calls before you reach the right person.
Most calls don't reach the decision-maker directly. They reach a gatekeeper — a receptionist, an assistant, an office manager.
Some take your information and pass it along. Some ask you to email instead. Some say "not interested" on behalf of someone who was never asked. A few connect you directly.
Out of every batch of calls, only a small fraction turn into an actual conversation with the decision-maker. And only a fraction of those turn into a real opportunity.
This isn't a flaw in the process. It's the process.
Finding the right tenant, buyer, or seller means being willing to make the calls that don't go anywhere — consistently, without letting the "not interested" calls slow down the next one.
They track everything. Every gatekeeper conversation, every "call back later," every referral to someone else — logged and followed up on.
They don't take "not now" personally. A gatekeeper's answer today doesn't mean anything about tomorrow.
They stay consistent. The volume only works if it doesn't stop after a bad week.
If you're a property owner or business owner who's been contacted by a broker doing this kind of outreach — that persistence is usually a sign they're actually working the market, not just waiting for it to come to them.
Have you ever wondered how many calls happen before a broker calls you with the right opportunity?
Looking for a broker who's actively working the El Paso market on your behalf? Let's talk about what you're trying to buy, sell, or lease.
Michael Reyes
Anchor Point Commercial Group | eXp Commercial
915-348-3100
MReyes@AnchorPointCommercial.com