I started out like most commercial real estate salespeople – make a list of Georgia’s 100 largest office buildings, start on the top floor, give every business owner my card, telling them I could help move them to a better, cheaper building when their lease ran out.
It was Cold-Calling 101. Until I targeted 1100 Spring Street, built by my cousin, Steve Selig. “Of all the buildings you could cold call, you walk into mine,” he said. “I’m trying to keep it fully leased and you’re there prospecting to take people out.”
He was not happy, to say the least. Lesson learned.