Cold Calling – Why So Many Commercial Agents Hate the Process

Lots of commercial property agents and other salespeople will tell you that cold calling doesn’t work or that they have tried it and it didn’t work for them. The fact is that all of those negative people are really not much good at the process, so they have decided to do something else to build their market share. They have taken the easy way out. So why listen to them?

The facts of the cold calling process are that it really works if you put in the effort every day and that you seek to improve your skills. There is really no point in even trying this special prospecting process unless you are prepared to keep it going and improve personally as you do. Success awaits those that have the discipline.

So the calling for new business process is really hard for some agents and salespeople because of the following:

  1. It takes too much time out of their day and that upsets everything else that they think that they have to do.
  2. They have to get really organised to find the right people to call each and every business day. This is hard for some to get sorted and solved.
  3. Many salespeople do not know what to say in the call and give the impression to the other person on the end of the line that they really hate the process.
  4. Some salespeople lack a good database to record their efforts, or even worse, they fail to track their results in a database.
  5. They have not defined exactly who or what type of prospect they should be calling. They simply make too many calls and many of them are to the wrong people.
  6. They fail to track their numbers in making the calls so they really have no idea when they are improving.
  7. Many salespeople do not like the rejection process that comes with 80% of the calls that you make.
  8. When the business gets busier, some salespeople simply drop the call contact process and go back to the ‘order taking’ system.

So you have a choice here; you can either take the ‘easy road’ with only a few new calls each day to new people, or you can drive your business ahead by finding lots of the right people to talk to and making a habit of doing it each and every day regardless of other pressures and issues.

The people that cold call prospect each day in commercial real estate really do drive faster business growth for themselves in commercial real estate. Expect the process to be hard, but your consistent effort will get you through. The process of consistency takes about 3 months and then you will know that you are doing the right thing and in the right way.

Commercial Law – Payment of Commission – Commercial Agency Regulations – Commercial Agent

The case of Heirs of Paul Chevassus-Marche v Groupe Danone and Others (Case C-19/07) [2008], involved a determination on community laws relating to commercial agents. According to Article 7(2) of Council Directive (EEC) 86/653 (On the coordination of the laws of the member states relating to self-employed commercial agents) (“the Directive”):

“A commercial agent shall also be entitled to commission on transactions concluded during the period covered by the agency contract either where he was entrusted with a specific geographical area or group of customers… And where the transaction has been entered into with a customer belonging to that area or group…”.

Article 10 provides as follows:

“(1) The commission shall become due as soon as and to the extent that one of the following circumstances obtains:

(a) the principal has executed the transaction; or the principal should, according to his agreement with the third party, have executed the transaction; or…

(c) the third party has executed the transaction.

(2) The commission shall become due at the latest when the third party has executed his part of the transaction or should have done so if the principal had executed his part of the transaction, as he should have”.

In 1987, the first respondent in this case concluded an exclusive mandate with C. The applicants in this case were heirs to C’s estate. The exclusive mandate concerned the first respondent’s representation of C’s subsidiaries, namely the second and third respondents, in their dealings with the importers, wholesalers and retailers of their goods in a specific geographical area.

Before the termination of that contract, C requested payment of various sums. Such sums included commissions relating to purchases made by two companies established in his geographical area.

The requests for payment were refused on the ground that the purchases concerned had been made from central buying officers or dealers in metropolitan France, an area outside the control of the respondents, and without any action on C’s part.

C then brought an action concerning payment of commission.

The national court made a reference to the Court of Justice of the European Communities. The question concerned a request for a preliminary ruling on the interpretation of Article 7(2) of the Directive. The question referred by the national court was as to whether Article 7(2) of the directive was to be interpreted as meaning that:

“A commercial agent entrusted with a specific geographical area was entitled to commission where a commercial transaction between a third party and a customer belonging to that area had been concluded without any action, either direct or indirect, on the principal’s part”.

It was held as follows:

The court was of the opinion that

· Article 7(2) of the Directive had to be interpreted as meaning that a commercial agent entrusted with a specific geographical area did not have the right to a commission for transactions concluded by customers belonging to that area without any action, direct or indirect, on the part of the principal.

· Article 7(2) merely refers to any transactions concluded during the period covered by the agency contract. There is no requirement that those transactions had to be entered into with a customer belonging to a geographical area or a group of customers for whom the commercial agent was responsible.

· There is not an express requirement for action on the part of the principal, and there is no requirement for action on the part of the commercial agent.

· However, it should be noted that when considering Article 7(2) in conjunction with Article 10, the commercial agent’s right to commission arises either:

§ when the principal has (or should have) carried out his obligation; or

§ when the third party to the agency contract, namely, the customer, has (or should have) carried out his obligation.

· The presence of the principal in the transactions for which the commercial agent could claim commission was indispensable. It therefore followed that the commercial agent could claim commission. The commercial agent’s claim for commission could be made on the basis of a transaction only to the extent that the principal had acted, directly or indirectly, in the conclusion of that transaction.

· As a result, this meant that it was for the national court to establish:

“Whether or not the evidence before it, assessed in the light of the aim of protecting the commercial agent and of the obligation on the principal to act dutifully and in good faith, allowed it to establish the existence of such action, be that action of a legal nature”.

© RT COOPERS, 2008. This Briefing Note does not provide a comprehensive or complete statement of the law relating to the issues discussed nor does it constitute legal advice. It is intended only to highlight general issues. Specialist legal advice should always be sought in relation to particular circumstances.

What Women Should Know While Investing in the Stock Market

Women are gaining strongholds in all fields and it is not long when the stock market will be dominated by women. Women have rational thinking and they are known to be masters in multitasking. So do not be surprised if all the successful investors in the stock market are women. Women need to save money for retirement and the stock market can help you achieve this saving. You should not be too conservative, as equity markets require you to take some risks. Learn to practice asset allocation and diversify your portfolio to get maximum returns.

Here are some facts that women should know while they consider trading options. Women can be great investors, and ignore the saying that women are not suited for this business. It is easier for women to follow the stock market, and trade quickly because you just need an internet connection and everything is there online. There are many sites that will help you get the required information. Women can surely outsmart men by just investing wisely and following the market properly.

Women are generally cautious by nature and so fit perfectly into the stock market trading conditions. You should be up to date with the latest social, political, domestic and international news so that you can take the right financial decision at the right time. if women start investing at the earliest they will observe that they can amass a fortune if the trends in the stock market are their favor. Start with small investments and if all goes well, widen your horizon.

If you invest in too many conservative shares then tax and inflation can gobble up all your money. Take risks and you will see opportunities that can be converted into profits. Buy and hold on to good companies for long term and try and make short term profits depending upon the market sentiments.

Asset allocation is one of the terms that you have to study and increase your knowledge. Spread your money so that you are not at risk. One bad day and one bad stock trade can leave you devastated if you put all your money on a certain stock. Don’t be scared to invest, the stock market is not only for men, women too can earn a fortune with the right kind of investments.

Take expert opinions in case of doubt and you can get information about all the companies on the internet with a click of a button.

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