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Learn Real Estate Investing from Wharton's Best Minds
In just 8 weeks, learn institutional-grade real estate analysis and modeling from Wharton faculty and seasoned investors.
You’ll gain:
Insider insights on how top firms like Blackstone and KKR evaluate deals
Exclusive invites to recruiting and networking events
Direct access to Wharton faculty and a certificate that signals credibility
Join a thriving community of 5,000+ graduates for ongoing career development, networking, and deal flow.
Use code SAVE300 at checkout to save $300 on tuition.
Program starts October 6.
The First Call Decides Everything
Lose it there, lose it forever
You don’t get second chances in sales. The first call isn’t just an intro it’s the entire ballgame. Blow it, and the deal is gone before it even begins. Nail it, and you set the tone for every step that follows.
Too many reps treat first calls like casual conversations. They wing it, talk too much, or fail to qualify properly. Prospects decide in the first few minutes if you’re someone worth investing time in or someone they’ll ghost by Friday. The best reps know the first call is where control is won or lost. It’s not about pitching hard, it’s about proving you’re worth listening to.
Elite sellers don’t sell on the first call. They set the stage, secure commitment, and build a roadmap. It’s chess, not checkers and if you stumble on move one, you’re playing catch-up forever.
Action Steps: Win the First Call
Own the Opening – Confidence from the first word. No small talk fluff set the agenda fast.
Qualify Hard – Don’t waste cycles. Lock in budget, authority, need, and timeline early.
Ask Killer Questions – Show expertise by digging deeper than competitors. Make them think, not yawn.
Control the Next Step – Never end with “I’ll follow up.” Lock a date and time before you hang up.
Debrief Immediately – After every call, review what worked, what slipped, and how to sharpen for the next.
The first call isn’t practice it’s the playoffs. Treat it like anything less, and you’ll lose the deal before it starts.
