What if the phone calls you’ve been avoiding could become some of the most valuable conversations in your real estate business?

On this episode of REAL SOUTH AGENTS, Jamie Knight sits down with Tana Crefassi, a commercial and residential real estate agent in Lafayette, Louisiana, to talk about warm calls, real estate prospecting, building confidence, and creating new business through purposeful conversations.

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Tana built her career differently than many Realtors. Before going out on her own, she spent years learning alongside an experienced commercial real estate mentor and getting firsthand experience with industrial properties, land sales, retail, and office transactions. She credits much of her confidence and success today to that early mentorship and experience.

But one of the biggest drivers of Tana’s business has been something almost every real estate agent can do: pick up the phone and start conversations.

Instead of randomly cold calling property owners and asking if they want to sell, Tana explains how she creates a reason for every call. She researches surrounding property owners, identifies potential buyers, looks for connections, and approaches prospects with an actual opportunity or useful information. Her goal is to turn a traditional cold call into a warm, purposeful conversation.

Tana says this approach has helped her sell properties, generate additional listings, and substantially grow her business. She describes how one listing can lead to conversations with surrounding property owners—and those conversations can create entirely new opportunities.

Jamie and Tana also break down actual real estate prospecting scripts agents can use. They discuss what to say when calling around a new listing or open house, why asking “How are you?” can create unnecessary resistance on a cold call, how to quickly establish why you're calling, and why leading with something of value can change the entire conversation.

If you're a Realtor struggling to generate leads, get more listings, build confidence on the phone, or create consistent real estate business, this conversation offers a practical approach to prospecting that works in both commercial and residential real estate.

We cover real estate cold calling, warm calling, Realtor prospecting, real estate lead generation, listing prospecting, phone scripts for Realtors, circle prospecting, commercial real estate prospecting, residential real estate leads, time blocking, CRM follow-up, Realtor confidence, getting more listings, and how successful real estate agents create new business through conversations.