Commercial Real Estate Prospecting: What Star Wars & Tommy Boy Teach Us About Winning in CRE

In this episode of Commercially Speaking, Bo Barron and Timmy Barron dive deep into the lessons Commercial Real Estate (CRE) professionals can learn from iconic movies like Star Wars and Tommy Boy. Using the "Hero's Journey" framework, Bo explains why so many CRE pros get it wrong by making themselves the hero when prospecting. Instead, discover how to become the guide (like Yoda), positioning your clients as the true heroes.

Learn the three key conflicts every prospect faces: External, Internal, and Philosophical, and how understanding these with empathy and authority can help you win business—or quickly realize the prospect isn’t the right fit. Plus, Bo shares a powerful, movie pitch-inspired one-liner to help you stay focused on the client’s journey and explain “What do you do?” with clarity and impact.

Whether you're in Commercial Real Estate or another business, this episode is packed with actionable insights to improve your prospecting and relationship-building skills.

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Time Code

00:00 - Start 02:41 - What Is Prospecting? 05:58 - Your Favorite Movies 08:06 - Storybrand 10:08 - The Role of The Hero 12:45 - The Client Is The Hero 13:39 - The Hero’s 3 Types of Conflicts 14:34 - External Conflict 17:23 - Internal Conflict 17:55 - Client’s Internal Conflict Is What You’re After 23:04 - Philosophical Conflict 26:04 - The Guide 27:14 - The Role Of The Guide 27:58 - The Role of the Guide In Business 28:17 - Empathy & Authority 31:54 - 3 Mistakes Of CRE Sales People 32:28 - WIIFM 33:01 - The Guide’s Swiss Army Knife 35:04 - The Hook (Name Their Conflict) 37:11 - We Do This… (Solve Their Conflict) 38:17 - So That… 40:36 - Bo Workshops One-Liner with Timmy 46:48 - The Importance of Practice 48:15 - Send Us Your Versions 52:42 - Write down a bad one 55:41 - The cocktail party 59:22 - Shoutouts!

📒Show Notes📒

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Bo is a CCIM Instructor and the owner and operator of Barron Commercial Group servicing Western KY and it's surrounding markets. For all CRE inquiries visit http://www.barroncommercial.com

Timmy is an actor, comedian, writer and host. You can follow him pretty much everywhere @timmyhartbarron