What is the most logical next event?

How to stop cold calling in real estate sales
Do your research.
If you're calling someone at a company, you need to know about that company. Of course, you can find out about the company through its website, but you can also check out its facebook page and other public pages.
Another good way to learn about the company is through news stories; do a search on the company, and switch the search to just news stories. Make notes on any information relevant to your real estate business.