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Your Most Important Activity for Commercial Real Estate Success

By Jim Gillespie | January 26, 2009

If you’re already doing great mailing and marketing to position yourself in the minds of the people you want to do business with, congratulations! You’re definitely in the rare minority of all commercial real estate brokers within our industry. Most brokers, I find, like the idea of doing more marketing to their clients and prospects, but they just don’t get around to it.

With this in mind, the most important activity you can do throughout 2009 to generate more business for yourself is prospect 10-12 hours every week. Even if you’re someone who’s already doing outstanding marketing to your clients and prospects, doing 10-12 hours of prospecting every week will truly supercharge your business.

Here’s what doing constant, ongoing prospecting in your brokerage business will do for you:

1) When you’ve been consistently doing 10-12 hours of prospecting a week for 90 days or more, you’ll constantly be swimming in an abundance of solid activity.

2) When you prospect 10-12 hours every week, even when you’ve got an abundance of solid leads you’re already working on, you’ll keep finding even better leads which will allow you to let go of the more marginal leads you’re working on.

3) When you’re constantly prospecting and finding better leads to work on, you’ll increase the average commission you earn per transaction. This is because you’re constantly letting go of the smaller, more marginal leads you were clinging to when you weren’t doing your prospecting.

All the business you’ve ever wanted for yourself is constantly out there just waiting to be discovered by you. The way that we know this is because all the other brokers in your territory are closing transactions you’re not involved in. But when you prospect 10-12 hours every week, you begin directing those leads that would have gone to these other brokers…to you instead.

So to borrow a line from an old Kevin Costner movie…”If you prospect, they will come!”

I know these are difficult times and we’ve all got reasons why we can’t produce the results that we want to, and why we can’t get all of our prospecting done. With this in mind, take a look at this three-minute video of a man who clearly had every reason to decide that he couldn’t have what he really wanted in his life. And when you watch this video I can almost guarantee you’ll feel better about what you can really accomplish right now in your brokerage business.

The title of this video is, “Are you going to finish strong?”

Click here to see the video.


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