Persuasion
« Previous EntriesWhy Two Commercial Real Estate Brokers Prospecting the Same People Can Produce Different Results
Tuesday, January 17th, 2012Have you ever wondered why two brokers doing the same amount of prospecting can produce dramatically different results? At first glance it might be easy to dismiss this as one broker calling on an area with more leads, but there’s very likely more to the story…
The broker producing the greater amount of leads probably has [...]
How to Master the Art of Persuasion in Commercial Real Estate Brokerage
Tuesday, October 11th, 2011Most brokers learn the commercial brokerage business and then fall into utilizing the phrases that are the most comfortable for them. But what’s more important, utilizing the words that are comfortable for you? Or utilizing the words that are the most effective ones for persuading your clients? Because oftentimes commercial brokers say things they believe [...]
Why You Want to Be the Final Commercial Real Estate Broker Making the Listing Presentation
Thursday, October 6th, 2011When you’re going after a listing, you definitely want to make sure that you’re making a solid listing presentation. In addition, since the quality of your relationship with the decision maker is very important, and it plays a big role in you successfully landing the listing, you’ll want to make sure that you’ve built a [...]
Here’s a Commercial Real Estate Broker Who Wrote the Book on Getting Rich
Wednesday, August 17th, 2011It’s not often when I come across a broker who’s really implementing some solid new marketing and promotional ideas into their own brokerage business. But Dan Dulin of Marcus & Millichap has implemented not one, but two new ideas into his business that have really gotten attention. He’s written a book on how to become [...]
How to Get Your Commercial Real Estate Prospects Interested in Working with You
Tuesday, August 9th, 2011I was listening to an audio series that focused on both sales and how people can effectively build their businesses. During the program they talked about what sets effective salespeople apart from all the others, and how to best enroll your clients and prospects in doing business with you.
Here is what they said:
"The more that [...]
One of the Most Important Commercial Real Estate Negotiating Tools I’ve Ever Learned
Wednesday, June 22nd, 2011You may have attended seminars, dinner meetings, and conferences over the years, trying to learn more to help you become an even better commercial real estate broker. During my early years as a broker I attended a seminar on negotiation, and the man leading the seminar said something that’s still emblazoned upon my mind some [...]
A Simple Tip That Will Help You Land More Commercial Real Estate Listings
Tuesday, May 17th, 2011Earlier this year I interviewed SIOR Past President Stan Mullin, and during my interview with Stan he mentioned one simple tip that can help brokers to land more listings. He mentioned scheduling "the meeting before the meeting", meaning scheduling a meeting before your official listing presentation with your property owners, to help build an even [...]
A Powerful Way to Close Your Commercial Real Estate Clients and Prospects
Tuesday, January 25th, 2011Closing in commercial real estate brokerage isn’t something that happens because of some magical or forceful words that you say to someone. Closing is a direct result of doing many things correctly with your clients and prospects, from the very beginning of building your relationship with them, so that in the end they want to [...]
4 Important Activities to Explode Your Commercial Real Estate Brokerage Business
Thursday, December 2nd, 2010Most of us have heard of the 80/20 rule. The rule that says that 80% of the business closed in sales organizations is normally closed by just 20% of the salespeople. And there’s probably a lot of truth in applying this rule to the commercial real estate brokerage offices throughout our industry, too.
In addition [...]
The Power of Giving Holiday Gifts to Your Commercial Real Estate Clients
Thursday, November 18th, 2010The Holiday Season is upon us right now. And when I was a kid growing up in Santa Monica, California, my mother used to tell me that we’d start seeing the Holiday decorations in the stores soon after Thanksgiving. But these days I’m seeing decorations in some of the stores by mid-October, which makes me [...]
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