Persuasion
« Previous Entries Next Entries »How to Leave Powerful Voicemail Messages That Get Your Commercial Real Estate Prospects to Call You Back
Tuesday, September 14th, 2010One mistake that commercial brokers often make when doing their telephone prospecting, is leaving voicemail messages that don’t really inspire their prospects to call them back. You ideally need to answer the "What’s in it for me?" question in your prospect’s mind to get them to want to pickup the phone and return your voicemail [...]
How to Deliver Great Commercial Real Estate Listing Presentations
Thursday, September 9th, 2010A simple approach I’ve recommended for brokers to improve their listing presentations, is to videotape their own listing presentation with someone else role playing along with them as the decision maker. This can be very powerful when seeing the replay of the videotape, as you’ll recognize ways that you can improve your listing presentations and [...]
How to Get E-mail Addresses from Your Commercial Real Estate Clients and Prospects
Tuesday, August 24th, 2010When you’re making your prospecting calls to your clients and prospects, this is one of the best times to obtain their E-mail addresses also. But the way in which you ask for their E-mail address will determine how successful you’ll be at getting it.
This may best be illustrated by mentioning the shift in how I’ve [...]
Powerfully Positioning Yourself in the Minds of Your Commercial Real Estate Clients and Prospects
Tuesday, August 17th, 2010One of the biggest mistakes that I see commercial brokers making occurs when they’re sending mail and E-mail to their clients and prospects. Brokers can mistakenly think that they should be focused on sending information on properties that are currently on the market, but if this is the main focus of what they’re sending in [...]
Maintaining Great Client Loyalty in Commercial Real Estate Brokerage
Monday, June 21st, 2010A big complaint that I’ve heard from commercial brokers over the years is that there’s no client loyalty in our business. You close a transaction with someone, and then you have to fight along with all your competitors to be the broker who represents them again on their next transaction. While this can definitely be [...]
The Two Most Important Activities in Commercial Real Estate Brokerage
Friday, May 14th, 2010In its simplest form, your success in commercial real estate brokerage comes down to doing these two activities outstandingly:
1. Finding the people you want to work with who will be closing commercial real estate transactions
2. Getting these people to work with you exclusively
This presupposes that you already have both the knowledge and the ability to [...]
Positioning Yourself to Beat Your Commercial Real Estate Brokerage Competitors
Tuesday, April 20th, 2010I’ve just recorded a new 5-6 minute audio presentation you can listen to for free on the subject of positioning yourself to beat your commercial brokerage competitors. Just dial 1-507-726-3727 to begin listening to the presentation.
You can listen to the presentation on your own, but I’ve really designed it to be played on speakerphone during [...]
Two Powerful Items to Include in Your Commercial Real Estate Listing Packages
Wednesday, March 24th, 2010One of the most important goals of commercial real estate brokers in this economy should be effectively differentiating themselves from their competition. With this in mind here are two items you can include in your presentation packages that will help you accomplish this.
1) Include Testimonial Letters
Including testimonials from your clients in your presentation packages makes [...]
Mastering Persuasion in Your Commercial Real Estate Brokerage Business
Wednesday, March 10th, 2010Commercial brokers often ask me if there are any books that I recommend to read to help them persuade their clients and prospects more effectively. And with this being said I definitely recommend the following three books to you:
1) Unlimited Selling Power: How to Master Hypnotic Selling Skills by Donald Moine and Kenneth Lloyd
This book [...]
A Simple Approach That Can Help You Land More Commercial Real Estate Listings
Tuesday, November 24th, 2009There are many things brokers can do in their listing presentations that can greatly assist them in landing more listings. It’s not that any one single idea will land the listing for them, it’s that several well-thought-out approaches when taken together can greatly help them to stand out from their competitors, and get the listing.
With [...]