Persuasion
Next Entries »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. [...]
Getting and Utilizing Powerful Testimonials In Your Commercial Real Estate Brokerage Business
Tuesday, November 3rd, 2009Something that continually amazes me in our industry is how few commercial brokers get and utilize powerful testimonials from their previous clients, when trying to land new business with their prospects. Because when you think about it, what someone else has to say about you will oftentimes carry more weight with your prospects than what [...]
Persuading Your Commercial Real Estate Clients and Prospects to Do Business With You
Tuesday, September 22nd, 2009The keys to persuading your clients and prospects to do business with you are subtle. Because if they ever perceive that you’re trying to persuade them, your attempt to do this is likely to backfire on you…because no one wants to work with a salesperson who they feel is trying to manipulate them. And it’s [...]
Positioning Yourself for High-Powered Commercial Real Estate Success
Tuesday, August 4th, 2009So many commercial brokers lose sight of the fact that they’re constantly being compared to their competitors. They think that by calling a prospect on the phone 1-3 times a year and having conversations with the prospect, that they’re doing the best they can to position themselves to close the prospect’s next transaction with them. [...]
The Real Reason Why Commercial Real Estate Clients Will Want to Work With You
Wednesday, June 3rd, 2009I have a confession to make…I’m a big fan of the old Hawaii Five-0 TV show. You know, the show where detective Steve McGarrett became famous for saying, “Book ‘em Danno, Murder One!” About ten years ago I got ecstatic when individual videos of the show’s episodes were put on sale to the public on [...]
Getting Repeat Business from Your Commercial Real Estate Clients
Wednesday, May 27th, 2009As commercial real estate brokers we’re in an interesting position with regard to getting ongoing, repeat business from our clients. Unlike attorneys and CPAs who constantly interact with their clients throughout the year, our business as commercial real estate brokers is transactional in nature. Which means that once we close a transaction with someone, it [...]
Is It Time to Record Your Own Commercial Broker Music Video?
Tuesday, March 10th, 2009“OK,” you may be saying to yourself…”Has Jim completely lost it now?” And that would be a very appropriate question to be asking yourself…under normal circumstances within our industry. But when the best marketer I’ve ever known in commercial real estate brokerage releases a music video featuring all of his team singing and dancing together, [...]
It’s Time for Giving Gifts to Your Commercial Real Estate Clients and Prospects
Tuesday, November 25th, 2008The Holiday Season is here, which means it’s the perfect time for you to give gifts to the clients you’ve previously closed transactions with. Not only is this good because it’s good to give gifts to others, it’s good because of the feeling you’ll create within others to want to reciprocate back to you…And the [...]
Mastering Commercial Real Estate Client Objections
Thursday, November 13th, 2008I think every commercial real estate brokerage company should have scripts for overcoming client objections that the office gives to every single agent who works for the company. I would hope that there is at least one brokerage company or office out there that’s doing this for its agents, but if this company exists no [...]
How to Stand Out as the Best Commercial Real Estate Broker in Your Market
Wednesday, October 29th, 2008If you’re not familiar with the term known as “Positioning”, it describes how well you constantly stand out as the best choice your clients and prospects can make in a commercial real estate agent. In any industry, Positioning refers to how well a person or a company stands out, such that ideally the decision to [...]
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