Prospecting

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Why Two Commercial Real Estate Brokers Prospecting the Same People Can Produce Different Results

Tuesday, January 17th, 2012

Have 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 [...]

Is it Time to Start Sending a Newsletter to Your Commercial Real Estate Clients and Prospects?

Tuesday, January 10th, 2012

If you want to begin sending a printed or an E-mail newsletter to your commercial real estate clients and prospects, you can get two months of newsletters for the price of one in your very first month when ordering my Commercial Broker Newsletter. If sending a newsletter to your clients and prospects is something you [...]

How to Make Sure You’re Getting Your Commercial Real Estate Prospecting Done

Tuesday, December 13th, 2011

In last week’s article I focused on how much prospecting you need to be getting done on a regular basis. In this article we’re going to focus on how to make sure you’re getting your prospecting done, which is oftentimes the more difficult part of the big equation.
The most important component of getting your prospecting [...]

How Much Prospecting Should You Be Doing in Your Commercial Real Estate Brokerage Business Every Week?

Thursday, December 8th, 2011

Whenever brokers fall short of meeting their income goals, it’s often a direct result of not getting their prospecting done. There’s a direct correlation between the amount of prospecting you’re getting done, and the amount of business you’re closing.
With this in mind, how much prospecting are you getting done these days? And is this the [...]

The Power of Generating Long-Term Client Loyalty in Your Commercial Real Estate Brokerage Business

Wednesday, November 9th, 2011

It’s always amazed me in our industry how little attention is paid to creating ongoing client loyalty and getting constant, repeat business from one’s clients. So many brokers tell me that their training when they were new in brokerage consisted of being given a desk, a chair, and a telephone, and being told to sit [...]

What Winston Churchill Told Us About Success

Wednesday, October 26th, 2011

When I opened an E-mail recently there was a quote inside of it sent to me by my friend Michael Russer. It was a quote from Winston Churchill on success, and here it is:
"Success consists of going from failure to failure without loss of enthusiasm."
When you think about it for a moment, even though that’s [...]

How to Utilize The Power of Voice Broadcasting in Your Commercial Real Estate Brokerage Business

Wednesday, September 28th, 2011

Leveraging your time as a commercial broker today is very important. In addition, prospecting is an important part of your weekly routine in developing more new business for yourself, too. But if you’re like most commercial brokers, you may be having difficulty in always getting your prospecting done.
This is where voice broadcasting can become a [...]

Are You in Control of Your Own Destiny in Your Commercial Real Estate Brokerage Business?

Thursday, August 25th, 2011

For many brokers within our industry, their brokerage careers began by someone telling them to pickup a phone and begin calling people, and then from there after some time they started to wing it. The problem with this is that when you begin getting busy, working on transactions, closing transactions, and still trying to generate [...]

Here’s a Tip to Assist You With Getting Your Commercial Real Estate Prospecting Done

Tuesday, July 12th, 2011

Commercial brokers must prospect a lot more nowadays to produce anywhere near the same kind of results they were producing in their brokerage businesses years ago. And even when you’re doing more prospecting, you can easily end up producing less income than you were several years ago, too.
Mike Monteleone, CCIM, a broker who’s averaged more [...]

Are You On Track Towards Achieving Your Commercial Real Estate Goals in 2011?

Tuesday, March 15th, 2011

How are you doing in your brokerage business so far in 2011? Are you on track towards achieving your income goals for the year? We’re in March right now and you’ll probably need to have any sale transactions signed and moving forward with their contingencies by August or September, to allow the proper time for [...]

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