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 better people skills.

Think about this…

You’re a prospect who’s constantly getting calls from commercial real estate brokers, wanting to know if you have any commercial real estate needs. You don’t want any undesirable brokers…the ones who don’t make you feel good, or the ones who don’t have good presentation skills…to continue hounding you about your upcoming real estate needs.

So you could:

1) Tell certain brokers that you don’t have any upcoming needs, even when an upcoming need is on your radar screen.

2) Tell them that your current lease still has longer to run than it really does.

3) Tell them that you’re already working with another broker.

All of this is geared towards not wanting to have a broker you don’t want to do business with put their death grip on you, and continually bother you about why you should be working with them.

This, in many ways, is human nature. Despite the fact that we have a Do Not Call law and a Do Not Call list here in the United States, telemarketers still call me at my home. The fact that they’re ignoring the law and my request to not be disturbed, has me not want to do business with them…no matter what they’re offering me.

Similarly, commercial real estate brokers, as well as all salespeople, make first impressions on their prospects. With this in mind, if your first impression isn’t a good one, people will want to get you out of their lives ASAP. Maybe you’re not being offensive towards them, but you may not be measuring up to the other brokers who they’ve been talking to.

I’ve had this experience myself when residential agents have knocked on the door of my home. It’s amazing how quickly I get a feeling around whether or not I’d want to do business with an agent, and when they fall into the "not" category, that’s pretty much the way it’s all going to go. There are just so many other agents out there, and the ones who make me feel good immediately are the ones who have me want to do business with them.

So you definitely want to have your prospects feeling good about you immediately!

What I recommend you do here is role play your prospecting along with someone else. If you’re normally calling your prospects on the telephone, then role play with someone else on the telephone. If you normally prospect by walking into people’s businesses, then role play with someone else in person, talking with them one-on-one.

You might also consider having two separate role playing exercises…one with the receptionist, and one with the decision maker. Because becoming outstanding at building rapport with both of these kinds of people is vitally important to your success.

I recommend recording any telephone conversations you’re having when you’re role playing, and videotaping any presentations you’re making when you’re role playing with someone in person. At the end of each "prospecting call" ask your partner how you did, and then ask them if they have any recommendations on how you can improve your presentations.

In addition, what’s also important here is that you role play with people who will do a good job of representing the kind of people you’ll be prospecting, and that they’re also the kind of people who will shoot it straight with you. The last thing you want in this situation is someone who wants to make you feel good instead of being someone who wants to tell you the truth.

When you’re really serious about improving your prospecting skills, find people to role play with, record your presentations to them, ask for their feedback, and then learn from listening to and/or watching the recordings. When you do this you’ll continually have more prospects wanting to work with you over your competition.

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Wednesday: Totally Eliminating Your Brokerage Competition

This Wednesday I’m doing a live teleconference interview with a broker who’s a member of both SIOR and CCIM, and he’s the best marketer I’ve ever known in commercial real estate brokerage. He mails to his clients and prospects multiple times every month, he creates and gives away promotional items, records marketing videos of himself and posts them online, and even records portions of his listing presentations in advance and entertains his property owners by having conversations with himself in the videos during his live listing presentations!

If you’re not already registered for this live teleconference and you want to get your hands on the audio CDs, written transcription, and MP3 recording of this teleconference all for just $19.95, click here for more information.

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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"After more than 20 years in the business, Jim has helped me to focus on doing the activities that make a huge difference in my income. I even generated 42 offers on one of my investment listings!"

Larry Cannizzaro
Beitler Commercial Realty Services/TCN Worldwide

Click here to see more testimonials from my coaching clients.

http://www.commercialrealestatenewsletter.net/

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 done is really, really, really wanting to get it done. Your underlying desire here is what really drives you towards getting your prospecting done, and your general lack of desire will have you making excuses for why you didn’t get it done.

As a coach, desire is the one ingredient that I can’t manufacture within commercial real estate brokers. That desire must come from within.

Trying to find a broker who enjoys doing prospecting isn’t easy. But if you don’t get your prospecting done, your income will suffer. So your desire to get your prospecting done must outweigh your desire to avoid doing it, and it must outweigh your desire to just make excuses for not getting it done.

The reality here is you’ll get your prospecting done if it’s really, really important to you.

Your desire to get your prospecting done under all circumstances, and your unwillingness to accept making excuses for not getting it done, is the engine that completely drives your success within this arena.

So many problems around increasing one’s production in commercial real estate brokerage, could be resolved by getting more prospecting done.

So once the burning, unyielding desire to get your prospecting done with no excuses is already in place, here are some things you can do to help make sure that you get your prospecting done.

1) Always make sure that you schedule your prospecting time in advance

Many brokers don’t set aside the exact same days and times every single week in their calendar for getting their prospecting done. As a result they often end up doing their prospecting when they feel like they have the time for it. This approach must be reversed, and setting your prospecting times in advance must become your top priority. Once you do this then you schedule your other appointments around these times. When you schedule your prospecting times in advance, for example, on every Monday through Thursday throughout the year from 9:00 a.m. to 12:00 noon, you begin realigning your thinking regarding making prospecting your number one priority.

2) Allow nothing to get in the way of getting your prospecting done

Since prospecting is for most brokers their most important tool for generating more new business for themselves, you need to make sure you’re getting it done. More importantly, you need to recognize how important getting your prospecting done is for maximizing your income, and you need to recognize that whenever you’re not getting your prospecting done, this is costing you a lot of money.

When your clients and prospects suggest times for appointments with you that fall within your scheduled prospecting times, respond by saying something similar to, "I have something else scheduled at that time. How about 2:00 p.m. on Wednesday instead?"

You need to begin getting into the habit of holding your prospecting time sacred, and allowing nothing whatsoever to interfere with it.

3) Consider making your prospecting calls from outside the office

If you’re concerned about being interrupted during your prospecting time, consider making your prospecting calls on your mobile phone from outside of your office. Choose a place, maybe even one with a view, where you’ll enjoy making your prospecting calls…and begin dialing. Sometimes doing something as simple as this can really help you to get your prospecting done, as compared with constantly being interrupted by the people at your office.

In addition, if you decide to make your prospecting calls from inside of your office, make sure you minimize any distractions. Tell your receptionist to forward all incoming calls for you into your voicemail until the end of your prospecting session. Don’t check your voicemail until your prospecting session has ended, and don’t answer any incoming calls. In addition, consider putting up a sign on the door of your office or on the outside of your cube saying something like, "I’m prospecting until noon today. Do not disturb."

When you’re serious about not being disturbed by the other people in your office, they’ll get it.

The more you prospect the more leads you’re going to uncover for yourself. If you begin increasing the number of your prospecting calls by 50%, you’ll increase your leads by 50%. Similarly, if you double the number of your prospecting calls, you’ll double your number of leads.

Recognize how important every prospecting call is towards you generating the amount of income you want for yourself, let nothing stand in the way of you getting your prospecting done, and get it done with no excuses.  

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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"My work with Jim keeps me focused on being productive and doing the activities that will maximize my success."

Terry Adams
TOLD Partners

Click here to see more testimonials from my coaching clients.

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 amount of prospecting that will lead to you making the kind of money that you want to be making in your business?

Here are some questions to be asking yourself around this:

1) How much prospecting should you be doing every single week in order to meet your income goals for the year?

If you already know the answer to this question that’s great! If you don’t know the answer, knowing what your average commission is per transaction, and the number of prospecting calls that it takes to find one lead that will result in a closed transaction for you, is important information to have. Along the way you’ll ideally want to determine the number of prospecting calls it takes to make one listing presentation, the number of listing presentations it takes to successfully land one listing, and the percentage of your listings that eventually lead to closed transactions for you. In addition, if you’re primarily focused on representing buyers and lessees, you’ll want to know the relevant numbers on that side of the equation, too.

2) How much prospecting are you getting done every week right now?

This tells you exactly where you’re at around doing your prospecting. If there’s a gap between how much prospecting you should be doing, and how much prospecting you’re actually getting done, this gap represents lost income to you. If you think you should be doing 10 hours a week of prospecting, and you’ve only been getting 5 hours of prospecting done every week, you’ll begin doubling the number of leads you’re uncovering every single week when you double your prospecting time to 10 hours a week.

So first you need to identify the amount of prospecting you need to be getting done in order to meet your income goal for the year, then you need to make sure you’re getting that prospecting done. Making sure you’re getting that prospecting done is what I’ll be covering in my next article.

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If you want to learn how to plan your next year in 2012 so you stay focused, on track, and producing the kind of income you want to be making, that’s what I’ll be showing you how to do during my next teleconference. In addition, I’ll be interviewing a top broker who’s producing extremely outstanding results in this economy, and I’ll be sending the audio CDs from the teleconference in the mail to you, too.

Click here for more information on "Planning Your Commercial Real Estate Excellence for 2012".

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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"My work with Jim has stepped-up my marketing program, making it easier for me to follow-up on deals while continually creating a steady stream of solid new leads for me to work on."

John Kilroy
John Kilroy Realtors

Click here to see more testimonials from my coaching clients.

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 down and start calling people.

With this in mind, a lot of brokers have gotten focused on continually finding new prospects to close transactions with, but no one ever told them how to cultivate their relationships with their past clients, too. Cultivating relationships like this helps you to build a solid foundation to ensure you’ll be representing your clients again on their next transactions.

Ask yourself the following questions:

1) How many people or companies have you successfully closed transactions with throughout your commercial real estate brokerage career?

2) How many of these people and companies that you’ve successfully closed transactions with, have you been in direct contact with over the past six months?

3) In now having answered these two questions, how could you be doing a better job of staying in contact with your past clients and building solid relationships with them, so that you’ll feel confident they’ll be working with you again on their next transactions?

Ideally, you want to create the feeling within your past clients that a broker-client relationship still exists between the two of you, even when these people are a long way from buying, selling, or leasing their next property. But you can’t do this if you’ve been out of contact with these people, or if you’re only contacting them with the same frequency and in the same manner as your competitors are doing it.

Here are some recommendations for improving this situation:

1) Identify the past clients who you haven’t spoken with in some time, and begin contacting them.

2) Begin socializing more often with your past clients, and taking them to lunch, dinner, and/or to special events during the year.

3) Buy your past clients gifts 2-4 times a year, and tell them how much you appreciate them working with you.

When you spend money on your past clients, socialize with them, give them gifts, and tell them how much you appreciate them working with you, you make it very difficult for them to begin working with your competitors instead of you. In addition, when you’re socializing with your past clients and spending money on them, this is the perfect opportunity for you to begin obtaining referrals from them, too.

There aren’t many commercial brokers who recognize how powerful this process is. Many brokers drop out communicating with their past clients for quite some time after they’ve closed a transaction with them, and as a result they often end up competing with all of the brokers in their territory to work with these same clients again the next time. The bond that once existed between the broker and their clients has simply disappeared through the lack of any serious, ongoing connection with them.

Don’t be one of these brokers! Cultivate your relationships with your past clients so they’ll want to work with you again on their next transactions. Get on the phone, begin calling the people you’ve been out of relationship with for awhile, and begin building stronger relationships with them. When you become an expert at doing this, and you begin doing it with all of your past clients, you’ll generate solid, repeat business from them every single year, in addition to the business you’re constantly developing with your new prospects, too.

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Keeping Your Clients Unbelievably Loyal to You

I’m inviting you to join me on my next two teleconferences for free. My upcoming teleconference in November is titled, "Keeping Your Clients Unbelievably Loyal to You", and my teleconference in December is titled, "Planning Your Commercial Real Estate Excellence for the Year". All I ask is that you pay me $19.95 to cover the shipping and handling costs for these teleconferences for the entire two months. If you’ve never been a member of my Million Dollar Commercial Real Estate Agent Inner Circle program before, and you’re a full-time commercial broker, you can join me on these two teleconferences and receive all of the audio CDs, written transcriptions, written highlights, the MP3 recordings, and a newsletter to send to your commercial real estate clients and prospects…all for just $19.95.

Click here for more information about this program and for the information about our upcoming November teleconference.

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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"Jim has helped me to organize a game plan and work it with the tenacity that’s producing a greater number of transactions for me in my marketplace."

Scott Wilcott, CCIM
NAI Capital

Click here to see more testimonials from my coaching clients.

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 not the most exciting definition of success, there’s a lot we can learn from this definition during these tough economic times. So many brokers are measuring their level of success today against how they were doing back in 2006 and 2007, and this often isn’t very easy for brokers to come to terms with.

When you look at the people who have achieved great success, oftentimes they’ve overcome great difficulty along the way to make it happen, and Winston Churchill was definitely no exception. What the British had to endure with the constant bombing from the Germans, before finally winning the War, is something that we as Americans have never had to endure here ourselves.

The great Thomas Edison actually failed more than 1,000 times before he successfully invented the electric light bulb. All we normally hear around this is how he succeeded at inventing the electric light bulb, but how many others would have quit after just 5, 25, or maybe even 50 attempts at it? In addition, Edison did something quite amazing to ensure that he’d finally come up with the correct solution. He announced to the world that he was very close to successfully inventing the world’s first electric light bulb, even though he was nowhere even close to finding the solution. He knew that by putting that much pressure on himself in front of the entire world, it would force him to finally find the correct solution.

Now there’s a guy with guts!

But what does all of this mean for us today? It means that no matter what our circumstances are, we must be willing to go "from failure to failure without losing enthusiasm." Our responses from our prospecting calls may not be what they used to be, but we need to pick up the phone and call the next person anyway…with unbridled enthusiasm.

One CCIM broker I’ve known for more than 25 years said to me, "I’m working twice as hard now to make half as much money." This is a broker who’s averaged more than $40 million in transaction volume every year for more than 35 years. In addition, in today’s market he’s now prospecting more than 20 hours a week every single week. It’s rare to find any broker with even 2, 5, or 10 years of experience in our business who’s willing to prospect that much today, but this man is a 35-plus year veteran in our business, and he’s decided that he must be willing to do it. His prospects are telling him "No" much more frequently today when he’s making his prospecting calls, but he’s committed to "going from failure to failure without losing enthusiasm."

So how is your state of mind within your brokerage business these days? Do you have the same enthusiasm you once had for making your prospecting calls, or have you lost some of that enthusiasm? If a 35-plus year veteran in our industry who’s averaged more than $40 million a year in production, is now prospecting more than 20 hours a week in his own brokerage business, how many hours should you be prospecting now every single week within your brokerage business?

Winston Churchill definitely knew what it took to succeed, and he understood that the people who eventually become the greatest successes in life, are the ones who have failed the greatest number of times. Yes, you’re going to get rejected much more nowadays in this market when you’re making your prospecting calls. But when you make these calls anyway, on schedule, without losing your enthusiasm, you’ll make much more money when you compare this with resisting making these calls, and making far fewer of them. 

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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"I have had so many responses to the marketing letter I’ve mailed out that you wrote for me. Sellers have called in on properties they would like to sell, and the total dollar value of these properties so far is $56,000,000.00. I am blown away by the success of this program. One seller has an $8,000,000.00 property that we may already have a buyer for. Thank you, thank you, thank you."

Lisa Godley-Gilstrap
Lee & Associates

Click here to see more testimonials from my coaching clients.

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 very powerful tool for you. Voice broadcasting allows you to record a spoken-voice message and then leave it as a voicemail message for hundreds or thousands of your clients and prospects, all without you needing to make one single phone call.

Let’s say, for example, that you have a new listing that’s priced to move, and you want to discover who in your database may be looking to buy a building right now. In this situation, you could record a voice message similar to the following:

"Hi, this is Jim Gillespie with Capital Business Properties, and I hope you’re doing well. I’ve just listed a building in the area that’s for sale at $60.00 a square foot, and I know that it’s going to move very quickly at this price. If you’re looking to buy a building give me a call right now at XXX-XXX-XXXX. Thanks."

You’ll then upload this voice message into the voice broadcast system along with the phone numbers of everyone you want the message to be broadcast to, and the system will dial all of the phone numbers and broadcast the message to everyone. In addition, your message will only be broadcast when your client or prospect doesn’t answer their telephone directly, and their voicemail system answers for them instead.

This can be a great way to reach everyone in your database simultaneously with a prospecting message, all for just 3 cents to 6 cents a call, depending on your call volume. In addition, you can leave messages for your clients and prospects giving them market updates, offering them a comps report, or telling them that you have someone with $2,000,000.00 cash who needs to buy a building, and to call you if they’re interested in selling theirs.

If you plan on utilizing a service like this one, make sure that with the people you’ll be calling you’re in compliance with any Federal, state, and local laws, and make sure that your broker will be OK with you doing this, too.

If you’re interested in more information on this, do an Internet search under the term "voice broadcast" and talk with some of the companies who are already providing this service.

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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"My work with Jim has helped my team, my company, and my development business to perform at substantially higher levels."

D. Alex Rhoten
Coldwell Banker Commercial

Click here to see more testimonials from my coaching clients.

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 more new business for yourself, things can start getting crazy.

Oftentimes brokers get themselves to the point where they become reactive…responding to incoming phone calls, texts, and E-mails from their clients and prospects, instead of being proactive and doing what will control their destiny. If you’re being reactive to the demands of your clients and prospects, instead of being proactive and controlling your own destiny, you’re letting other people determine your own level of success in your business.

Here are some questions to be asking yourself right now around this:

1) How much do you feel you’re in control of your own destiny in your commercial brokerage business?

2) How much do you feel you’re in control of how you’re spending your time right now in your commercial brokerage business day-to-day?

3) Do you feel that other people or other circumstances are interfering with how you really should be spending your time?

If you want to control your own destiny within your commercial brokerage business, you need to be the person who’s in control of how you’re spending your time.

With this in mind, ask yourself how much time you’re spending every week in your business working on these five activities:

1) Prospecting 10-12 hours every week.

5) Working on your presentation skills so you continually improve them and deliver the best presentations of any broker in your market.

These five activities represent a system and an approach that will help keep you focused, on track, and doing what will have you continually grow your brokerage business.

Many brokers aren’t prospecting 10-12 hours or more every week in their brokerage business, yet brokers most of the time are relying on prospecting to develop more business for themselves. So if you’re serious about developing more new business for yourself, get your prospecting done with no excuses.

Mailing is a great way to brand yourself in the minds of the people you want to do business with. Sending 24 or more mailers a year to your people will make it really difficult for them to think of any other commercial broker except you, especially when you’re providing them with helpful, informative information in your mailers. Sending 24 mailers every year, in addition to making 2-4 prospecting calls every year to your people, will brand you far ahead of all your competitors who are just making their prospecting calls.

You must have a database that includes every prospect you want to do business with along with their contact information. Because if you don’t have this information in your database, you can’t do business with the people who aren’t in there. In addition, if you need a solid resource for getting your database into great shape, take a look at the service that’s available at www.ProspectNow.com.

One of the greatest mistakes commercial brokers make is dropping out their communication with their past clients after they’ve already closed transactions with them. This then has you competing with other brokers to work with the same clients the next time. By keeping in contact with your past clients, going to lunch with them, socializing with them, and giving them gifts, you maximize the probability that they’ll be working with you once again on their next transaction.

And finally, working on your presentation skills is what will have you close more people on working with you exclusively, which then leads to you making more money. Role play with someone with them acting as your decision maker, and videotape the presentation. Then watch the video and learn what you can to improve your presentations to your clients and prospects in the future. The more that you impact people through your presentations, the more they’ll want to work with you.

So if you focus on the five basic activities I’ve outlined above, you’ll begin making more money and you’ll obtain more repeat business from your past clients. Rate yourself on a scale of 1 to 10 for each of these five activities, determine which ones represent the greatest opportunity for immediate growth within your business if you begin focusing on them, and then get to work on improving your business! When you continually do this process throughout time, you’ll end up systematizing your business, focusing on the activities that will make you more money, and you’ll become more proactive rather than reactive within your brokerage business…doing the activities that will have you chart your own destiny.

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The latest edition of my Commercial Broker Newsletter is now ready for you to mail or E-mail to all of your clients and prospects. If you’re not currently sending a monthly newsletter to all of your clients and prospects, you’re missing out on a huge opportunity to brand yourself and keep you in people’s minds every month throughout the year! If you’re interested in more information on how you can send this newsletter to your clients and prospects, click here.

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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"With Jim’s coaching I landed $1.7 million in new business in my first eight weeks!"

Mark Whitman
Dorin Realty

Click here to see more testimonials from my coaching clients.

Mike Monteleone, CCIM, a broker who’s averaged more than $40 million in transaction volume a year throughout his career, told me that he’s been prospecting more than 20 hours a week in this economy. So if you want to produce the best results imaginable in this economy, how many hours a week do you think you need to be prospecting?

One of the greatest problems that brokers constantly face around prospecting, is not getting it done. This can lead to getting so far off track from producing the results that brokers want in their businesses, that they can completely lose track of how much prospecting they’ve really been doing. But at the same time, by feeling constantly busy, they can delude themselves into thinking they’re doing everything imaginable to develop more new business for themselves.

This can be a horrible, frustrating place for commercial real estate brokers to be operating from.

With this in mind, are you committed to doing whatever it takes to maximize your income this year in your brokerage business? Because if you are truly committed, you need to be prospecting constantly, and you need to be tracking how much prospecting you’re actually getting done every week. Which brings me to the following recommendation…

Every Friday, at the end of the day, write down how much prospecting you’ve gotten done for the week on a sheet of paper, and sign your name to it. You can prepare a basic form you can utilize every week for this, where you can fill in the dates for the week, the amount of prospecting you’ve gotten done, and then sign your name to it.

This can be a big reality check for you, because the amount of income you’re going to earn over the next year will be directly proportionate to the amount of prospecting you’re getting done. So make sure you’re not deluding yourself about this, and just get your prospecting done with no excuses.

There’s something very powerful about doing this process. When you’re writing down the amount of prospecting you’re getting done every week, be it the number of hours you’ve completed, or the number of prospecting calls you’ve made, you get really clear on how much prospecting you’re actually getting done. When you come face-to-face with this every single week, it serves as a real kick in the butt to make sure you’re doing your prospecting.

There aren’t many brokers who would be willing to do this on an ongoing basis, because it makes brokers come face-to-face with who’s really responsible for their results within their own brokerage business, and that can be very tough to swallow.

"It’s the economy!"

"I’m doing everything I can to grow my brokerage business!"

These are the cries we often hear from brokers in the heat of battle. Yes, the economy is having a major impact on your income these days, but when brokers aren’t getting their prospecting done, they’re having a major impact on their income, too.

Do this exercise I’ve recommended for 120 days in your brokerage business, and if you like the results and the number of leads you’ve been producing, do this exercise in your brokerage business on an ongoing basis.

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This Wednesday, July 13th, I’ll be interviewing a CCIM member who’s closed more than $1 Billion in commercial real estate transactions, and we’ll be telling you how to powerfully get more done in your commercial brokerage business, and make more money.

When you’re registered for the teleconference, in addition to receiving the audio CDs, written transcription, and highlights from the teleconference all sent to you in the mail, you’ll also receive the following:

*** A 9-page report titled "Quick Start Tips for Utilizing Social Media"

*** Direct online access to more than 50 editions of my guest’s "Real Estate CyberTips" E-newsletter

*** A 12-page report on "101 Ways to Utilize a Virtual Assistant" in your brokerage business

*** A 4-page report on "The 10-Step Guide to Hiring the Right Virtual Assistant" in your brokerage business

So if you’re not already registered for this live teleconference and you want to get your hands on all of this information, click here for more information.

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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"After just weeks of working with Jim Im getting much more done now with far greater ease, and he has my agents completely on fire and much more passionate about their business!"

Mike Spears
The National Realty Group

Click here to see more testimonials from my coaching clients.

So if you’re on track towards achieving your income goals for the year, congratulations! And if you’re off track, how are you doing at getting your prospecting done every week?

Most commercial brokers rely on prospecting to develop more business for themselves, and when they’re not getting their prospecting done, their income suffers. So if you haven’t been getting your prospecting done at the level you know you should be, ask yourself the following question:

"If I were to prospect 10-12 hours every single week during the rest of the year, what kind of results would I produce in my brokerage business?"

And if you like your answer to that question, just get your prospecting done with no excuses.  

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This Wednesday, March 16th, I’ll be interviewing a CCIM member who’s closed more than $1.4 billion in real estate transactions, who’s the most consistent prospector I’ve ever known within our industry. And he’ll be telling you how to produce outstanding results with your real estate prospecting, and how to make sure you get your prospecting done. In addition, he’ll give you all of the forms he’s designed and utilizes to plan his success and work his game plan throughout the year, which includes the forms he’s designed for tracking and following-up on his prospecting. 

So if you’re not already registered for this live teleconference, click here for more information. And even if you register but can’t attend the live teleconference, I’ll still send you the audio CDs, written transcription, and highlights from my interview with this top expert, all in the mail to you!

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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"I have had so many responses to the marketing letter I’ve mailed out that you wrote for me. Sellers have called in on properties they would like to sell, and the total dollar value of these properties so far is $56,000,000.00. I am blown away by the success of this program. One seller has an $8,000,000.00 property that we may already have a buyer for. Thank you, thank you, thank you."

Lisa Godley Gilstrap
Lee & Associates

Click here to see more testimonials from my coaching clients.