Prospecting
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Tuesday, February 15th, 2011Most commercial real estate brokers rely primarily on prospecting to develop more new business for themselves. And while prospecting is a solid way for brokers to develop more new business, it can be very limiting when compared with both prospecting and doing solid marketing together.
Think about this for a moment…When you’re prospecting people throughout the [...]
One of the Greatest Mistakes Made By Commercial Real Estate Brokers
Tuesday, February 8th, 2011So many commercial brokers don’t get their prospecting done on a regular basis. And one of the patterns that commercial brokers find themselves getting into, is prospecting until they have enough leads to keep busy, and then reducing or eliminating the time they’re spending doing their prospecting. This is one of the greatest mistakes that [...]
Transforming Your Commercial Real Estate Brokerage Business in 2011
Tuesday, January 18th, 2011As I’ve been saying for many years now, whenever a broker falls short of achieving their income goal for the year, it’s usually not because the game plan they had designed to achieve their goal with wouldn’t have worked. The problem usually lies in the fact that the broker got off track from working their [...]
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 [...]
Sending Mail That Gets Your Commercial Real Estate Clients and Prospects to Call You
Tuesday, October 5th, 2010There are, generally speaking, two goals that you want to ideally accomplish when mailing to your commercial real estate clients and prospects. And these same principles apply when you’re sending E-mail to them, too.
1) You want to brand yourself in their minds with your mailers so they’re already interested in working with you when they [...]
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 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 [...]
How to Find More Commercial Real Estate Brokerage Transactions in This Market
Monday, July 5th, 2010While many brokers are reporting more activity in their markets right now as compared with during the second half of 2009, the majority of the activity seems to be in the user markets as compared with in the investor markets. And at the same time many brokers are ideally looking for that "silver bullet", the [...]
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 [...]
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