Prospecting
« Previous Entries Next Entries »Your First Important Goal When Doing Your Commercial Real Estate Telephone Prospecting
Wednesday, May 26th, 2010When you’re doing your telephone prospecting, there are certain goals that you want to accomplish. And these goals for the most part revolve around the information that you want to obtain from the person you’re calling on the telephone. If they may be looking to get involved in a real estate transaction, you’ll definitely want [...]
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 [...]
How to Create More Commercial Real Estate Brokerage Transactions in This Market
Thursday, April 1st, 2010Several years ago I interviewed one of the best commercial real estate brokers in the business, Paul Earnhart of Lee & Associates Commercial Real Estate Services in Ontario, California. During his career Paul has earned 13 awards from SIOR for excellence in his brokerage production. And during my interview with Paul he mentioned a term [...]
Making Sure You’re on Fire Now in Your Commercial Real Estate Brokerage Business
Wednesday, February 24th, 2010I’ve just recorded a new 7-minute audio presentation you can listen to for free titled, "Making Sure You’re on Fire Now in Your Commercial Brokerage Business in 2010". Just dial 1-507-726-3727 to begin listening to this presentation.
You can listen to the presentation on your own, but I’ve really designed it to be played on speakerphone [...]
Should You Be Utilizing Online Social Networking in Your Commercial Real Estate Brokerage Business?
Wednesday, December 2nd, 2009Online social networking is a phenomenon that has grown considerably in recent years. But is it something that you should be utilizing in your own commercial real estate brokerage business?
While many commercial brokers have begun to utilize online social networking, only a small percentage of them have actually made any money in doing so. So [...]
Why Sale/Leasebacks Could Be Your Ticket to More Commercial Real Estate Commissions
Wednesday, October 7th, 2009With so many brokers looking for new ways to find opportunities and close more transactions, sale/leasebacks may be emerging as a way for brokers to make this happen.
With state and local governments, as well as Corporate America struggling to find more cash, a sale/leaseback may be exactly what these entities are looking for in order [...]
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.
But [...]
Building the Foundation for Powerful Commercial Real Estate Prospecting
Monday, July 27th, 2009Coaching commercial real estate brokers is a very rewarding career for me. Recently I began one-on-one coaching with a commercial broker who’s gotten burned out on doing his prospecting these days. When times were better several years ago he was much more enthusiastic about doing his prospecting, and he was producing much better results at [...]
Determining Your Own Destiny in Commercial Real Estate Brokerage
Wednesday, July 8th, 2009Despite so many brokers telling me how difficult it is to close transactions these days, there’s really a simple way to help determine your own destiny in this business. Sometimes destiny arrives on your doorstep, and sometimes you have to go out and make it arrive yourself. And clearly, this economy is one of those [...]
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