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« Previous EntriesWhy the MF Global Bankruptcy Is Important to You
Wednesday, January 11th, 2012Every once in awhile a story comes along that’s not a commercial real estate story, but it’s one that has such broad implications for all of us that I have to mention it to you.
In June of 2008 I wrote that the Royal Bank of Scotland, an institution that has been around since 1727, was [...]
Is it Time to Start Sending a Newsletter to Your Commercial Real Estate Clients and Prospects?
Tuesday, January 10th, 2012If 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 [...]
Planning Your Commercial Real Estate Excellence for 2012
Wednesday, January 4th, 2012Once again we’re at the beginning of a new year, which means for a lot of us it’s time to set new goals. If you’ve already set your goals for the new year and have determined the game plan you need to be working to achieve those goals, congratulations! This article will then help you [...]
How to Make Sure You’re Getting Your Commercial Real Estate Prospecting Done
Tuesday, December 13th, 2011In 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, 2011Whenever 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 [...]
Developing Multiple Streams of Income in Your Commercial Real Estate Brokerage Business
Thursday, December 1st, 2011When you’re prospecting and you’re interacting with your commercial real estate clients and prospects, there’s money to be made with them outside of just the commissions you’re making for closing commercial real estate transactions. Someone who’s a coaching client of mine, who works for one of the largest, most recognizable brokerage companies in America, once [...]
A Simple Yet Powerful Approach for Growing Your Commercial Real Estate Brokerage Business
Tuesday, November 15th, 2011One of the greatest difficulties commercial brokers constantly deal with is staying focused on doing what will grow their businesses. With so many distractions, it’s oftentimes important to have a simple system you can utilize to help you to stay on track.
There’s no "one-size-fits-all" system that will be the best one for everyone, but I [...]
The Power of Generating Long-Term Client Loyalty in Your Commercial Real Estate Brokerage Business
Wednesday, November 9th, 2011It’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 [...]
A True Heartwarming Story Of Amazing Human Achievement
Thursday, November 3rd, 2011Every once in awhile I come across a heartwarming story that I feel I have to pass along to you, and this is definitely one of those stories.
When I was in high school I played on the high school basketball team, and I was the captain of the team. But I’d trade all of our [...]
TODAY: How to Persuade Your Commercial Real Estate Clients and Prospects
Wednesday, October 12th, 2011Today, Wednesday, October 12th, I’ll be interviewed by a Marcus & Millichap investment broker on the subject of "Mastering Your Power Persuasion Skills". You can get access to all of this information for just $19.95, including getting the audio CDs, written transcription, and written highlights all sent to you in the mail, as well as [...]
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