Every 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 calling for a full-fledged collapse in the financial markets within three months, and we all know what happened three months later in September of that year.

This is one of those kinds of stories.

But it isn’t a story predicting when another major financial event will be occurring. It’s a story telling you that approximately $1.2 billion in account-holder money is now missing from a major financial institution, and that it could happen to you, too.

In October of 2011, MF Global filed for the 8th largest bankruptcy in the history of the United States. But the bankruptcy itself wasn’t what had me write this article. It was what happened in addition to the filing of the bankruptcy that had me write this article…

Before the company had filed for bankruptcy, MF Global had allegedly utilized assets that were in their customer’s accounts to cover their own financial obligations to other financial institutions, and $1.2 billion in customer money is now missing.

So for many account holders who had been thinking that their money was safe and secure, they’re now struggling to get their hands on even any amount of it. Gerald Celente, considered by many to be the top trends forecaster in the world, watched the more than six figure balance within his own account completely vanish. Gerald had been telling people of the financial dangers we’re facing right now when our money is entrusted to other people, and this is what he had to say on this:

"What’s the takeaway from this? It’s to make sure you have every penny in your pocket."

This brings us to asking the following question: "How do you know if any of the accounts you may have with financial institutions are safe from having this happen to them?" The short answer to this is, "You don’t really know", but I’m writing this article right now to wake you up and get you to become more vigilant. It’s not easy to know right now if any of your own accounts have been jeopardized by your financial institutions in ways you’d consider to be unethical, but if you choose to leave funds within uninsured accounts, do everything you can to make sure that the institution holding your money is in solid financial condition. The problem here, though, is that oftentimes you never really know for sure if the institution is being completely ethical.

If the executives within a financial institution believe that utilizing customer money for company obligations is their one last hope for staying in business, do you think that they might do it? How about if the executives believe that even if they’re caught, they’ll never, ever be prosecuted for it?

There’s one additional item I want to mention to you here, too…

Sometime ago my bank opened up a new branch that was closer to where I live, and they were inviting the bank’s customers to get safe deposit boxes inside of the new location. When I was handed a flyer about this inside of the bank, I asked a bank employee, "How much are the contents within people’s safe deposit boxes insured for?" The employee responded back to me with, "There is no insurance on the contents within people’s safe deposit boxes. Those safe deposit boxes are only provided as a convenience for the bank’s customers."

But soon thereafter the thought then came to me, "I have to believe that at least one person from the bank has the ability to open up everyone’s safe deposit box if it’s ever deemed necessary, and when combining this with now knowing that there’s no insurance to cover the contents within the safe deposit boxes, this doesn’t make me feel good."

So I wanted to mention this to you in case you either have or are thinking of getting a safe deposit box. It’s easy to assume that if your deposits within your checking and savings accounts are insured, that the contents within your safe deposit boxes are insured also. Check with your own institution on this, but the contents within any safe deposit boxes they’re offering are most likely not insured.

So take what I’ve written here and do your homework on your own financial institutions. If after reading this you’re concerned about holding your money in uninsured places and in uninsured accounts, take the action you feel is necessary to protect your assets. At least for the time being, having your money within insured accounts will probably protect you better against having your money stolen, but there are no guarantees.

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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 want to begin doing in 2012, 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.

"During these tough economic times, being a member of Jim’s Inner Circle program has greatly assisted me in doubling my income."

Sam Finnerman
Hudson Commercial Real Estate

Click here to see more testimonials from my coaching clients.

http://www.commercialrealestatenewsletter.net/

Once 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 to make sure that your goals and the game plan you’ve designed will have you achieve everything that you want to this year. But if you haven’t yet set your goals for the year and you haven’t determined the game plan you need to be working to achieve those goals, this article will help you to do this.

With this in mind, what are you really going to do differently this year? I’m asking this because so many agents often begin the new year feeling excited about all the possibilities that they can create for themselves with a fresh, full calendar year ahead of them. But in the end, how many agents will really accomplish throughout the year what they originally setout to do in January? Oftentimes agents can have the best of intentions every new year of accomplishing some exciting new goals, but by the time the end of the year rolls around they then feel disappointed with their results.

If you’d like to know the reason for this, it sometimes lies in the unrealistic goals that agents can set for themselves at the beginning of the year, and at other times it can lie in the flawed game plans that they utilize throughout the year when working towards accomplishing these goals. For example, an agent who made $100,000.00 this past year might set an income goal of $250,000.00 for the new year. But keep in mind that the sum total of all the best the agent could bring to the table throughout the past year had them earn and get paid a total of $100,000.00 in commissions. So do they really now know what they have to do differently this year to make the jump from $100,000.00 to $250,000.00 in commission income? And if they do know, why didn’t they just apply this information to their real estate business this past year?

Setting goals at the beginning of the year can be a great experience for all of us, but it’s how we’re going to get those goals accomplished that represents the real meat and potatoes that will either lead us towards accomplishing those goals, or feeling disappointed.

So with this in mind I’m asking you:

1) What are your goals in your real estate business for the coming year?

2) What specifically is your game plan of activities that you’re going to do to make these goals a reality by December 31st?

And…

3) What do you have to do differently than what you did last year, in order to achieve your new goals this year?

And finally, one activity that’s extremely important to incorporate into your game plan for the coming year is feedback. You need to check in with how you’re doing throughout the year to determine if you’re on track or off track in accomplishing your goals. And if you’re off track, you need to make modifications to your game plan to still ensure that you’ll successfully achieve your goals by December 31st.

As an example of this, experts say that a jet flying from New York to Los Angeles is off track from reaching it’s final destination approximately 98% of the time. But the continued monitoring of the flight path and correction through both the jet’s inertial guidance system and the pilot’s actions will ensure the jet’s timely arrival in Los Angeles.

With real estate agents, however, this is often not the case. One’s ideal goals for the year can be created in January, but the "flight path" of the agent throughout the year can oftentimes be completely off track from accomplishing these goals. The agent can be thinking thoughts like, "As long as I’m feeling really busy, I must be on track towards accomplishing my goals for the year." This is similar to the pilot of the commercial airliner thinking, "As long as I’m up here right now flying this aircraft, I must be on track towards arriving at my desired destination on time."

But alas, in both situations, achieving the desired goal in a timely manner does not result from just being busy doing activities, it comes from doing the right activities at the right time, and in the right sequence.

With this in mind, see if the following has ever applied to you:

You set your goals for your real estate business in January and feel enthusiastic about accomplishing them. You feel extremely busy throughout the year, but you recognize you’re falling behind in achieving your income goals the deeper you’re getting into the year. Then around September or so, you start thinking something similar to, "If I can just find, negotiate, and close both sides of a $30,000,000.00 transaction by the end of the year, I’ll meet my income goal."

Similar to the airline pilot and the inertial guidance system within the plane itself, you need to monitor your success throughout the year to make sure you’re on track. Set a reminder at the end of every month in your contact management program to check in and see how you’re doing. Are you on track towards achieving your income goals for the year, or are you falling behind? And if you’re falling behind, immediately go and get some help from someone. Sit down and talk with a top producing agent, your manager, or hire a real estate coach. Because right now you’re risking throwing your income goals for the year completely out the window if you don’t.

You may have noticed something in our industry over the years. Our industry has its share of people with very big egos. I deal with this constantly with brokers who produce great results in their business through working with me, but more than anything they really want to return to having no one advising them on running their real estate business. But trying to do it all alone in this business on an ongoing basis can be a very costly decision. As Albert Einstein once said, "We can’t solve problems by using the same kind of thinking we used when we created them." And if you’re constantly trying to solve your business development problems with the same mind that created them…your own mind…you could be in for a very long and frustrating year.

So check in with yourself once a month to see how you’re doing in accomplishing the goals you’ve created for yourself this year. And if you find yourself falling behind in accomplishing these goals, stop everything you’re doing and find someone who can give you the help and direction you need to get back on track and make these goals happen for you.

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If you’re interested in becoming much more effective at doing your commercial real estate prospecting in 2012, click here for my prospecting scripts and special report titled, "How to Explode Your Real Estate Prospecting Now!"

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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 me to fine tune and systematize my marketing program, and produce more leads for my business with far greater ease."

Ian Bertolina
Bertolina Commercial Real Estate Services

Click here to see more testimonials from my coaching clients.

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.

When 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 told me that a full one third of his income came from getting loan referral commissions.

The beauty of getting loan referral commissions is that you don’t have to be a broker representing someone in the sale transaction in order to get paid. When you locate a prospect who will be buying a building, you can then introduce them to loan representatives who have a solid track record of getting financing for buyers, and even if your buyer locates their property through another broker, you’re still going to get paid.

This is an opportunity that’s sitting right in front of your face right now.

You definitely want to make sure that doing this is legal within your own state, and with the lenders and the types of loans you’ll be dealing with. In addition, you’ll want to make sure that you give full, complete disclosure to your people about any participation in the loan fees by you that’s required by law.

So now when you’re prospecting, you’ll have an additional way of earning income with your people, which will now add to your total income for the year. One of the keys here is having one or more solid loan professionals who you can refer your business to, who will get the job done for you.

Whether or not you’ll be representing the buyer within a given transaction, you can introduce them to the people who can find them the best loans. In addition, you can make the introduction before the buyer ever begins looking at prospective buildings, which can help you along the way as you continue in building your relationship with the buyer.

Introducing buyers to the right professionals who can find them the best loans can help you earn and get paid more money every single year. In addition, if you coach your loan representatives in advance wisely, they can help reinforce the idea that you’re the broker buyers should be working with, whenever they’re interacting with the buyers you send to 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.

"After 20 years in real estate I needed to revive my business and look at new options and ideas. Together Jim and I evaluated my entire business plan, designed new strategies, and implemented a game plan that’s now making more money for both me and my team."

Bill Ukropina
Coldwell Banker Commercial

Click here to see more testimonials from my coaching clients.

One 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 was recently listening to an interview with well-known author Brian Tracy, and he mentioned a very simple system that could work very well for many commercial brokers. I’m paraphrasing what I heard Brian say during the interview, but here it is:

1) Identify the three most important activities that you should be focusing on to grow your business.

2) Make sure you’re constantly getting these activities done.

This is pretty simple, but for brokers who are constantly busy and realizing that they’re not staying as on track as they’d like to be, this can serve as an easy way to stay focused on doing what’s really important. Your three most important activities could represent 70-80% or more of what will have you successfully grow your commercial brokerage business and take it to the next level, so if you stay focused on knowing what these activities are, and you’re getting them done every week, this in itself could represent substantial growth in your brokerage income. (Here’s a hint–If prospecting isn’t one of the three activities on your list, you may want to rethink the list!)

Your three activities may change over time, so I’m recommending that you schedule a reminder within your contact management program once a month to check in with yourself and see how you’re doing. Review the list of your three activities once a month and ask yourself:

1) Have I been getting all three of these activities done in a manner I’m proud of?

2) What do I need to do to become even more effective at getting these three activities done?

3) Do these three activities need to be changed, modified, or updated?

When you check in with yourself once a month and ask yourself these three questions, this helps you to stay focused and on track, and it will help you to make sure you’re doing the three activities that will maximize your income.

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Wednesday: How to Get Constant Repeat Business from Your Clients

This Wednesday, November 16th, I’ll be interviewing a 30-year commercial real estate brokerage industry veteran on the subject of "Keeping Your Clients Unbelievably Loyal to You." If you’d like to get constant, repeat business from your commercial real estate clients, and if you’ve never been a member of my Million Dollar Commercial Real Estate Agent Inner Circle program before, here’s what I’m making available to you for the next two months if you become a new member of the program for just $19.95:

1) Access to listen to my November and December teleconference calls titled "Keeping Your Clients Unbelievably Loyal to You" and "Planning Your Commercial Real Estate Excellence for 2012". 

2) Getting the audio CDs, written transcriptions, and written highlights from these two teleconferences all sent to you in the mail. 

3) Getting access to download the MP3 recordings from these two teleconferences. 

4) The ability to schedule one-on-one coaching calls with me to work on your commercial brokerage business if you’d like to. 

5) Two editions of my 4-page Commercial Broker Newsletter sent to you that you can mail or E-mail to all of your clients and prospects. 

In addition, as an added bonus you’ll receive my 19-page Special Report titled "Convincing Owners to List at Your Recommended Price". So many brokers are having a tough time getting their owners to list their properties at prices that will move right now in today’s market. In this Special Report I’ll tell you all the exact words to say to overcome the 14 toughest objections brokers are telling me they’ve been facing with their property owners, around pricing their properties to sell. 

If you want to learn how to persuade your clients and prospects, overcome their toughest objections, and get them to take immediate action, you’ll definitely want to get your hands on this Special Report! 

So remember, if you sign up for the program but can’t attend the two live teleconferences, you’ll still get all of the information I’ve mentioned above sent to you, so you can review the information and listen to it whenever it’s most convenient for you! 

If you’re not already registered for these two live teleconferences and you want to get your hands on all of this information, 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.

"My work with Jim is making me more effective at finding new business with the kind of companies I want to work with."

Larry Crumbley, SIOR, CCIM
Fickling & Company

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.

Every 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 accomplishments together as one of the top-ranked teams in California, for playing alongside of a boy who accomplished what I’m about to show you in this video.

Jason McElwain is a special-ed student in Rochester, New York. He’s autistic, and he was the manager of his high school’s basketball team. During the team’s final game of the season the coach decided to have Jason suit-up and wear one of the team’s uniforms. The coach wanted Jason to feel more like he was fully a part of the team before the season ended, but with just four minutes to go in the game, the coach decided to go one step further, and he put Jason in the game.

Jason immediately began struggling, but then something quite miraculous happened, that can inspire us all…

Click here to see the video.

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In the November edition of my Commercial Broker Newsletter, I tell all of your clients and prospects how the formula for the Consumer Price Index has been changed, dramatically impacting rent increases. If the Index hadn’t been changed, today’s inflation rate would be more than 11%, instead of the low inflation rate that the Index is showing us today. If you’re not currently sending a monthly newsletter to all of your clients and prospects and keeping them informed on this kind of information, you’re missing out on a huge opportunity to brand yourself in their minds as the top broker in your territory every month. 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.

"My work with Jim has given me better scripting and new approaches to get more listings and exclusive right to represent agreements signed by my clients and prospects."

Mike Spedden
MacKenzie Commercial Real Estate Services

Click here to see more testimonials from my coaching clients.

In addition, as an added bonus you’ll receive my 19-page Special Report titled "Convincing Owners to List at Your Recommended Price". So many brokers are having a tough time getting their owners to list their properties at prices that will move right now in today’s market. In this Special Report I’ll tell you all the exact words to say to overcome the 14 toughest objections brokers are telling me they’ve been facing with their property owners, around pricing their properties to sell.

If you want to learn how to persuade your clients and prospects, overcome their toughest objections, and get them to take immediate action, you’ll definitely want to be joining us for this interview.

And if you register but can’t attend the live teleconference, I’ll still send you the MP3 recording, as well as the audio CDs,written transcription, and written highlights from the teleconference, all in the mail to you!

If you’re not already registered for this live teleconference and you want to get your hands on all of this information, click on the following link:

http://www.realestatesalescoach.com/innercircle1.htm