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How to Explode Your Commercial Real Estate Businesss

By Jim Gillespie | October 7, 2008

If you’re in a market that’s been transitioning, and business has been slower for you than it was 1-2 years ago, I have a recommendation:

Be prospecting 10-12 hours a week every single week in your brokerage business.

Yes I know you probably don’t feel like doing this and you wish that more business was coming in right now with the same amount of prospecting you were doing before, but if you’re like many commercial brokers in the business right now these are very different times. Fewer transactions are occurring in many areas right now, which means in order to make the same amount of money that you were making before, you have to be closing a higher percentage of the overall transactions that are going down in your marketplace. And you just can’t do this by doing the same amount of prospecting you were doing 1-2 years ago.

With this in mind, ask yourself the following question:

“If I prospected 10-12 hours every week for the next year, how much more money would I be making?”

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

I can’t give you more of a simple, sure-fire, guaranteed way to rise above what’s going on in the marketplace right now, grab the bull by the horns, and make things happen in a big way for you in your commercial brokerage business.

Someone who made a big impact on my life years ago once said to me, “You either have what you want in your life, or you have the reasons why you don’t.”

With this in mind, when choosing between getting your prospecting done, or coming up with reasons why you can’t get it done, recognize you’re choosing between doing what will have you produce the income you’ll be thrilled with, vs. choosing what will have you feel more comfortable every day. So ask yourself, “Am I committed to doing what will maximize my income in commercial real estate brokerage? Or am I committed instead to just being more comfortable throughout the day during my work week?”

Commit to prospecting 10-12 hours a week every week for the next 90 days. And if you like the results you’ve produced by doing this, make this amount of prospecting a regular part of your weekly routine throughout your entire brokerage career.

Topics: Marketing, Prospecting | No Comments »