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Positioning Yourself for High-Powered Commercial Real Estate Success

By Jim Gillespie | August 4, 2009

So 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 they’ve completely lost sight of the fact that other brokers are doing the same thing, and that some of these brokers are even having face-to-face meetings with these same prospects, too. And when brokers are having face-to-face meetings with their prospects, they’re building a much more solid bond with their prospects than what will be accomplished through telephone conversations alone. In effect, the brokers having these face-to-face meetings are positioning themselves ahead of their competition, and doing what will have them land more business with these prospects.

There are so many things that brokers can do to position themselves ahead of their competition, and stand out in their prospects’ minds whenever the prospect is ready to hire a broker for their next requirement. And the broker who does these things in their business will constantly leave their competition behind them.

With this in mind, here’s one more suggestion you can consider implementing into your own brokerage business:

Get photos taken of yourself with your local, state, and national politicians, and utilize them in both your mailings and in your listing presentations.

Elected officials will typically make themselves available for you to have your photo taken with them. You just need to arrange for this by calling their office and setting an appointment with them. And if you think that a $50.00-$100.00 contribution towards the person’s political campaign will help you to arrange an appointment, this could be one of the best investments you’ll ever make!

So have your photo taken with your Mayor, the City Council person who’s in charge of your commercial real estate district, your State Assembly person, and your elected member of Congress. Then utilize these photos as I’ve mentioned above in your mailers and in your listing presentations. And of course, include text underneath each photo mentioning both your name and the politician’s name, and perhaps even mentioning the subject matter of the discussion you were having with the politician at the time.

These photos can impress many of the people you’ll want to do business with, and can help you to stand out from your competition. In addition, they can create the feeling of you being connected as a political insider, and people want to do business with people they feel have connections.

So begin contacting your elected officials and arrange to have your photo taken with them. And the good news is, as an additional bonus, you could begin feeling that for once in your life politicians are actually doing something for you that puts a smile on your face!


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Topics: Marketing, Persuasion, Prospecting | No Comments »