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How Effectively Are You Differentiating Yourself From Your Competition in Commercial Real Estate Brokerage?

By Jim Gillespie | November 9, 2010

As far as the concept of coming up with "out of the box" thinking is concerned, there’s a video that’s been circulating on the Internet within the last 48 hours that I’m going to share with you. The coach of the middle school football team in this video is to be commended for coming up with a play that so completely caught the opposing team’s defense off guard, that his quarterback was able to just walk through the defensive line completely untouched, on his way to scoring a touchdown.

Click here to see this 27-second video.

In following-up, this kind of "out of the box" thinking leads me to asking you the following question:

What compelling reason do your clients and prospects have for choosing you over your competition?

Because I find that many brokers aren’t doing much to stand out and differentiate themselves from their competitors as the best choice their clients and prospects can make in a broker, and it’s costing them a ton of money.

With this in mind ask yourself the following questions:

1) How could you improve on your overall presence, visibility, and image of yourself as a broker within your marketplace?

2) How could you improve on your presentation packages?

3) How could you improve your presentation skills?

4) How could you communicate even more effectively to your clients and prospects, that what you stand for at all times is serving their own best interests above yours? (Because people absolutely love to work with these kinds of salespeople.)

In addition, to work on improving your commercial brokerage business results even more, ask yourself these two questions:

1) What are the three things that you could change or take action on in your brokerage business right now, that would make you the most amount of money within the coming months?

2) What’s holding you back from implementing all of your answers to the questions you’ve answered above, and how can you break through these excuses and implement these solutions into your brokerage business…right now?

And when it comes to standing out from the competition, there’s much that we can all learn from this video I’ll now show you of Harvey the Dog. As you’ll see in the video, Harvey wants to be certain that he stands out as the one dog that people will want to adopt and take home with them, ahead of all the other dogs, and he does a pretty solid job of making his case.

Click here to see this one-minute video.


Click here to join me for my upcoming teleconference this Wednesday, November 10th, where my special, top commercial real estate broker guest expert will tell you how to get constant, repeat business from your clients. This broker is a recipient of the CoStar Power Broker Award, and during his career he’s represented major companies including Eastman Kodak, Metropolitan Life Insurance, UPS, Earthlink, and IBM, and has closed more than two million square feet of transactions with IBM.


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 just 4 weeks of working with Jim, my team has developed more new business than we have in the past 6 months."

Mica Berg
Colliers International

Click here to see more testimonials from my coaching clients.

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