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A Simple Yet Powerful Approach for Growing Your Commercial Real Estate Brokerage Business

By Jim Gillespie | November 15, 2011

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.


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


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.


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