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How to Constantly Get Your Commercial Real Estate Prospecting Done

By Jim Gillespie | March 5, 2014

"I hate television. I hate it as much as peanuts. But I can’t stop eating peanuts."

Orson Welles

This quote by the great Orson Welles speaks volumes about how difficult it can be for us to break our old habits, and one of these habits for commercial brokers is oftentimes not getting their prospecting done.

Do you find that you’re a broker who’s not getting as much prospecting done as you feel you should be? If so I’d be willing to bet that you haven’t set aside the exact same days and times every single week in your calendar for getting your prospecting done. Once you’ve done this and you know, for example, that every single Monday through Thursday from 8:30 a.m. to 11:30 a.m., you’re going to be on the phone and getting your prospecting done, you’ll get your prospecting done much more effectively.

There are a lot of brokers out there who don’t have a predetermined schedule for getting their prospecting done, and they end up prospecting when they have the time. This then oftentimes causes these brokers to get their prospecting done intermittently, and both their production and the amount of gross commissions they’ll be earning will then suffer.

Do you think if you got more prospecting done in your brokerage business, that you’d make more money? If so, schedule your prospecting time in advance for the exact same hours and days every single week, schedule all of your other appointments around these times, and hold your prospecting time sacred. When you do this consistently you’ll be getting more prospecting done, you’ll find more high-quality leads and close more transactions, and you’ll make more money.


During my upcoming teleconference on "Power Prospecting", I’ll be interviewing a broker who’s been named as the CoStar "Power Broker of the Year" in his territory every single year for the past ten years. To learn more about this teleconference and the special bonuses I’ll be giving away, click here.


Click here to learn about my Commercial Real Estate Newsletter that you can mail or E-mail to your clients and prospects every month.


We can transform your commercial brokerage business and get you making more money by doing one-on-one coaching work together. If you’re interested in one-on-one coaching to take your commercial brokerage business to the next level, click here and contact me.

"My work with Jim has definitely taken my commercial brokerage business to the next level. The marketing system I’ve implemented keeps my phone constantly ringing with more transactions!"

Mike Borski
CoStar Power Broker
Yardley, Pennsylvania

Click here to see more testimonials from my coaching clients.

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