How Much Prospecting Should You Be Doing in Your Commercial Real Estate Brokerage Business Every Week?
Thursday, December 8th, 2011Whenever brokers fall short of meeting their income goals, it’s often a direct result of not getting their prospecting done. There’s a direct correlation between the amount of prospecting you’re getting done, and the amount of business you’re closing. With this in mind, how much prospecting are you getting done these days? And is this […]
Developing Multiple Streams of Income in Your Commercial Real Estate Brokerage Business
Thursday, December 1st, 2011When you’re prospecting and you’re interacting with your commercial real estate clients and prospects, there’s money to be made with them outside of just the commissions you’re making for closing commercial real estate transactions. Someone who’s a coaching client of mine, who works for one of the largest, most recognizable brokerage companies in America, once […]
A Simple Yet Powerful Approach for Growing Your Commercial Real Estate Brokerage Business
Tuesday, November 15th, 2011One 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 […]
The Power of Generating Long-Term Client Loyalty in Your Commercial Real Estate Brokerage Business
Wednesday, November 9th, 2011It’s always amazed me in our industry how little attention is paid to creating ongoing client loyalty and getting constant, repeat business from one’s clients. So many brokers tell me that their training when they were new in brokerage consisted of being given a desk, a chair, and a telephone, and being told to sit […]
A True Heartwarming Story Of Amazing Human Achievement
Thursday, November 3rd, 2011Every once in awhile I come across a heartwarming story that I feel I have to pass along to you, and this is definitely one of those stories. When I was in high school I played on the high school basketball team, and I was the captain of the team. But I’d trade all of […]
What Winston Churchill Told Us About Success
Wednesday, October 26th, 2011When I opened an E-mail recently there was a quote inside of it sent to me by my friend Michael Russer. It was a quote from Winston Churchill on success, and here it is: "Success consists of going from failure to failure without loss of enthusiasm." When you think about it for a moment, even […]
TODAY: How to Persuade Your Commercial Real Estate Clients and Prospects
Wednesday, October 12th, 2011Today, Wednesday, October 12th, I’ll be interviewed by a Marcus & Millichap investment broker on the subject of "Mastering Your Power Persuasion Skills". You can get access to all of this information for just $19.95, including getting the audio CDs, written transcription, and written highlights all sent to you in the mail, as well as […]
How to Master the Art of Persuasion in Commercial Real Estate Brokerage
Tuesday, October 11th, 2011Most brokers learn the commercial brokerage business and then fall into utilizing the phrases that are the most comfortable for them. But what’s more important, utilizing the words that are comfortable for you? Or utilizing the words that are the most effective ones for persuading your clients? Because oftentimes commercial brokers say things they believe […]
Why You Want to Be the Final Commercial Real Estate Broker Making the Listing Presentation
Thursday, October 6th, 2011When you’re going after a listing, you definitely want to make sure that you’re making a solid listing presentation. In addition, since the quality of your relationship with the decision maker is very important, and it plays a big role in you successfully landing the listing, you’ll want to make sure that you’ve built a […]
How to Utilize The Power of Voice Broadcasting in Your Commercial Real Estate Brokerage Business
Wednesday, September 28th, 2011Leveraging your time as a commercial broker today is very important. In addition, prospecting is an important part of your weekly routine in developing more new business for yourself, too. But if you’re like most commercial brokers, you may be having difficulty in always getting your prospecting done. This is where voice broadcasting can become […]
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