« Previous Entries

Is It Time To Start Asking Your Owners for 10% Commercial Real Estate Commissions?

Wednesday, July 30th, 2014

There’s a very successful SIOR member who I’ve coached, and he told me something interesting that he does whenever he’s having a listing agreement signed. He includes 10% as the commission he’s asking for within the agreement. What this does, he says, is it oftentimes raises the bar in terms of the minimum amount of […]

Powerfully Closing Your Commercial Real Estate Clients and Prospects

Wednesday, July 9th, 2014

Closing in commercial real estate brokerage isn’t something that happens just because of some magical or forceful words that you say to someone. Closing is a direct result of doing many things correctly with your clients and prospects, from the very beginning of building your relationship with them, so that in the end they want […]

Here’s the Best Book I’ve Ever Read on Making Solid Sales Presentations

Tuesday, March 25th, 2014

Commercial real estate brokers can oftentimes deliver listing presentations that can feel very stale to the people listening to them. One of the big reasons this happens is because brokers oftentimes believe that what they need to be doing is delivering information, while not giving much thought to delivering a riveting performance. "What? Delivering a […]

Here’s a Solid Example of a Good Commercial Real Estate Brokerage Company Web Site

Wednesday, October 9th, 2013

Sometimes I’m asked by people to show them an example of a good commercial real estate brokerage company Web site. Normally whenever I’m asked this question, it’s by people who are either principals or brokers within a small-to-midsize commercial real estate brokerage company, and in keeping this in mind, there’s one commercial real estate brokerage […]

What to Say When An Owner Wants You to Reduce Your Commercial Real Estate Commission

Wednesday, September 25th, 2013

See if you’ve ever experienced this one…You’re getting closer to successfully negotiating a sale transaction, the buyer and the seller are getting closer together on the price, but then they begin to reach an impasse…and they’re still thousands of dollars apart on the price. Then your seller turns to you and asks you to reduce […]

Own the Greatest-Selling Book Ever Written on Commercial Real Estate Brokerage!

Wednesday, August 28th, 2013

For many of us who have been in the commercial real estate brokerage industry for more than 30 years, we cut our eyeteeth on Robert Ringer’s legendary book, Winning Through Intimidation. This isn’t just the greatest-selling book ever written about commercial real estate brokerage, it’s ranked on the New York Times Bestseller List as one […]

The Importance of Projecting Confidence in Commercial Real Estate

Wednesday, August 7th, 2013

When I’m talking about confidence, the following quote always brings a smile to my face: "Confidence is going after Moby Dick in a rowboat and taking the tartar sauce with you." Zig Ziglar Confidence is something that you want to exude whenever you’re interacting with your clients and prospects. If you’re not confident, they’re going […]

This One Tip Will Help You Land a Lot More Commercial Real Estate Listings

Wednesday, October 3rd, 2012

Earlier this year, as part of my Million Dollar Commercial Real Estate Agent Inner Circle Program, I interviewed a top commercial broker who’s one of the greatest brokers to ever work within our industry. During his career he’s sold and leased more than $5 billion worth of commercial properties. During our interview he shared a […]

How Rodney Dangerfield Helped Me to Close a Commercial Real Estate Listing Presentation

Tuesday, February 7th, 2012

Years ago I was making a listing presentation along with a broker I had never teamed-up with before. We decided that we were going to share some of our listing opportunities together, and this was the first listing presentation that we had ever made together. As we got to the end of our presentation, and […]

Why Two Commercial Real Estate Brokers Prospecting the Same People Can Produce Different Results

Tuesday, January 17th, 2012

Have you ever wondered why two brokers doing the same amount of prospecting can produce dramatically different results? At first glance it might be easy to dismiss this as one broker calling on an area with more leads, but there’s very likely more to the story… The broker producing the greater amount of leads probably […]

« Previous Entries