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How to Master the Art of Persuasion in Commercial Real Estate Brokerage

Tuesday, October 11th, 2011

Most 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, 2011

When 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 […]

Here’s a Commercial Real Estate Broker Who Wrote the Book on Getting Rich

Wednesday, August 17th, 2011

It’s not often when I come across a broker who’s really implementing some solid new marketing and promotional ideas into their own brokerage business. But Dan Dulin of Marcus & Millichap has implemented not one, but two new ideas into his business that have really gotten attention. He’s written a book on how to become […]

How to Get Your Commercial Real Estate Prospects Interested in Working with You

Tuesday, August 9th, 2011

I was listening to an audio series that focused on both sales and how people can effectively build their businesses. During the program they talked about what sets effective salespeople apart from all the others, and how to best enroll your clients and prospects in doing business with you. Here is what they said: "The […]

One of the Most Important Commercial Real Estate Negotiating Tools I’ve Ever Learned

Wednesday, June 22nd, 2011

You may have attended seminars, dinner meetings, and conferences over the years, trying to learn more to help you become an even better commercial real estate broker. During my early years as a broker I attended a seminar on negotiation, and the man leading the seminar said something that’s still emblazoned upon my mind some […]

A Simple Tip That Will Help You Land More Commercial Real Estate Listings

Tuesday, May 17th, 2011

Earlier this year I interviewed SIOR Past President Stan Mullin, and during my interview with Stan he mentioned one simple tip that can help brokers to land more listings. He mentioned scheduling "the meeting before the meeting", meaning scheduling a meeting before your official listing presentation with your property owners, to help build an even […]

4 Important Activities to Explode Your Commercial Real Estate Brokerage Business

Thursday, December 2nd, 2010

Most of us have heard of the 80/20 rule. The rule that says that 80% of the business closed in sales organizations is normally closed by just 20% of the salespeople. And there’s probably a lot of truth in applying this rule to the commercial real estate brokerage offices throughout our industry, too. In addition […]

The Power of Giving Holiday Gifts to Your Commercial Real Estate Clients

Thursday, November 18th, 2010

The Holiday Season is upon us right now. And when I was a kid growing up in Santa Monica, California, my mother used to tell me that we’d start seeing the Holiday decorations in the stores soon after Thanksgiving. But these days I’m seeing decorations in some of the stores by mid-October, which makes me […]

How to Leave Powerful Voicemail Messages That Get Your Commercial Real Estate Prospects to Call You Back

Tuesday, September 14th, 2010

One mistake that commercial brokers often make when doing their telephone prospecting, is leaving voicemail messages that don’t really inspire their prospects to call them back. You ideally need to answer the "What’s in it for me?" question in your prospect’s mind to get them to want to pickup the phone and return your voicemail […]

How to Deliver Great Commercial Real Estate Listing Presentations

Thursday, September 9th, 2010

A simple approach I’ve recommended for brokers to improve their listing presentations, is to videotape their own listing presentation with someone else role playing along with them as the decision maker. This can be very powerful when seeing the replay of the videotape, as you’ll recognize ways that you can improve your listing presentations and […]

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