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How to Get E-mail Addresses from Your Commercial Real Estate Clients and Prospects

Tuesday, August 24th, 2010

When you’re making your prospecting calls to your clients and prospects, this is one of the best times to obtain their E-mail addresses also. But the way in which you ask for their E-mail address will determine how successful you’ll be at getting it. This may best be illustrated by mentioning the shift in how […]

Powerfully Positioning Yourself in the Minds of Your Commercial Real Estate Clients and Prospects

Tuesday, August 17th, 2010

One of the biggest mistakes that I see commercial brokers making occurs when they’re sending mail and E-mail to their clients and prospects. Brokers can mistakenly think that they should be focused on sending information on properties that are currently on the market, but if this is the main focus of what they’re sending in […]

Maintaining Great Client Loyalty in Commercial Real Estate Brokerage

Monday, June 21st, 2010

A big complaint that I’ve heard from commercial brokers over the years is that there’s no client loyalty in our business. You close a transaction with someone, and then you have to fight along with all your competitors to be the broker who represents them again on their next transaction. While this can definitely be […]

The Two Most Important Activities in Commercial Real Estate Brokerage

Friday, May 14th, 2010

In its simplest form, your success in commercial real estate brokerage comes down to doing these two activities outstandingly: 1. Finding the people you want to work with who will be closing commercial real estate transactions 2. Getting these people to work with you exclusively This presupposes that you already have both the knowledge and […]

Positioning Yourself to Beat Your Commercial Real Estate Brokerage Competitors

Tuesday, April 20th, 2010

I’ve just recorded a new 5-6 minute audio presentation you can listen to for free on the subject of positioning yourself to beat your commercial brokerage competitors. Just dial 1-507-726-3727 to begin listening to the presentation. You can listen to the presentation on your own, but I’ve really designed it to be played on speakerphone […]

Two Powerful Items to Include in Your Commercial Real Estate Listing Packages

Wednesday, March 24th, 2010

One of the most important goals of commercial real estate brokers in this economy should be effectively differentiating themselves from their competition. With this in mind here are two items you can include in your presentation packages that will help you accomplish this. 1) Include Testimonial Letters Including testimonials from your clients in your presentation […]

Mastering Persuasion in Your Commercial Real Estate Brokerage Business

Wednesday, March 10th, 2010

Commercial brokers often ask me if there are any books that I recommend to read to help them persuade their clients and prospects more effectively. And with this being said I definitely recommend the following three books to you: 1) Unlimited Selling Power: How to Master Hypnotic Selling Skills by Donald Moine and Kenneth Lloyd […]

A Simple Approach That Can Help You Land More Commercial Real Estate Listings

Tuesday, November 24th, 2009

There are many things brokers can do in their listing presentations that can greatly assist them in landing more listings. It’s not that any one single idea will land the listing for them, it’s that several well-thought-out approaches when taken together can greatly help them to stand out from their competitors, and get the listing. […]

Getting and Utilizing Powerful Testimonials In Your Commercial Real Estate Brokerage Business

Tuesday, November 3rd, 2009

Something that continually amazes me in our industry is how few commercial brokers get and utilize powerful testimonials from their previous clients, when trying to land new business with their prospects. Because when you think about it, what someone else has to say about you will oftentimes carry more weight with your prospects than what […]

Persuading Your Commercial Real Estate Clients and Prospects to Do Business With You

Tuesday, September 22nd, 2009

The keys to persuading your clients and prospects to do business with you are subtle. Because if they ever perceive that you’re trying to persuade them, your attempt to do this is likely to backfire on you…because no one wants to work with a salesperson who they feel is trying to manipulate them. And it’s […]

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