Prospecting

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Commercial Real Estate Prospecting: Here’s One Idea to Just Let That Rejection Bounce Right off of You

Wednesday, June 18th, 2014

One of the biggest factors that keeps brokers from prospecting is dealing with the rejection. I mean, who normally wants to pick up the phone and dial people for several hours, knowing that you’re going to be talking to people who really don’t want to talk to you? So the better you become at handling […]

How to Constantly Get Your Commercial Real Estate Prospecting Done

Wednesday, March 5th, 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. […]

How to Constantly Generate More Commercial Real Estate Prospects

Wednesday, February 19th, 2014

So many commercial real estate brokers want to generate more leads for themselves. Keeping this in mind, the easiest way I know of to generate a constant stream of solid new leads is by doing the following two activities: 1) Prospect 10-12 hours every week 2) Send mailers to your clients and prospects twice every […]

How to Brand Yourself in the Minds of Your Commercial Real Estate Clients and Prospects

Wednesday, July 31st, 2013

Prospecting is a solid tool that will generate great leads for you whenever you’re doing it consistently. But one of the limitations within prospecting is that you can normally only prospect people 2-4 times a year without getting them angry. This is why mailing can be a very important component of your overall marketing plan. […]

How to Double Your Commercial Real Estate Prospecting Results

Tuesday, June 25th, 2013

How many leads are you finding these days out of every 100 prospects you’re talking to live? Five leads? Ten leads? Even more? So much of your results depends on the specialty that you’re focused in right now within commercial real estate brokerage, and the current level of activity within your own market, too. One […]

What Commercial Real Estate Contact Management Software Program Should You Be Utilizing?

Wednesday, June 12th, 2013

At any given moment in time there are always commercial real estate brokers who are looking for a better contact management software program. Keeping this in mind I thought I would mention the three programs within this arena that I think you should consider utilizing within your brokerage business. I was recently speaking in front […]

Are You Getting Your Commercial Real Estate Prospecting Done?

Tuesday, March 5th, 2013

We’re now two months into the New Year. With this in mind, are you getting your prospecting done these days? Whenever the New Year gets here it’s easy to get excited about all of the solid results you’re now going to be producing, but are you really doing the prospecting right now that will make […]

Here Are Some Tips for Speaking in Front of Live Audiences

Wednesday, September 12th, 2012

Speaking in front of live audiences can be a good way to promote yourself as a commercial real estate broker, and a good way to get more new business, too. You can find opportunities to speak for 10-30 minutes or so at events like economic forecasts, chamber of commerce events, business networking events, as well […]

Why Mailing to Your Commercial Real Estate Clients and Prospects is So Vitally Important

Tuesday, August 21st, 2012

Most commercial brokers call or visit their clients and prospects two to four times a year…at the very most. In many situations the number of contacts that a broker makes with these people may be just one to two within the year…and sometimes, in reality, it’s zero. Keep in mind that your brokerage competitors are […]

How to Recognize When You’re Not Getting Enough Commercial Real Estate Prospecting Done

Wednesday, August 8th, 2012

There are so many brokers within our industry who believe in prospecting, but they’re still not getting it done. In addition, there are brokers in our industry who believe they’re getting more prospecting done than they really are within their brokerage businesses. Regarding the latter, there are brokers who are scheduling hours of time for […]

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