Prospecting
« Previous Entries Next Entries »How One Top Commercial Real Estate Broker is Developing More New Business
Tuesday, May 15th, 2012You may have noticed something within recent years. The volume of commercial real estate transactions closing in most geographical areas, and probably within your own geographical area, isn’t what it used to be. But how can you develop more new business and more income for yourself despite this drop you may be experiencing in your […]
Why You Must Prospect Continuously in Commercial Real Estate Brokerage
Thursday, May 3rd, 2012When brokers need to find more business, they often understand that they need to be prospecting in order to find it. But one of the greatest problems that occurs within our industry is the following… A broker wants to find more business, they begin prospecting, and then when their plate is full of activity and […]
Why You Should Leave Voicemail Messages When You’re Doing Your Commercial Real Estate Prospecting
Tuesday, April 17th, 2012There seem to be two different schools of thought within our industry around leaving voicemail messages when you’re doing your prospecting. One group says that you should leave voicemail messages, and the other one says that you shouldn’t. It seems to me that the advantages of leaving voicemail messages definitely outweigh the advantages of not […]
Why Two Commercial Real Estate Brokers Prospecting the Same People Can Produce Different Results
Tuesday, January 17th, 2012Have 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 […]
Is it Time to Start Sending a Newsletter to Your Commercial Real Estate Clients and Prospects?
Tuesday, January 10th, 2012If you want to begin sending a printed or an E-mail newsletter to your commercial real estate clients and prospects, you can get two months of newsletters for the price of one in your very first month when ordering my Commercial Broker Newsletter. If sending a newsletter to your clients and prospects is something you […]
How to Make Sure You’re Getting Your Commercial Real Estate Prospecting Done
Tuesday, December 13th, 2011In last week’s article I focused on how much prospecting you need to be getting done on a regular basis. In this article we’re going to focus on how to make sure you’re getting your prospecting done, which is oftentimes the more difficult part of the big equation. The most important component of getting your […]
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 […]
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 […]
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 […]
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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