Prospecting

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Are You in Control of Your Own Destiny in Your Commercial Real Estate Brokerage Business?

Thursday, August 25th, 2011

For many brokers within our industry, their brokerage careers began by someone telling them to pickup a phone and begin calling people, and then from there after some time they started to wing it. The problem with this is that when you begin getting busy, working on transactions, closing transactions, and still trying to generate […]

Here’s a Tip to Assist You With Getting Your Commercial Real Estate Prospecting Done

Tuesday, July 12th, 2011

Commercial brokers must prospect a lot more nowadays to produce anywhere near the same kind of results they were producing in their brokerage businesses years ago. And even when you’re doing more prospecting, you can easily end up producing less income than you were several years ago, too. Mike Monteleone, CCIM, a broker who’s averaged […]

Are You On Track Towards Achieving Your Commercial Real Estate Goals in 2011?

Tuesday, March 15th, 2011

How are you doing in your brokerage business so far in 2011? Are you on track towards achieving your income goals for the year? We’re in March right now and you’ll probably need to have any sale transactions signed and moving forward with their contingencies by August or September, to allow the proper time for […]

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

Tuesday, February 15th, 2011

Most commercial real estate brokers rely primarily on prospecting to develop more new business for themselves. And while prospecting is a solid way for brokers to develop more new business, it can be very limiting when compared with both prospecting and doing solid marketing together. Think about this for a moment…When you’re prospecting people throughout […]

One of the Greatest Mistakes Made By Commercial Real Estate Brokers

Tuesday, February 8th, 2011

So many commercial brokers don’t get their prospecting done on a regular basis. And one of the patterns that commercial brokers find themselves getting into, is prospecting until they have enough leads to keep busy, and then reducing or eliminating the time they’re spending doing their prospecting. This is one of the greatest mistakes that […]

Transforming Your Commercial Real Estate Brokerage Business in 2011

Tuesday, January 18th, 2011

 As I’ve been saying for many years now, whenever a broker falls short of achieving their income goal for the year, it’s usually not because the game plan they had designed to achieve their goal with wouldn’t have worked. The problem usually lies in the fact that the broker got off track from working their […]

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 […]

Sending Mail That Gets Your Commercial Real Estate Clients and Prospects to Call You

Tuesday, October 5th, 2010

There are, generally speaking, two goals that you want to ideally accomplish when mailing to your commercial real estate clients and prospects. And these same principles apply when you’re sending E-mail to them, too. 1) You want to brand yourself in their minds with your mailers so they’re already interested in working with you when […]

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 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 […]

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