Prospecting

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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 […]

How to Find More Commercial Real Estate Brokerage Transactions in This Market

Monday, July 5th, 2010

While many brokers are reporting more activity in their markets right now as compared with during the second half of 2009, the majority of the activity seems to be in the user markets as compared with in the investor markets. And at the same time many brokers are ideally looking for that "silver bullet", the […]

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 […]

Your First Important Goal When Doing Your Commercial Real Estate Telephone Prospecting

Wednesday, May 26th, 2010

When you’re doing your telephone prospecting, there are certain goals that you want to accomplish. And these goals for the most part revolve around the information that you want to obtain from the person you’re calling on the telephone. If they may be looking to get involved in a real estate transaction, you’ll definitely want […]

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 […]

How to Create More Commercial Real Estate Brokerage Transactions in This Market

Thursday, April 1st, 2010

Several years ago I interviewed one of the best commercial real estate brokers in the business, Paul Earnhart of Lee & Associates Commercial Real Estate Services in Ontario, California. During his career Paul has earned 13 awards from SIOR for excellence in his brokerage production. And during my interview with Paul he mentioned a term […]

Making Sure You’re on Fire Now in Your Commercial Real Estate Brokerage Business

Wednesday, February 24th, 2010

I’ve just recorded a new 7-minute audio presentation you can listen to for free titled, "Making Sure You’re on Fire Now in Your Commercial Brokerage Business in 2010". Just dial 1-507-726-3727 to begin listening to this presentation. You can listen to the presentation on your own, but I’ve really designed it to be played on […]

Should You Be Utilizing Online Social Networking in Your Commercial Real Estate Brokerage Business?

Wednesday, December 2nd, 2009

Online social networking is a phenomenon that has grown considerably in recent years. But is it something that you should be utilizing in your own commercial real estate brokerage business? While many commercial brokers have begun to utilize online social networking, only a small percentage of them have actually made any money in doing so. […]

Why Sale/Leasebacks Could Be Your Ticket to More Commercial Real Estate Commissions

Wednesday, October 7th, 2009

With so many brokers looking for new ways to find opportunities and close more transactions, sale/leasebacks may be emerging as a way for brokers to make this happen. With state and local governments, as well as Corporate America struggling to find more cash, a sale/leaseback may be exactly what these entities are looking for in […]

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