Prospecting

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Positioning Yourself for High-Powered Commercial Real Estate Success

Tuesday, August 4th, 2009

So many commercial brokers lose sight of the fact that they’re constantly being compared to their competitors. They think that by calling a prospect on the phone 1-3 times a year and having conversations with the prospect, that they’re doing the best they can to position themselves to close the prospect’s next transaction with them. […]

Building the Foundation for Powerful Commercial Real Estate Prospecting

Monday, July 27th, 2009

Coaching commercial real estate brokers is a very rewarding career for me. Recently I began one-on-one coaching with a commercial broker who’s gotten burned out on doing his prospecting these days. When times were better several years ago he was much more enthusiastic about doing his prospecting, and he was producing much better results at […]

Determining Your Own Destiny in Commercial Real Estate Brokerage

Wednesday, July 8th, 2009

Despite so many brokers telling me how difficult it is to close transactions these days, there’s really a simple way to help determine your own destiny in this business. Sometimes destiny arrives on your doorstep, and sometimes you have to go out and make it arrive yourself. And clearly, this economy is one of those […]

Getting Repeat Business from Your Commercial Real Estate Clients

Wednesday, May 27th, 2009

As commercial real estate brokers we’re in an interesting position with regard to getting ongoing, repeat business from our clients. Unlike attorneys and CPAs who constantly interact with their clients throughout the year, our business as commercial real estate brokers is transactional in nature. Which means that once we close a transaction with someone, it […]

A Recommendation to Commercial Real Estate Brokerage Managers

Tuesday, April 7th, 2009

Commercial brokerage managers often feel they don’t have the time they’d like to manage and take care of everything they need to within their own offices. And as a result their agents can oftentimes get off track from producing outstanding results for weeks to months at a time. And because many managers are also producing […]

What’s The Best Contact Management Software for Commercial Brokers?

Wednesday, March 25th, 2009

One of the questions I get asked the most frequently is, “What contact management software do you recommend for commercial real estate brokers?” And the answer that I always give to people is “Realhound Live!®”. Realhound Live!® is the best contact management software available today for commercial real estate brokers. The people behind the program […]

Is It Time to Record Your Own Commercial Broker Music Video?

Tuesday, March 10th, 2009

“OK,” you may be saying to yourself…”Has Jim completely lost it now?” And that would be a very appropriate question to be asking yourself…under normal circumstances within our industry. But when the best marketer I’ve ever known in commercial real estate brokerage releases a music video featuring all of his team singing and dancing together, […]

The National Online Real Estate CyberConvention is Happening Right Now!

Monday, February 23rd, 2009

I’m a featured presenter at the National Real Estate CyberConvention and Exposition which is happening online right now through this Saturday. My presentation at the Convention is titled, “How to Make Big Money in a Difficult Commercial Market”, and you can watch my presentation anytime by entering the Convention and clicking on the “Speakers” tab […]

Is Your Brokerage Production in Danger in 2009?

Tuesday, February 17th, 2009

One of the biggest mistakes I see commercial brokers making whenever the New Year arrives is deluding themselves about the changes they’re now going to make in their businesses. When in effect what’s really going on is they feel more relaxed that the previous year is behind them now, and that December 31st is now […]

Your Most Important Activity for Commercial Real Estate Success

Monday, January 26th, 2009

If you’re already doing great mailing and marketing to position yourself in the minds of the people you want to do business with, congratulations! You’re definitely in the rare minority of all commercial real estate brokers within our industry. Most brokers, I find, like the idea of doing more marketing to their clients and prospects, […]

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