Prospecting
« Previous Entries Next Entries »It’s Time for Giving Gifts to Your Commercial Real Estate Clients and Prospects
Tuesday, November 25th, 2008The Holiday Season is here, which means it’s the perfect time for you to give gifts to the clients you’ve previously closed transactions with. Not only is this good because it’s good to give gifts to others, it’s good because of the feeling you’ll create within others to want to reciprocate back to you…And the […]
How to Stand Out as the Best Commercial Real Estate Broker in Your Market
Wednesday, October 29th, 2008If you’re not familiar with the term known as “Positioning”, it describes how well you constantly stand out as the best choice your clients and prospects can make in a commercial real estate agent. In any industry, Positioning refers to how well a person or a company stands out, such that ideally the decision to […]
How to Explode Your Commercial Real Estate Businesss
Tuesday, October 7th, 2008If you’re in a market that’s been transitioning, and business has been slower for you than it was 1-2 years ago, I have a recommendation: Be prospecting 10-12 hours a week every single week in your brokerage business. Yes I know you probably don’t feel like doing this and you wish that more business was […]
Sending Effective E-mail Marketing to Your Clients and Prospects–Part 2
Monday, September 15th, 2008Here are two big mistakes commercial brokers make in their E-mail marketing that’s costing them a lot of money: Broker Mistake #1: Relying primarily on sending out information on properties that are currently available in the Broker’s marketplace Any broker can do this, and most brokers who send out E-mail to their clients and prospects […]
Sending Effective E-mail Marketing to Your Clients and Prospects–Part 1
Monday, September 8th, 2008E-mail offers us some great opportunities to market to our commercial real estate clients and prospects. And it also offers us great opportunities to misuse it, too. I constantly receive E-mails from brokers I’ve never met or talked to before telling me about the properties they currently have available in their own markets, and sometimes […]
Your 5-Point Blueprint for Commercial Real Estate Success
Wednesday, May 7th, 2008I was talking with a veteran commercial broker on the telephone recently and he said the following to me: “Real estate is easy. It’s the people who are difficult.” And I found myself laughing in recognizing the truth in that statement that I had experienced many times myself throughout my own 20-year commercial real estate […]
Where’s the Outstanding Commercial Broker Marketing in Our Industry?
Monday, February 25th, 2008When I first got into commercial brokerage full-time in 1980, the emphasis on developing one’s business was almost entirely on prospecting. And now in 2008 there’s not a lot that’s really changed in our industry. The focus is still pretty much on prospecting. Now prospecting represents a great opportunity to develop one’s commercial brokerage business, […]
Why Marketing is Your Most Important Brokerage Activity
Tuesday, November 20th, 2007Commercial real estate brokerage is an industry that lags behind many others in terms of effectively utilizing marketing approaches. Salespeople are often trained to pickup the phone and call prospects, or to maybe even walk an area and canvass businesses if they’re working with users. But that’s oftentimes about it in terms of utilizing effective […]
How to Generate More Business in a Changing Market
Wednesday, October 31st, 2007I’m hearing from agents all over the country now about how their markets are transitioning. While some markets still remain hot, many others have buyers who aren’t quite as excited as they were before about buying properties. And in general the investment markets seem to be getting hit harder than the user markets, as companies […]
Differentiating the Real Sellers from the Sellers Who Will Waste Your Time
Monday, October 15th, 2007So much has changed in so many real estate markets across the country. The residential markets have changed dramatically in many areas over the last 18 months, and some of the commercial markets are beginning to feel the transition now, too. In talking with many commercial brokers all across the country it seems that the […]
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