A Message of Hope from the Front Lines in Commercial Real Estate Brokerage
By Jim Gillespie | May 31, 2010
Times are tough right now in commercial brokerage. That’s why I thought it would be good to trumpet out to the troops a message of success from one of our broker-warriors who’s engaged in battle on the front lines.
When the financial collapse stunned so many people in September of 2008, I began getting excited for commercial brokers. I was convinced that distressed commercial properties would begin hitting the market in droves, ending the massive glut in commissions for commercial brokers everywhere. But alas, the bailouts came, much of the money got reinvested back into the stock market, and lenders weren’t foreclosing on properties they normally would’ve been foreclosing on. In addition, lenders began extending their loans that were coming due, even when they would’ve never, ever approved of new loans like these with the exact same terms on these exact same properties.
So my idea of brokers becoming immersed in a ton of distress sales, with visions of commissions abounding for brokers everywhere, went completely out the window.
And in the midst of this massive intrusion to brokers’ incomes, resulting in a further stalemate in commissions within our industry, a friend of mine and commercial real estate colleague said, "This is completely unprecedented in the entire history of commercial real estate". To which I then replied, "This is what it’s like…the Distressed Asset Olympics were about to begin for commercial brokers everywhere. The brokers were all lined up at the end of the pool, waiting for the gun to go off so they could dive in and beat their competitors to all of the distressed assets just waiting for them on the other side. And then, once they were all in midair diving into the pool, somebody removed all the water."
But I’m happy to report there’s news from the front, as some brokers just refuse to let anything stand in their way, and they’re finding new ways to make deals happen in commercial brokerage. With this in mind, this E-mail just rocketed into my Inbox from Dan Dulin of Kasten Long Commercial Group in Phoenix, Arizona:
Jim:
How is this for a crazy deal…My client owned a building that was 25% occupied and had a full recourse loan. I listed the building as a short sale and found a buyer. The bank said no to the short sale, so I submitted a new offer to buy the note from the bank at a lesser price. They said no again but decided that they would auction the note. I had my sellers sign a deed in lieu with my buyer in exchange for forgiveness of the recourse on their loan if my buyer won at the auction. My buyer was the only person who had any due diligence materials on the building and the deed in lieu in his pocket, so naturally he offered the most at the auction (but at a discount to the contract price). So the buyer got the building, the seller got his loan marked as paid in full and I scored a commission!
This market is now a whole new ballgame for me!
Dan
So there you have it. I’ve known Dan for years and he’s someone who’s always focused on finding new and better ways to reinvent himself and produce better results in his business. Earlier this year I interviewed him for my Million Dollar Commercial Real Estate Agent Inner Circle Program, and he shared with all of my members his new mailing campaign that’s been getting his phone ringing off the hook with new clients and prospects…and he gave everyone in my program copies of his postcards that are producing these outstanding results for him, too.
So while opportunities in distressed assets for commercial brokers have been delayed, we’re beginning to see some new opportunities arising now within this arena.
And with this in mind, if you have your own story to share from the battlefield, something showing you’ve risen up above everything going on in this market to succeed, and you want your story to inspire others, send me an E-mail and tell me about it!
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"Working with Jim has increased my productivity to a higher level. As the top agent of my firm for the last eight years I was at a point where I thought I had hit a ceiling. With Jim’s help I found that I am only just beginning and am now experiencing my most successful year ever! I can attribute a lot of my success to Jim and his ability to keep me focused on success combined with the tools that he has to get me there."
Scott Caswell
Delphi Business Properties
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Your First Important Goal When Doing Your Commercial Real Estate Telephone Prospecting
By Jim Gillespie | May 26, 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 to know about it. And if they’re not looking to get involved in a transaction right now, you’ll want to get an idea of when they may be looking to get involved in one in the future.
With this in mind, what you say when you’re initiating your prospecting conversation is extremely important in laying the best foundation for how successful your prospecting call will be, and many agents are really missing out on understanding this. Many agents are focused on getting information as quickly as possible from the person on the other end of the phone, and because of this they don’t realize how easily they can be causing the other person to just want to end the conversation.
Here’s the beginning of a script a broker recently told me had been recommended to them for doing their telephone prospecting:
"Hi, this is Bob Byers with Bob Byers Real Estate. When is your lease expiring?"
The problem with opening a prospecting call like this is it’s asking the person for information they most likely consider to be private, while there’s been no rapport and no prior relationship established with them. This would be similar to a residential agent calling you on the telephone and immediately asking you, "How much equity do you now have in your home?" This just isn’t the kind of information you immediately want to share with someone you don’t really know at all.
When you’re initiating your prospecting conversation, your first important goal is to immediately get your prospect interested in getting into a conversation with you. This gets you out of the zone where you’re hurriedly trying to get information from them, and they’re wishing they hadn’t picked up the phone to talk to you when you called them.
With this in mind, here are two ways that you can begin your conversations that have a higher probability of getting your prospects interested in talking with you:
1) "Hi, this is Jim Gillespie with Capital Business Properties. There’s a new property that’s just come on the market that I think will give you an excellent idea of what your building is worth in today’s market. Would you be interested in learning about it?"
2) "Hi, this is Jim Gillespie with Capital Business Properties. I’ve just published a report showing what all the properties in your area have sold and leased for within the past six months. Would you be interested in receiving this report in the mail from me for free?"
When you’re initiating your prospecting calls, you need to immediately answer the "What’s in it for me?" and "Why should I be talking with you?" questions that are going through your prospect’s mind, and these two approaches will help to address answering these questions for them. And when your prospect gets that you’re trying to provide them with something that could be of value to them, they’re more likely to get more interested in talking with you, especially when they decide to take you up on what you’ve offered them.
Once they accept what you’ve offered them, the law of reciprocity then kicks in. And now since you’ve done something nice for them, they’re more likely to stick around and answer the questions that you want them to answer.
With everything that I’ve just discussed in mind, if you’re interested in my prospecting scripts for commercial brokers, please click here.
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"With Jim’s coaching I landed $1.7 million in new business in my first eight weeks!"
Mark Whitman
Dorin Realty
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The Two Most Important Activities in Commercial Real Estate Brokerage
By Jim Gillespie | May 14, 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 the ability to successfully initiate, negotiate, and close commercial real estate transactions from beginning to end.
So if you’re having difficulty developing more business for yourself, the true problem will most likely lie within one or both of these arenas. You’re either not finding enough prospects, you’re not getting your prospects to work with you exclusively, or both of these.
Finding more prospects has to do primarily with both your prospecting and your marketing, while at the same time today’s economy is having its own impact, too. But let’s focus here on what you actually have control over, and that’s doing your best and doing everything you can to find the greatest number of prospects imaginable.
With this in mind, ask yourself the following questions:
1. Are you prospecting 10-12 hours or more every week?
The more you prospect, the more prospects you’re going to find. And if you’re not finding enough prospects to work with, while not prospecting at least 10-12 hours a week, you really need to just get this amount of prospecting done with no excuses.
2. Are you mailing to your clients and prospects two or more times every month, providing them with important trends, information, and observations on the marketplace they’ll want to know about?
I know that the money for spending on marketing may not be flowing as easily as it was before, but the best marketer I know of in commercial real estate brokerage is still spending his normal $100,000.00 a year on marketing, even though his business is down by 30%.
In addition, there’s only one residential agent who’s mailing to me at my home right now, and it’s no surprise that he’s got the only two listings on my block. In fact, he’s the only agent in my neighborhood whose name even comes to mind right now, and this is what you can accomplish in people’s minds by mailing, too.
One commercial real estate broker who I’ve coached put together a system of prospecting, mailing, faxing, and E-mailing all of his clients and prospects 105 times a year, and it’s no surprise that he soon became the #1 multi-family broker within his state. He even bought his own private airplane to fly his clients and prospects around in to look at properties.
Marketing isn’t just an expense. The returns in commissions will come back to you many times over, even in this economy.
3. Are you constantly improving your presentation skills?
Your presentation skills get your prospects to work with you exclusively, or they get them to work with your competitors instead of you. And unfortunately so little time is spent working on presentation skills within our industry. With this in mind I recommend that you videotape your listing presentation, or your exclusive right to represent a buyer or lessee presentation, and have someone role play with you as the decision maker. Go through your presentation as you normally would from beginning to end, then leave the camera running and get the person’s feedback at the end of the presentation. You’ll be amazed at what you’ll discover, and this one process alone can greatly assist you in landing a higher percentage of exclusives in the future.
If you’re doing something in your presentation that’s interfering with landing more exclusives, wouldn’t you want to find out about this, make the correction, and successfully land more business because of this? I had one coaching client do this process and he found that he was constantly tapping his fingers on the decision maker’s desk, something he had been completely unaware of, but something he realized had probably been a huge distraction to every single decision maker he had made presentations to.
Your success in this business comes down to effectively doing activities like the ones I’ve been describing, and the better you become at mastering these activities, the more successful you’re going to be in your brokerage business.
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"Just one marketing idea Jim gave me produced $14,500,000.00 in new listings for me. His coaching program really works!"
Mark Groves
Marcus & Millichap
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Topics: Marketing, Persuasion, Prospecting, Uncategorized |
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Commercial Real Estate Property Owners You Need to Avoid in This Market
By Jim Gillespie | April 28, 2010
When the market was hot several years ago, you could list properties at above-market prices, and the market would often eventually catch up to your listing price. But we’re in a very different market right now in today’s economy, and with this in mind, you only want to be listing properties for sale with owners who will sell at today’s fair market value.
Owners who are real sellers in today’s market have underlying reasons why they really want to sell. They may want to exchange into another property, they may be doing estate planning, they could be going through a divorce or a dissolution of partnership, or they may just want to take the money and run. But in any event, an owner who will only sell if they get an above-market price in today’s market could end up being one of your greatest nightmares.
Before listing a property ask the owner something similar to, "Are you only a seller if you get $1,200,000.00 for the property? Or are you going to sell the property for the best price a buyer will pay you for it in today’s market?"
And if the owner responds by saying something like, "I don’t care if I have to wait 5-10 years to get $1,200,000.00, that’s the price I’m going to sell it for", you may want to just walk away…especially if you think there’s no way of getting anywhere close to that price.
Another good question to ask an owner before listing their property is, "What would happen if you didn’t get the full $1,200,000.00, and you ended up still owning the property 5-10 years from now?"
An owner who has a true underlying reason to sell would respond by saying something like, "That’s not possible. We need to sell the property because…" And that, as a broker, is definitely what you want to be hearing from them.
But again, an owner who’s only a seller if they get an unrealistic price for their property might respond by saying, "Oh, that’s OK. If we still own the property 5-10 years from now that would be just fine with us."
And those owners, in today’s market, are the kind of owners you want to be avoiding.
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You and your office can easily listen to my five-minute audio presentation titled, "Positioning Yourself for Commercial Real Estate Brokerage Success". Dial 1-507-726-3727 to begin listening to the presentation, and if you’d like to play the presentation during one of your company’s sales meetings, just utilize the speakerphone feature to listen to it on the phone inside of your conference room.
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"Jim has me much more focused on doing the things that make me more money and he holds me accountable to make sure that I do them."
Greg Barsamian
Coldwell Banker Commercial
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Positioning Yourself to Beat Your Commercial Real Estate Brokerage Competitors
By Jim Gillespie | April 20, 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 during one of your brokerage company’s upcoming sales meetings. Just put the conference room telephone on speakerphone, dial 1-507-726-3727, and the presentation will then begin playing for all of the brokers in your office. And if you’re not the manager of your office, please forward this onto your manager and recommend that they play the presentation during your office’s next sales meeting.
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"Jim’s coaching has assisted me in coming up with a brand new game plan to maximize my productivity in a transitioning market."
William Hugron, SIOR, CCIM
California Commercial Properties
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Topics: Marketing, Persuasion, Prospecting, Uncategorized |
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Beware of the Gold and Precious Metals Markets
By Jim Gillespie | April 12, 2010
If you or someone you know is either invested in gold or precious metals, or you’re considering investing in gold or precious metals, then you need to read this article.
Sometimes I come across something that I need to tell you about, even though it may not be directly related to commercial real estate. You may remember the article that I published in June of 2008, citing the Royal Bank of Scotland, which was founded in 1727, telling us of the coming collapse in the U.S. financial markets within three months, and then everything began collapsing exactly as they had predicted just three months later on in September. Well there’s something going on in the gold and precious metals markets right now that some people are labeling as the greatest scam in history, and I’m telling you about it just in case you or someone you know is in a position to potentially get burned by it.
In summary, here’s what’s happening:
People are buying gold and metals, and paper representing an interest in gold and metals, and are trusting that others have these metals stored somewhere for them. But here’s the problem…market experts now estimate that for every 100 ounces of gold that people think they’re currently holding a claim to, only one ounce of physical gold actually exists. So if everyone who thinks they own gold were to ask for their gold right now, 99 out of every 100 ounces of the gold wouldn’t be delivered. And these customers will simply be recognized as being "unsecured creditors" instead.
We all remember the billions of dollars that were lost by investors in mortgages and mortgage-backed securities when that market completely collapsed, and those investors thought they had purchased investments that were rock solid. A lot of people made off with a ton of other people’s money when that all happened, while the people invested in those securities were left completely holding the bag.
Well we’re faced with another situation similar to that one right now, and I’m telling you about it in case you or someone you know may be affected by it—BEFORE it all begins to unravel, and while there’s still time for you to protect your investment.
Here’s a link to a 37-minute radio interview about all of this, featuring Andrew Maguire, a veteran London metals trader, along with Adrian Douglas of GATA (the Gold Anti-Trust Action Committee). When you arrive on the following Web page, click on the image just below where it says "MP3 Not for Redistribution", to begin listening to the interview. (And as they’ve requested, please don’t download the MP3 file onto your own hard drive for redistribution.)
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"Through working with Jim I’ve developed new strategies and approaches that are getting me more market share with the type of companies I want to be doing business with."
Guy Eisner
Travers Realty Corporation/ONCOR
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How to Create More Commercial Real Estate Brokerage Transactions in This Market
By Jim Gillespie | April 1, 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 that he refers to simply as "dealspecting", the ability of a commercial real estate broker, normally with years of experience, to create new transactions that most other brokers would never envision. The opportunity for creating these transactions is out there for many commercial real estate brokers, but they just can’t see these opportunities.
To maximize the probability of both recognizing and creating these opportunities, I recommend that you start taking your past clients out to lunch on a regular basis if you’re not already doing so. Even though they may have mentioned that they’re not looking to do anything right now, the environment you can create over lunch between the two of you can generate creative thinking that can lead to new brokerage transactions for you. And this environment isn’t easy to create when the client is talking to you on the phone in their office for just 3-5 minutes, while other people are also trying to get their attention.
When you’re having lunch, relaxing, and socializing together, the client may mention that they could really use an additional 50,000 square feet of space, but that they don’t want to buy any additional properties right now. And in the process you may remember that the client has 200,000 square feet of land in the same area that’s just sitting vacant right now. So you could then propose 1) Selling half of the land and utilizing the money to help fund the construction of a new 50,000 square-foot building for the client on the remaining land, or 2) Putting a build-to-suit opportunity on the market for 50,000 square feet, and then when the new company has been secured for the build-to-suit opportunity, building 100,000 square feet of building in total, with your client occupying the remaining 50,000 square feet of building themselves. This would then in addition give your client the ability to expand into the adjacent 50,000 square feet sometime down the road.
These are the kind of ideas that can be generated when you’re socializing with your clients over lunch, no matter what area of commercial real estate brokerage you’re specializing in. But you oftentimes must create this kind of environment to recognize these kinds of opportunities.
So if you’re not taking your past clients out to lunch right now to create the kind of environment for these conversations to take place, I recommend that you begin doing so.
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"After just weeks of working with Jim I’m getting much more done now with far greater ease, and he has my agents completely on fire and much more passionate about their business!"
Mike Spears, SIOR
The National Realty Group
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Two Powerful Items to Include in Your Commercial Real Estate Listing Packages
By Jim Gillespie | March 24, 2010
One of the most important goals of commercial real estate brokers in this economy should be effectively differentiating themselves from their competition. With this in mind here are two items you can include in your presentation packages that will help you accomplish this.
1) Include Testimonial Letters
Including testimonials from your clients in your presentation packages makes a very powerful statement to all the people you want to do business with. Because when they’re interacting with salespeople, most people are cautious about believing everything that they’re told. This is just human nature from our own past experiences in dealing with salespeople. But when you’ve got 10-40 testimonial letters included within your presentation packages, now your people are reading what others have had to say about their own experience of working with you. And the more testimonial letters that you include in your presentation packages, the more this communicates to your prospects why they should be working with you instead of your competition.
2) Include Articles That You’ve Written
And if you’ve never written articles before, that’s OK. You can begin writing them right now. And if you’re not currently publishing, mailing, or E-mailing your articles to the people you want to do business with, you can begin writing them specifically for the purpose of including them in your presentation packages. But I recommend that you mail and E-mail them to your people also!
When people read articles with you speaking to them as the expert, and you’re advising them on the important things they’ll want to know about commercial real estate, you’ll begin seeming more like the broker they should be doing business with. Your competitors are most likely not writing any articles, and when people write articles they’re perceived as being the expert within their industry–because experts within an industry are the ones writing the articles. And let’s face it…in commercial real estate, when people are making one of the most important financial decisions of their lives, they want to be working with the person who they feel is the expert.
So by including many testimonial letters and articles you’ve written within your presentation packages, you create the feeling within others that you’re someone they should be working with. And creating this feeling within others will definitely lead to you getting more brokerage business.
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"After just 4 weeks of working with Jim, my team has developed more new business than we have in the past 6 months."
Mica Berg
NAI Las Vegas
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Topics: Marketing, Persuasion, Uncategorized |
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Mastering Persuasion in Your Commercial Real Estate Brokerage Business
By Jim Gillespie | March 10, 2010
Commercial brokers often ask me if there are any books that I recommend to read to help them persuade their clients and prospects more effectively. And with this being said I definitely recommend the following three books to you:
1) Unlimited Selling Power: How to Master Hypnotic Selling Skills by Donald Moine and Kenneth Lloyd
This book does a solid job of showing you the language patterns that effective salespeople utilize to move their clients and prospects towards the sale, and you’re given examples of the language patterns that less effective salespeople will often utilize, too.
2) The Psychology of Persuasion: How to Persuade Others to Your Way of Thinking by Kevin Hogan
I recommend reading Unlimited Selling Power before reading Kevin Hogan’s book, because it will give you a solid foundation for the detailed persuasion techniques described in Hogan’s book. These techniques and approaches are powerful and will spin your head at times when trying to understand them for the very first time. But I recommend reading this book if you truly want to become a master of persuasion.
3) Influence: The Psychology of Persuasion by Robert Cialdini
This book is one of the most acclaimed books ever for understanding what motivates people, how to influence people with integrity, and how to recognize more often when you’re being influenced by others yourself.
Take a look at people’s ratings of these books and what readers have had to say about them on sites like www.Amazon.com, and you’ll understand even more why I’m recommending these books to you.
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"We own a commercial brokerage company, a real estate development company, and a property management company. With Jim’s help we’ve now substantially reduced our overhead, and have implemented a marketing approach that’s bringing us more quality transactions than we ever would have imagined."
Jeffrey Weitz & Matt Schweitzer
North Rim Partners
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Why Having a Great State of Mind Makes All the Difference
By Jim Gillespie | March 3, 2010
My daughter Jamie is in first grade, and fortunately she’s been doing good with her studies. But in her class they’ve been doing more math lately, and she’s been having a more difficult time with it.
Her teacher has been giving the class 25 addition and subtraction problems, and they have to complete all of the problems correctly within two minutes. And Jamie has been having a really tough time getting all of the problems completed within the two minutes.
So what I’ve been seeing for the first time as a father is my daughter struggling to learn something and get it right, and all the pain and frustration that this has been causing her. So I decided I needed to snap into action and do something about it…
If you’ve been reading my articles for some time now you know that I’ve had a lot of training in fields like Hypnotherapy, Psychology, and Neurolinguistic Programming…and that doctors have sent me Olympic gold medalists and world class athletes, including a Hall of Famer, to improve both their mindset and their performance within their own sport. So a thought then came to me that said, "Jim, with all of the work you’ve been doing with people, it’s time to utilize all you’ve learned to help Jamie to do better in math."
So I began the process with a little girl who didn’t even want to try to do math anymore, and I began telling her, "Jamie, keep saying to yourself ‘Math is easy’". And after she repeated this for 30 seconds to a minute to herself, I gave her another math exam, and she came closer to completing it within the two minutes of time. So I had her do this same process a few more times and then I’d give her new exams, and each time she’d improve and complete more problems within the two-minute period.
So then I decided to try even another process…
"Jamie", I said to her, "This time I want you to close your eyes and imagine that the two minutes are now over, and that you’ve completed the exam, and that you’re now thrilled and excited about having completed the exam successfully. Do this for 30 seconds to a minute, and then I’ll give you another exam."
Then what happened this next time completely blew me away. Jamie successfully completed the exam in just one minute and thirty-five seconds! And she previously wasn’t even able to complete the exam within two minutes!
And then what followed this was also amazing to me. She now had a completely different attitude towards doing math, and she began challenging me, wanting me to give her even more math exams.
So I witnessed an amazing turnaround by just applying what I already knew how to do, into my own daughter’s life! And this wasn’t even some of the really advanced stuff that I’m trained to do with people, either!
So what we can all learn from this is how important both one’s attitude and level of confidence are for moving us towards getting the results we want in our lives. And even though we’re in difficult economic times right now, you’ll produce much better results if you live in a constant state of confidence and believing you’re just about to uncover some great new opportunities in your business. And along with this, you’ll want to let go of any attachment you may have to thinking that you really should be working in the same hot market you were working in several years ago. Because having that attitude can completely suck the life out of you!
You can’t control the state of the market that you’re in, but when you master your own state of mind, and live in the state of constantly believing you’re about to uncover some great new opportunities for yourself, you’ll maximize your own level of productivity in any kind of real estate market.
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If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to send me an E-mail.
"After 20 years in real estate I needed to revive my business and look at new options and ideas. Together Jim and I evaluated my entire business plan, designed new strategies, and implemented a game plan that’s now making more money for both me and my team."
Bill Ukropina
Coldwell Banker Commercial
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