How Much Prospecting Should You Be Doing in Your Commercial Real Estate Brokerage Business Every Week?
By Jim Gillespie | December 8, 2011
Whenever brokers fall short of meeting their income goals, it’s often a direct result of not getting their prospecting done. There’s a direct correlation between the amount of prospecting you’re getting done, and the amount of business you’re closing.
With this in mind, how much prospecting are you getting done these days? And is this the amount of prospecting that will lead to you making the kind of money that you want to be making in your business?
Here are some questions to be asking yourself around this:
1) How much prospecting should you be doing every single week in order to meet your income goals for the year?
If you already know the answer to this question that’s great! If you don’t know the answer, knowing what your average commission is per transaction, and the number of prospecting calls that it takes to find one lead that will result in a closed transaction for you, is important information to have. Along the way you’ll ideally want to determine the number of prospecting calls it takes to make one listing presentation, the number of listing presentations it takes to successfully land one listing, and the percentage of your listings that eventually lead to closed transactions for you. In addition, if you’re primarily focused on representing buyers and lessees, you’ll want to know the relevant numbers on that side of the equation, too.
2) How much prospecting are you getting done every week right now?
This tells you exactly where you’re at around doing your prospecting. If there’s a gap between how much prospecting you should be doing, and how much prospecting you’re actually getting done, this gap represents lost income to you. If you think you should be doing 10 hours a week of prospecting, and you’ve only been getting 5 hours of prospecting done every week, you’ll begin doubling the number of leads you’re uncovering every single week when you double your prospecting time to 10 hours a week.
So first you need to identify the amount of prospecting you need to be getting done in order to meet your income goal for the year, then you need to make sure you’re getting that prospecting done. Making sure you’re getting that prospecting done is what I’ll be covering in my next article.
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If you want to learn how to plan your next year in 2012 so you stay focused, on track, and producing the kind of income you want to be making, that’s what I’ll be showing you how to do during my next teleconference. In addition, I’ll be interviewing a top broker who’s producing extremely outstanding results in this economy, and I’ll be sending the audio CDs from the teleconference in the mail to you, too.
Click here for more information on "Planning Your Commercial Real Estate Excellence for 2012".
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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 contact me.
"My work with Jim has stepped-up my marketing program, making it easier for me to follow-up on deals while continually creating a steady stream of solid new leads for me to work on."
John Kilroy
John Kilroy Realtors
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Topics: Prospecting, Uncategorized |
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Developing Multiple Streams of Income in Your Commercial Real Estate Brokerage Business
By Jim Gillespie | December 1, 2011
When you’re prospecting and you’re interacting with your commercial real estate clients and prospects, there’s money to be made with them outside of just the commissions you’re making for closing commercial real estate transactions. Someone who’s a coaching client of mine, who works for one of the largest, most recognizable brokerage companies in America, once told me that a full one third of his income came from getting loan referral commissions.
The beauty of getting loan referral commissions is that you don’t have to be a broker representing someone in the sale transaction in order to get paid. When you locate a prospect who will be buying a building, you can then introduce them to loan representatives who have a solid track record of getting financing for buyers, and even if your buyer locates their property through another broker, you’re still going to get paid.
This is an opportunity that’s sitting right in front of your face right now.
You definitely want to make sure that doing this is legal within your own state, and with the lenders and the types of loans you’ll be dealing with. In addition, you’ll want to make sure that you give full, complete disclosure to your people about any participation in the loan fees by you that’s required by law.
So now when you’re prospecting, you’ll have an additional way of earning income with your people, which will now add to your total income for the year. One of the keys here is having one or more solid loan professionals who you can refer your business to, who will get the job done for you.
Whether or not you’ll be representing the buyer within a given transaction, you can introduce them to the people who can find them the best loans. In addition, you can make the introduction before the buyer ever begins looking at prospective buildings, which can help you along the way as you continue in building your relationship with the buyer.
Introducing buyers to the right professionals who can find them the best loans can help you earn and get paid more money every single year. In addition, if you coach your loan representatives in advance wisely, they can help reinforce the idea that you’re the broker buyers should be working with, whenever they’re interacting with the buyers you send to them.
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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 contact me.
"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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A Simple Yet Powerful Approach for Growing Your Commercial Real Estate Brokerage Business
By Jim Gillespie | November 15, 2011
One of the greatest difficulties commercial brokers constantly deal with is staying focused on doing what will grow their businesses. With so many distractions, it’s oftentimes important to have a simple system you can utilize to help you to stay on track.
There’s no "one-size-fits-all" system that will be the best one for everyone, but I was recently listening to an interview with well-known author Brian Tracy, and he mentioned a very simple system that could work very well for many commercial brokers. I’m paraphrasing what I heard Brian say during the interview, but here it is:
1) Identify the three most important activities that you should be focusing on to grow your business.
2) Make sure you’re constantly getting these activities done.
This is pretty simple, but for brokers who are constantly busy and realizing that they’re not staying as on track as they’d like to be, this can serve as an easy way to stay focused on doing what’s really important. Your three most important activities could represent 70-80% or more of what will have you successfully grow your commercial brokerage business and take it to the next level, so if you stay focused on knowing what these activities are, and you’re getting them done every week, this in itself could represent substantial growth in your brokerage income. (Here’s a hint–If prospecting isn’t one of the three activities on your list, you may want to rethink the list!)
Your three activities may change over time, so I’m recommending that you schedule a reminder within your contact management program once a month to check in with yourself and see how you’re doing. Review the list of your three activities once a month and ask yourself:
1) Have I been getting all three of these activities done in a manner I’m proud of?
2) What do I need to do to become even more effective at getting these three activities done?
3) Do these three activities need to be changed, modified, or updated?
When you check in with yourself once a month and ask yourself these three questions, this helps you to stay focused and on track, and it will help you to make sure you’re doing the three activities that will maximize your income.
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Wednesday: How to Get Constant Repeat Business from Your Clients
This Wednesday, November 16th, I’ll be interviewing a 30-year commercial real estate brokerage industry veteran on the subject of "Keeping Your Clients Unbelievably Loyal to You." If you’d like to get constant, repeat business from your commercial real estate clients, and if you’ve never been a member of my Million Dollar Commercial Real Estate Agent Inner Circle program before, here’s what I’m making available to you for the next two months if you become a new member of the program for just $19.95:
1) Access to listen to my November and December teleconference calls titled "Keeping Your Clients Unbelievably Loyal to You" and "Planning Your Commercial Real Estate Excellence for 2012".
2) Getting the audio CDs, written transcriptions, and written highlights from these two teleconferences all sent to you in the mail.
3) Getting access to download the MP3 recordings from these two teleconferences.
4) The ability to schedule one-on-one coaching calls with me to work on your commercial brokerage business if you’d like to.
5) Two editions of my 4-page Commercial Broker Newsletter sent to you that you can mail or E-mail to all of your clients and prospects.
In addition, as an added bonus you’ll receive my 19-page Special Report titled "Convincing Owners to List at Your Recommended Price". So many brokers are having a tough time getting their owners to list their properties at prices that will move right now in today’s market. In this Special Report I’ll tell you all the exact words to say to overcome the 14 toughest objections brokers are telling me they’ve been facing with their property owners, around pricing their properties to sell.
If you want to learn how to persuade your clients and prospects, overcome their toughest objections, and get them to take immediate action, you’ll definitely want to get your hands on this Special Report!
So remember, if you sign up for the program but can’t attend the two live teleconferences, you’ll still get all of the information I’ve mentioned above sent to you, so you can review the information and listen to it whenever it’s most convenient for you!
If you’re not already registered for these two live teleconferences and you want to get your hands on all of this information, 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 contact me.
"My work with Jim is making me more effective at finding new business with the kind of companies I want to work with."
Larry Crumbley, SIOR, CCIM
Fickling & Company
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The Power of Generating Long-Term Client Loyalty in Your Commercial Real Estate Brokerage Business
By Jim Gillespie | November 9, 2011
It’s always amazed me in our industry how little attention is paid to creating ongoing client loyalty and getting constant, repeat business from one’s clients. So many brokers tell me that their training when they were new in brokerage consisted of being given a desk, a chair, and a telephone, and being told to sit down and start calling people.
With this in mind, a lot of brokers have gotten focused on continually finding new prospects to close transactions with, but no one ever told them how to cultivate their relationships with their past clients, too. Cultivating relationships like this helps you to build a solid foundation to ensure you’ll be representing your clients again on their next transactions.
Ask yourself the following questions:
1) How many people or companies have you successfully closed transactions with throughout your commercial real estate brokerage career?
2) How many of these people and companies that you’ve successfully closed transactions with, have you been in direct contact with over the past six months?
3) In now having answered these two questions, how could you be doing a better job of staying in contact with your past clients and building solid relationships with them, so that you’ll feel confident they’ll be working with you again on their next transactions?
Ideally, you want to create the feeling within your past clients that a broker-client relationship still exists between the two of you, even when these people are a long way from buying, selling, or leasing their next property. But you can’t do this if you’ve been out of contact with these people, or if you’re only contacting them with the same frequency and in the same manner as your competitors are doing it.
Here are some recommendations for improving this situation:
1) Identify the past clients who you haven’t spoken with in some time, and begin contacting them.
2) Begin socializing more often with your past clients, and taking them to lunch, dinner, and/or to special events during the year.
3) Buy your past clients gifts 2-4 times a year, and tell them how much you appreciate them working with you.
When you spend money on your past clients, socialize with them, give them gifts, and tell them how much you appreciate them working with you, you make it very difficult for them to begin working with your competitors instead of you. In addition, when you’re socializing with your past clients and spending money on them, this is the perfect opportunity for you to begin obtaining referrals from them, too.
There aren’t many commercial brokers who recognize how powerful this process is. Many brokers drop out communicating with their past clients for quite some time after they’ve closed a transaction with them, and as a result they often end up competing with all of the brokers in their territory to work with these same clients again the next time. The bond that once existed between the broker and their clients has simply disappeared through the lack of any serious, ongoing connection with them.
Don’t be one of these brokers! Cultivate your relationships with your past clients so they’ll want to work with you again on their next transactions. Get on the phone, begin calling the people you’ve been out of relationship with for awhile, and begin building stronger relationships with them. When you become an expert at doing this, and you begin doing it with all of your past clients, you’ll generate solid, repeat business from them every single year, in addition to the business you’re constantly developing with your new prospects, too.
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Keeping Your Clients Unbelievably Loyal to You
I’m inviting you to join me on my next two teleconferences for free. My upcoming teleconference in November is titled, "Keeping Your Clients Unbelievably Loyal to You", and my teleconference in December is titled, "Planning Your Commercial Real Estate Excellence for the Year". All I ask is that you pay me $19.95 to cover the shipping and handling costs for these teleconferences for the entire two months. If you’ve never been a member of my Million Dollar Commercial Real Estate Agent Inner Circle program before, and you’re a full-time commercial broker, you can join me on these two teleconferences and receive all of the audio CDs, written transcriptions, written highlights, the MP3 recordings, and a newsletter to send to your commercial real estate clients and prospects…all for just $19.95.
Click here for more information about this program and for the information about our upcoming November teleconference.
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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 contact me.
"Jim has helped me to organize a game plan and work it with the tenacity that’s producing a greater number of transactions for me in my marketplace."
Scott Wilcott, CCIM
NAI Capital
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Topics: Prospecting, Uncategorized |
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A True Heartwarming Story Of Amazing Human Achievement
By Jim Gillespie | November 3, 2011
Every once in awhile I come across a heartwarming story that I feel I have to pass along to you, and this is definitely one of those stories.
When I was in high school I played on the high school basketball team, and I was the captain of the team. But I’d trade all of our accomplishments together as one of the top-ranked teams in California, for playing alongside of a boy who accomplished what I’m about to show you in this video.
Jason McElwain is a special-ed student in Rochester, New York. He’s autistic, and he was the manager of his high school’s basketball team. During the team’s final game of the season the coach decided to have Jason suit-up and wear one of the team’s uniforms. The coach wanted Jason to feel more like he was fully a part of the team before the season ended, but with just four minutes to go in the game, the coach decided to go one step further, and he put Jason in the game.
Jason immediately began struggling, but then something quite miraculous happened, that can inspire us all…
Click here to see the video.
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In the November edition of my Commercial Broker Newsletter, I tell all of your clients and prospects how the formula for the Consumer Price Index has been changed, dramatically impacting rent increases. If the Index hadn’t been changed, today’s inflation rate would be more than 11%, instead of the low inflation rate that the Index is showing us today. If you’re not currently sending a monthly newsletter to all of your clients and prospects and keeping them informed on this kind of information, you’re missing out on a huge opportunity to brand yourself in their minds as the top broker in your territory every month. If you’re interested in more information on how you can send this newsletter to your clients and prospects, 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 contact me.
"My work with Jim has given me better scripting and new approaches to get more listings and exclusive right to represent agreements signed by my clients and prospects."
Mike Spedden
MacKenzie Commercial Real Estate Services
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What Winston Churchill Told Us About Success
By Jim Gillespie | October 26, 2011
When I opened an E-mail recently there was a quote inside of it sent to me by my friend Michael Russer. It was a quote from Winston Churchill on success, and here it is:
"Success consists of going from failure to failure without loss of enthusiasm."
When you think about it for a moment, even though that’s not the most exciting definition of success, there’s a lot we can learn from this definition during these tough economic times. So many brokers are measuring their level of success today against how they were doing back in 2006 and 2007, and this often isn’t very easy for brokers to come to terms with.
When you look at the people who have achieved great success, oftentimes they’ve overcome great difficulty along the way to make it happen, and Winston Churchill was definitely no exception. What the British had to endure with the constant bombing from the Germans, before finally winning the War, is something that we as Americans have never had to endure here ourselves.
The great Thomas Edison actually failed more than 1,000 times before he successfully invented the electric light bulb. All we normally hear around this is how he succeeded at inventing the electric light bulb, but how many others would have quit after just 5, 25, or maybe even 50 attempts at it? In addition, Edison did something quite amazing to ensure that he’d finally come up with the correct solution. He announced to the world that he was very close to successfully inventing the world’s first electric light bulb, even though he was nowhere even close to finding the solution. He knew that by putting that much pressure on himself in front of the entire world, it would force him to finally find the correct solution.
Now there’s a guy with guts!
But what does all of this mean for us today? It means that no matter what our circumstances are, we must be willing to go "from failure to failure without losing enthusiasm." Our responses from our prospecting calls may not be what they used to be, but we need to pick up the phone and call the next person anyway…with unbridled enthusiasm.
One CCIM broker I’ve known for more than 25 years said to me, "I’m working twice as hard now to make half as much money." This is a broker who’s averaged more than $40 million in transaction volume every year for more than 35 years. In addition, in today’s market he’s now prospecting more than 20 hours a week every single week. It’s rare to find any broker with even 2, 5, or 10 years of experience in our business who’s willing to prospect that much today, but this man is a 35-plus year veteran in our business, and he’s decided that he must be willing to do it. His prospects are telling him "No" much more frequently today when he’s making his prospecting calls, but he’s committed to "going from failure to failure without losing enthusiasm."
So how is your state of mind within your brokerage business these days? Do you have the same enthusiasm you once had for making your prospecting calls, or have you lost some of that enthusiasm? If a 35-plus year veteran in our industry who’s averaged more than $40 million a year in production, is now prospecting more than 20 hours a week in his own brokerage business, how many hours should you be prospecting now every single week within your brokerage business?
Winston Churchill definitely knew what it took to succeed, and he understood that the people who eventually become the greatest successes in life, are the ones who have failed the greatest number of times. Yes, you’re going to get rejected much more nowadays in this market when you’re making your prospecting calls. But when you make these calls anyway, on schedule, without losing your enthusiasm, you’ll make much more money when you compare this with resisting making these calls, and making far fewer of them.
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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 contact me.
"I have had so many responses to the marketing letter I’ve mailed out that you wrote for me. Sellers have called in on properties they would like to sell, and the total dollar value of these properties so far is $56,000,000.00. I am blown away by the success of this program. One seller has an $8,000,000.00 property that we may already have a buyer for. Thank you, thank you, thank you."
Lisa Godley-Gilstrap
Lee & Associates
Click here to see more testimonials from my coaching clients.
Topics: Prospecting |
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TODAY: How to Persuade Your Commercial Real Estate Clients and Prospects
By Jim Gillespie | October 12, 2011
Today, Wednesday, October 12th, I’ll be interviewed by a Marcus & Millichap investment broker on the subject of "Mastering Your Power Persuasion Skills". You can get access to all of this information for just $19.95, including getting the audio CDs, written transcription, and written highlights all sent to you in the mail, as well as getting these all sent to you from my next upcoming interview in November also, if you’ve never been a member of my Million Dollar Commercial Real Estate Agent Inner Circle program before.
In addition, as an added bonus you’ll receive my 19-page Special Report titled "Convincing Owners to List at Your Recommended Price". So many brokers are having a tough time getting their owners to list their properties at prices that will move right now in today’s market. In this Special Report I’ll tell you all the exact words to say to overcome the 14 toughest objections brokers are telling me they’ve been facing with their property owners, around pricing their properties to sell.
If you want to learn how to persuade your clients and prospects, overcome their toughest objections, and get them to take immediate action, you’ll definitely want to be joining us for this interview.
And if you register but can’t attend the live teleconference, I’ll still send you the MP3 recording, as well as the audio CDs,written transcription, and written highlights from the teleconference, all in the mail to you!
If you’re not already registered for this live teleconference and you want to get your hands on all of this information, click on the following link:
http://www.realestatesalescoach.com/innercircle1.htm
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How to Master the Art of Persuasion in Commercial Real Estate Brokerage
By Jim Gillespie | October 11, 2011
Most brokers learn the commercial brokerage business and then fall into utilizing the phrases that are the most comfortable for them. But what’s more important, utilizing the words that are comfortable for you? Or utilizing the words that are the most effective ones for persuading your clients? Because oftentimes commercial brokers say things they believe will help them to move the deal forward, when in reality this isn’t the case.
As an example, one of the worst words you can ever utilize in sales is the word "problem", yet so many commercial brokers utilize this word regularly. So why is utilizing the word "problem" a problem? Because it gets your clients and prospects focused on looking for problems that will get in the way of them moving forward.
As an example of this, don’t think of the word "carrot". But now you really have to think of a carrot just because I mentioned the word to you, before you then begin trying not to think of one.
Similarly, when you mention the word "problem" to your clients and prospects, they begin thinking of problems, and looking for them…even though your intention was to alleviate any problems and begin moving forward towards closing the transaction.
Here are some examples of how brokers can misuse the word "problem" when conversing along with their commercial real estate clients and prospects:
"What problems are you seeing with this transaction?"
"Once we take care of this for you, what other problems do you see in moving forward?"
"Do you have a problem with that?"
Notice how those statements make you feel, as compared with these statements:
"Are we ready now to begin moving forward?"
"Once we take care of this for you, will we then be in a position to begin moving forward?"
"Is what I’m proposing right now OK with you?"
Brokers can unconsciously frighten their people away from moving forward in transactions, because of the language they’re utilizing with them. In many situations your people ideally want to find a way to move forward, but they’re concerned. They want to know that they’ve done all of their due diligence, they want to feel confident that they know everything that’s important for them to know within the transaction, and they want to be certain that they won’t be surprised by anything. Keeping this in mind, you’ll need to monitor how you utilize words like the following ones to them, because just you mentioning these words gets your people to begin focusing on them:
problem, environmental contamination, bankrupt, difficult, concern, devious, shyster, bad, illegal, inappropriate, steal, manipulate, thief, weak, unknown, uncertain
In reading those words continuously like that, it doesn’t put you in the best state of mind for immediately moving forward on something you may already be uncertain about…does it? This is why you need to watch what you’re saying in every sales situation, and constantly begin utilizing words that will help your people to just naturally want to move forward.
Utilize words like exceptional, good, positive, solid, moving forward, outstanding, and exciting. And compare how you feel when reading these words continuously, as compared with how you felt when reading the other words that I’ve written above.
Your clients and prospects are engaging in what may be one of the most important financial decisions of their lifetime. They’re looking to you for guidance, honesty, expertise, and certainty. So when you choose the right words to inspire them to move forward along with you in the transaction, they’ll feel good about working with you, you’ll feel confident, and you’ll maximize the probability that they’ll end up closing the transaction.
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WEDNESDAY: Mastering How to Persuade Your Clients and Prospects
This Wednesday, October 12th, I’ll be interviewed by a Marcus & Millichap investment broker on the subject of "Mastering Your Power Persuasion Skills". You can get access to all of this information for just $19.95, including getting the audio CDs, written transcription, and written highlights all sent to you in the mail, as well as getting these all sent to you from my next upcoming interview in November also, if you’ve never been a member of my Million Dollar Commercial Real Estate Agent Inner Circle program before.
In addition, as an added bonus you’ll receive my 19-page Special Report titled "Convincing Owners to List at Your Recommended Price". So many brokers are having a tough time getting their owners to list their properties at prices that will move right now in today’s market. In this Special Report I’ll tell you all the exact words to say to overcome the 14 toughest objections brokers are telling me they’ve been facing with their property owners, around pricing their properties to sell.
If you want to learn how to persuade your clients and prospects, overcome their toughest objections, and get them to take immediate action, you’ll definitely want to be joining us for this interview.
And if you register but can’t attend the live teleconference, I’ll still send you the MP3 recording, as well as the audio CDs, written transcription, and written highlights from the teleconference, all in the mail to you!
If you’re not already registered for this live teleconference and you want to get your hands on all of this information, 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 contact me.
"Jim’s coaching and training has assisted our company in landing millions of dollars of new real estate business."
Pat Hall
TOLD Partners
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Topics: Persuasion, Uncategorized |
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Why You Want to Be the Final Commercial Real Estate Broker Making the Listing Presentation
By Jim Gillespie | October 6, 2011
When you’re going after a listing, you definitely want to make sure that you’re making a solid listing presentation. In addition, since the quality of your relationship with the decision maker is very important, and it plays a big role in you successfully landing the listing, you’ll want to make sure that you’ve built a solid relationship with your decision maker ahead of time.
But what about the exact timing of when you’re making your listing presentation when compared with the other brokers you’re competing against? Is there something that’s important for you to accomplish around this also?
The answer is "Yes", and the answer also depends on how entrepreneurial your decision maker is. If your decision maker calls all of the shots, doesn’t have to answer to anyone when making their real estate decisions, and they can sign a listing agreement with any broker they want to, you’ll want to be the final broker making a listing presentation to them whenever you can arrange for this situation.
As an owner gets closer to listing their property, there’s oftentimes a momentum that’s building inside of them, wanting to move forward and just get the property on the market so they can get it sold or leased. In addition, sometimes the brokers being interviewed for the listing don’t do a very good job of differentiating themselves, and they don’t present a compelling case as to why they should be hired over their competitors. In these situations, an owner can feel that hiring one broker won’t be any different than hiring any of the other ones, and this is where being the last broker to make your listing presentation can definitely have its impact.
Listing presentations that were made to the owner at an earlier time can begin fading from their memory, and the owner won’t be signing a listing agreement with anyone until all of the brokers have finished making their presentations. Keeping this in mind, it’s only the one broker making the final presentation who can possibly walk out of the presentation with a signed listing agreement in hand.
If you’ve done a good job during your listing presentation, and the owner thinks that you’re at least at the same level as all of the other brokers who have made their presentations, the momentum and desire to get started that’s building within the owner can have them just want to sign a listing with someone and get moving. With you being the broker in front of them right now, representing an opportunity to immediately accomplish this, this could now segue into becoming a much bigger opportunity for you. But if you’re one of the brokers who had made their presentation earlier, there would be no way that you could be capitalizing on this.
Now on the other hand with the more corporate real estate decision makers, you could be subjected to a lot more politics. The final decision may be made by a committee days or weeks after the final listing presentation has been made; the listing broker may have already been chosen through internal company politics before any of the brokers have ever made their listing presentations; or the decision maker may list the property with the brokerage company that their boss has already recommended to them. In the latter situation, if the property is still on the market one year later, the decision maker will feel much better in knowing that their boss was the one who recommended the brokerage company, whenever they’re having discussions about the property with each other.
When you’re the broker making the final listing presentation to an entrepreneurial property owner, this doesn’t guarantee that you’ll end up getting the listing. But it helps you maximize the probability that you’ll get the listing whenever you’ve already made your presentation, and you’re still in the running for it.
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Mastering How to Persuade Your Clients and Prospects
During my upcoming teleconference on Wednesday, October 12th, we’ll get into great detail on how to persuade your clients and prospects and get them to take immediate action. Persuading your clients and prospects makes the difference between you being chosen for an exclusive listing or tenant rep assignment, or one of your competitors being chosen instead. In addition, persuasion makes the difference between your client just sitting on the fence, or getting them to take immediate action.
Persuasion isn’t about pushing your clients and prospects into doing what you want them to do. It’s about having them feel that they naturally want to do what you want them to do. And there’s a BIG difference between the two of these.
If you want to learn how to effectively persuade your clients and get them to take immediate action, and you want me to send you the audio CDs, written transcription, written highlights, and the MP3 recording from both this teleconference and my November one, all for just $19.95, 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 contact me.
"Within 7 weeks after beginning my work with Jim I landed new business worth over $500,000.00 in commissions to me!"
Mike Giuliano
Lee & Asociates
Click here to see more testimonials from my coaching clients.
Topics: Persuasion, Uncategorized |
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How to Utilize The Power of Voice Broadcasting in Your Commercial Real Estate Brokerage Business
By Jim Gillespie | September 28, 2011
Leveraging your time as a commercial broker today is very important. In addition, prospecting is an important part of your weekly routine in developing more new business for yourself, too. But if you’re like most commercial brokers, you may be having difficulty in always getting your prospecting done.
This is where voice broadcasting can become a very powerful tool for you. Voice broadcasting allows you to record a spoken-voice message and then leave it as a voicemail message for hundreds or thousands of your clients and prospects, all without you needing to make one single phone call.
Let’s say, for example, that you have a new listing that’s priced to move, and you want to discover who in your database may be looking to buy a building right now. In this situation, you could record a voice message similar to the following:
"Hi, this is Jim Gillespie with Capital Business Properties, and I hope you’re doing well. I’ve just listed a building in the area that’s for sale at $60.00 a square foot, and I know that it’s going to move very quickly at this price. If you’re looking to buy a building give me a call right now at XXX-XXX-XXXX. Thanks."
You’ll then upload this voice message into the voice broadcast system along with the phone numbers of everyone you want the message to be broadcast to, and the system will dial all of the phone numbers and broadcast the message to everyone. In addition, your message will only be broadcast when your client or prospect doesn’t answer their telephone directly, and their voicemail system answers for them instead.
This can be a great way to reach everyone in your database simultaneously with a prospecting message, all for just 3 cents to 6 cents a call, depending on your call volume. In addition, you can leave messages for your clients and prospects giving them market updates, offering them a comps report, or telling them that you have someone with $2,000,000.00 cash who needs to buy a building, and to call you if they’re interested in selling theirs.
If you plan on utilizing a service like this one, make sure that with the people you’ll be calling you’re in compliance with any Federal, state, and local laws, and make sure that your broker will be OK with you doing this, too.
If you’re interested in more information on this, do an Internet search under the term "voice broadcast" and talk with some of the companies who are already providing this service.
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Topics: Marketing, Prospecting, Uncategorized |
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