Networking Helps You Prospect

Networking Helps You Prospect

Most commercial real estate brokers know they should network to help them more effectively prospect for new business. I remember as far back as high school being told by my guidance counselor that I needed to “meet a lot of people and build a network.” That was great...
Leading Effective Sales Meetings

Leading Effective Sales Meetings

This is how sales meetings play out at the typical commercial real estate firm: It’s 10:06 a.m. on Tuesday and people are still strolling in for the start of your standing 10:00 sales meeting. Those who are already seated, including the managing broker, are chatting...
Finding Clients in a Recession

Finding Clients in a Recession

I recently led a workshop for a brokerage team on how they could survive during a period of recession and rising interest rates. Much of the workshop was discussion-based, and the conversation topics were fascinating. Some brokers were nervous, others were excited,...