Staying Ahead of the Market

Staying Ahead of the Market

For seven years, I taught juniors and seniors in the business college at my local university. I was occasionally amused by what students would say in our after-class discussions especially as the spring semester waned. “I can’t wait for graduation,” said one...
Personal Branding for Brokers

Personal Branding for Brokers

Last year, I watched the movie Air when it first came out in theaters. If you like business and sports, you would enjoy this movie. It’s a cool story. The film is set in 1984 and is based on true events about the origin of Air Jordan, a legendary line of basketball...
I See You Everywhere

I See You Everywhere

The most successful brokers tend to work long and hard. A significant chunk of those hours is typically dedicated to prospecting activities: networking, making phone calls, placing outbound emails, responding to calls/emails, hosting guests, visiting people who...
Try Using Test Closes First

Try Using Test Closes First

Closing a commercial real estate deal involves a series of small commitments before you get the big commitment at the end of the process. These little commitments are sometimes referred to as “miniature closes.” By simply agreeing to meet you, a prospect makes a mini...
Brokers & Work Relationships

Brokers & Work Relationships

Many years ago, the Gallup Organization published research showing that people who had a “best friend” at work tended to be happier and more effective, plus they stayed with their companies longer. Encouraging people to build relationships at work is good for workers...