How to Promote Your Brand Tastefully

How to Promote Your Brand Tastefully

It’s a story as old as Hollywood – a teenage movie star eventually turns into a washed-up drug addict with a collection of orange-jumpsuit photos. It’s also a story as old as professional sports – a star athlete is arrested for punching an autograph-seeker in the...
The 3 Words We Need Most

The 3 Words We Need Most

On a long drive, I pulled off the highway and sat down for a beverage at a fast-food restaurant. That’s when a heated conversation caught my ear. I looked up to see the restaurant manager, flustered and red in the face, arguing with a middle-aged woman whose face was...
The Money in Specializations

The Money in Specializations

Commercial real estate professionals must drill deep if they want to go broad. Brokers who have a specialization tend to generate more commission revenue than generalists. I define a specialization as 75 percent of your revenue and 90 percent of your prospecting...
The Prospects in Your Own Back Yard

The Prospects in Your Own Back Yard

I’ll never forget an eye-opening experience I had many years ago. I had been working in commercial real estate for a few years and was becoming established in the local marketplace. I always read our local business publication when it came out each Friday. It was one...
Overcoming Sales Objections

Overcoming Sales Objections

Most sales pros don’t like dealing with objections, and there are several reasons why. Some objections come across like rejections, and that simply doesn’t feel good. Most of us fear rejection at some level. Other objections could signal that we’ll lose the deal, and...