Patience During First Meetings

Patience During First Meetings

I talk a great deal about prospecting and closing deals, but there’s something in the middle of the process that’s also quite important: the time when you make your pitch. Whether you’re trying to get a new listing or convince someone to buy/lease a property, at some...
The Smarter People in Your Life

The Smarter People in Your Life

You have probably heard the saying, “To be successful, surround yourself with people who are smarter than you are.” It’s good advice for commercial real estate brokers. Leadership guru Jim Rohn famously said, “You are the average of the five people you spend the most...
If All Else Fails, Default to Action

If All Else Fails, Default to Action

I met with a friend this week, who told me about a saying one company uses to keep people focused on success: “Default to action.” Do you ever find yourself paralyzed with indecision? Sometimes we get so busy that we don’t know what to do first. “Default to action”...
Get New Clients Via Referrals

Get New Clients Via Referrals

Referrals are the most efficient form of prospecting, but many brokers don’t use them. It’s getting harder and harder to cut through the clutter and reach influential decision makers. That’s why referrals have never been more valuable than they are today. In an era...
How to Do Deals Via Technology

How to Do Deals Via Technology

Since the pandemic in 2020, when the real estate world was forced to shut down, virtual meetings have become a bigger part of a broker’s life. Virtual selling is any form of selling that occurs without the buyer and the seller physically present with each other in the...