Closing the Referral Gap

Closing the Referral Gap

The legendary Dale Carnegie once claimed that 91 percent of customers said they would be willing to give referrals, yet only 11 percent of salespeople ask for them. More recently, a Texas Tech University study revealed that 83 percent of satisfied clients are willing...
Why Voicemail Is So Powerful

Why Voicemail Is So Powerful

“Telephone prospecting is a waste of time, because all I ever do is leave voicemails. Nobody ever answers the phone!” I hear frustrated words like these from brokers fairly often. Brokers typically don’t enjoy telephone prospecting, and many get tired of never...
Some Goals Should Be Negative

Some Goals Should Be Negative

Shortly after I publish this article, I’m going to lead a goal-setting workshop for a commercial real estate brokerage company, the third one I’ve done this week. All around the world, brokers are actively planning for next year. Indeed, we are right in the middle of...
Emotionally Intelligent Brokers

Emotionally Intelligent Brokers

Many commercial real estate leaders are talking about the value of emotional intelligence these days — also known as “EQ.” Emotional intelligence is the ability to perceive, control and evaluate your own emotions while being in tuned with and empathetic of...
Brokers Listening Intentionally

Brokers Listening Intentionally

The best brokers don’t just listen. They listen and truly hear. Everyone says that listening to the client is the most important skill a broker can have yet few brokers actually bother to listen. For too many people listening is just a cliché. Yes, you have to listen...