An Examination of Confidence and Its Effect on Brokers

An Examination of Confidence and Its Effect on Brokers

In last week’s article, I talked about “creeping self-doubt.” This week, we have a related-but-broader topic: confidence. The events of 2020 have rattled many brokers’ confidence, yet confidence is an important prerequisite for business and personal success. I’ve been...
Brokers in Doubt

Brokers in Doubt

Commercial real estate professionals work in a risky business. Because their compensation is based soley upon their own production, Brokers cope with uncertainty and ambiguity every day of the year. Along the way, you encounter challenges, setbacks and, worst of all,...
Business Development Challenges

Business Development Challenges

Prospecting is not just something brokers do to fill their pipelines. Prospecting is a mindset, and for the most successful brokers, it’s a way of life. If you work in commercial real estate, nobody has to tell you that prospecting today is exponentially harder than...
Brokers as Commodities

Brokers as Commodities

Nobody wants to be commoditized, but there’s no denying that some things are simply commodities. We traditionally think of commodities as raw materials with no added value: corn, wheat, iron ore, and petroleum. These commodities are used to make the finished goods we...
Proof That You Should Always Leave Voicemails for Prospects

Proof That You Should Always Leave Voicemails for Prospects

When prospecting for new clients or trying to find a buyer/tenant for your listing, does it make sense to leave a voicemail? In a word, yes! The vast majority of prospecting calls go to voicemail. Some agents gripe and grumble when they’re automatically routed to a...