How to Improve Prospecting Messages

How to Improve Prospecting Messages

You’re in for a treat. I periodically dissect real-life prospecting messages sent by real sales reps. Today is one of those days! Those who know me, know I keep a file of bad prospecting emails. It’s one of my nerdy hobbies. I could probably create my own Smithsonian...
People Love to Buy But Hate Being Sold

People Love to Buy But Hate Being Sold

“Sales isn’t something you do to someone,” said the late great Zig Ziglar. “It’s something you do for someone.” Most people think of Zig as motivational speaker and inspirational author, and he indeed was both of those things, but Zig was first and foremost a sales...
CRE Brokers and Voicemail Prospecting

CRE Brokers and Voicemail Prospecting

A surprising number of brokers choose not to leave voicemails when prospecting for new business. I believe that’s a mistake; voicemail is an outstanding use of your time. For a lot of brokers, reaching a voicemail recording can feel like a let-down. But instead of...
Does Real Estate Own Your Soul?

Does Real Estate Own Your Soul?

Some brokers are true entrepreneurs in that they own their companies. But all brokers have entrepreneurial traits. When your job is to approach strangers, build a relationship and convince them to spend money, you’re entrepreneurial. When you’re a person who...
Don’t Tell Me You “Fly Under the Radar”

Don’t Tell Me You “Fly Under the Radar”

I’ll never forget a summer afternoon in 2001 when a very individual walked into my office. He had just moved to my city from a different part of the country, and he brought some impressive ideas with him. He wanted to interview the real estate company I was working...