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...
The Holiday Bookended Week to Come

The Holiday Bookended Week to Come

Some years I take a vacation. Other years I stay home. Either way, the week between Christmas Day and New Year’s Day is one of my favorites of the year. There are fun things to do that week, but it’s also kind of relaxing. The rush of holiday shopping is done. It’s a...
Tracking Your Commission Progress

Tracking Your Commission Progress

I have presented three goal-setting workshops for brokerage teams this week alone. I talk a lot about goals this time of year, because goal-setting is essential for real estate success. But there’s one thing you must do after setting your annual goals to make success...