Surviving Fast Sales Cycles

Surviving Fast Sales Cycles

A construction executive once told me how the job-bidding process has changed in his industry. It used to be that a company would announce plans to build a building before hiring a general contractor. The construction company would then make contact with the owner and...
Try Using Test Closes First

Try Using Test Closes First

Closing a commercial real estate deal involves a series of small commitments before you get the big commitment at the end of the process. These little commitments are sometimes referred to as “miniature closes.” By simply agreeing to meet you, a prospect makes a mini...
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...