An Undeniable Brokerage Reality

An Undeniable Brokerage Reality

In last week’s Sales Shape Up, I shared two questions you could ask prospects early in the sales process to determine if multiple decision makers could be involved. This week, we’re going to discuss why it’s so important to do this. Having to deal with multiple...
Multiple Decision Makers

Multiple Decision Makers

The process of securing listings and selling properties is easiest when you have one person to deal with and that person believes in you and likes what you say. But commercial real estate brokers do complex, high-dollar-value, B2B deals. That means there are often...
Customer Service for Brokers

Customer Service for Brokers

After arriving at their vacation destination city, a family enters the lobby of an upscale hotel. Because it’s late at night, and they’re tired from delayed flights, they just want to check in and go to sleep. As soon as they walk in, the concierge brings over...
Developing New Opportunities

Developing New Opportunities

Why do commercial real estate brokers typically have no ceiling on their income potential? It’s an incentive. Prospecting and closing are difficult. Companies need brokers to keep working hard on brokerage, the difficult-but-crucial activity that literally is the...
Finding Diamonds in the Rough

Finding Diamonds in the Rough

“We are all faced with a series of great opportunities brilliantly disguised as impossible situations,” said author Charles Swindoll. When one person sees a barrier, another person envisions an opportunity. Have you ever encountered a brilliant business model and...
No Presentation Until It’s Time

No Presentation Until It’s Time

In the early 1980s, the legendary actor Orson Welles served as a television spokesperson for Paul Masson California wine. At the end of each Paul Masson commercial, Welles would say, “We will sell no wine before it’s time.” If you’re old enough to remember those...