The Keys to Successful Pitch Meetings

The Keys to Successful Pitch Meetings

This might seem counterintuitive, but if we’re going to talk about listing presentations, we must first talk about listening. Too often extroverted real estate brokers, who love the sound of their own voices, launch into well-rehearsed and finely polished...
Carefully Mining Competitors’ Clients

Carefully Mining Competitors’ Clients

This is a touchy subject in the real estate world, but nevertheless, we’re going to address it… You can find a wealth of opportunity by mining your competitors’ clients. Are you curious why? Because it is not uncommon that your prospects are unhappy with...
“Selling Season” Starts Tuesday

“Selling Season” Starts Tuesday

Things are going to change next week, but don’t worry; it’s a good change. The most important part of the year begins Tuesday. It’s called “Selling Season,” the two-and-a-half-month period between the U.S. holidays of Labor Day and Thanksgiving. Things get done during...
What to Do When Your Client Goes Dark

What to Do When Your Client Goes Dark

It happens to all of us – a prospective client, one you’re sure is going to end up doing a deal with you, suddenly goes inexplicably dark. Prospects have been going dark since the real estate profession’s very beginning. It’s a common problem, but it appears to be...
Don’t Network for the Sake of Networking

Don’t Network for the Sake of Networking

Sounds of laughter and clinking dishes filled the room at the well-attended networking event inside the hotel conference center. Everyone moved about the room, meeting people and engaging in discussion – mostly small talk. Eventually, out of the corner of my eye, I...
Thought-Terminating Clichés

Thought-Terminating Clichés

Commercial real estate brokers are busy people who juggle multiple deals and prospective clients at the same time. When you’re overwhelmed with so much on your plate, it’s easy to cut corners, and do things in a half-ass way. Sometimes you can get away with it. Other...