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What Happens When You See a Client at the Supermarket?
Are you “grocery-store worthy?” I read an article this week by sales guru Jeff Shore about how top-producing salespeople like commercial real estate brokers, can still have an enjoyable personal life. One of his pieces of advice was “be grocery-store worthy.” This is...
What Do Billionaires and Top Brokers Have in Common?
Forbes has a fascinating feature called “The Real-Time Billionaires List,” an up-to-the minute listing of the world’s richest people and their current net worth. Remember all that talk a couple weeks ago about Elon Musk passing up Jeff Bezos as the richest person?...
How to Organize & Prioritize Your Prospecting Efforts
Mustering the gumption to pick up the phone and call a stranger is hard enough. It’s also difficult to determine who you should call, when to call them, why you’re calling them and what you should say. Regular readers of my articles know that I am obsessed with...
Best Practices for Success in the Post-Pandemic Marketplace
I have a message of optimism, because despite all the problems we have faced over the past year, opportunity abounds for CRE professionals. Now is the time to roll up your sleeves and get busy. If you play your cards right, 2021 can be an outstanding year for you....