Annex Your Competitor’s Clients

Annex Your Competitor’s Clients

Much earlier in my career, I taught a commercial real estate sales-and-leasing course at my local university as an adjunct professor. It was an upper-level course offered in the spring semester. I was probably a little too soft as a grader, so the course was known to...
Stop Doing These Things

Stop Doing These Things

The longer you have worked in commercial real estate, the more unnecessary “stuff” you accumulate in your brain and on your calendar. Sometimes that stuff needs to be purged. I challenge you to ask these questions: “What do I need to stop doing?” What bad habits...
Avoid Burnout; Stay Motivated

Avoid Burnout; Stay Motivated

Let’s say you are in the running for a particularly large deal. You invest countless hours and other resources to win the business. For a while, it looks promising. You build a trusting relationship with the primary decision maker and have demonstrated how your...
Tracking Is Key to Success

Tracking Is Key to Success

Welcome to the beginning of a new year. It’s a time of optimism, and anticipation abounds. By now, you have likely finalized your 2022 brokerage goals and probably some personal goals as well. Even if you are thoughtful and deliberate when setting your goals, if...
Closing the Referral Gap

Closing the Referral Gap

The legendary Dale Carnegie once claimed that 91 percent of customers said they would be willing to give referrals, yet only 11 percent of salespeople ask for them. More recently, a Texas Tech University study revealed that 83 percent of satisfied clients are willing...
Why Voicemail Is So Powerful

Why Voicemail Is So Powerful

“Telephone prospecting is a waste of time, because all I ever do is leave voicemails. Nobody ever answers the phone!” I hear frustrated words like these from brokers fairly often. Brokers typically don’t enjoy telephone prospecting, and many get tired of never...