Some Goals Should Be Negative

Some Goals Should Be Negative

Shortly after I publish this article, I’m going to lead a goal-setting workshop for a commercial real estate brokerage company, the third one I’ve done this week. All around the world, brokers are actively planning for next year. Indeed, we are right in the middle of...
Emotionally Intelligent Brokers

Emotionally Intelligent Brokers

Many commercial real estate leaders are talking about the value of emotional intelligence these days — also known as “EQ.” Emotional intelligence is the ability to perceive, control and evaluate your own emotions while being in tuned with and empathetic of...
Brokers Listening Intentionally

Brokers Listening Intentionally

The best brokers don’t just listen. They listen and truly hear. Everyone says that listening to the client is the most important skill a broker can have yet few brokers actually bother to listen. For too many people listening is just a cliché. Yes, you have to listen...
How to Employ The “Test Close”

How to Employ The “Test Close”

Remember that closing a deal involves a series of small commitments before you get the big commitment. These little commitments are sometimes referred to as “miniature closes.” By simply agreeing to meet you, a prospect makes a mini commitment, and that’s a mini close...
Social Political Dangers

Social Political Dangers

One of my all-time favorite “sales” quotes came from a man known simply as “The Greatest,” the late boxing champ Muhammad Ali: “The fight is won or lost far away from witnesses—behind the lines, in the gym and out there on the road, long before I dance under those...
When Your Client Prefers Virtual

When Your Client Prefers Virtual

Virtual selling has become a permanent part of the typical brokers’ life. Basically, virtual selling is any form of selling that occurs without the client and the broker physically present with each other in the same room. Telephone, text, email, Zoom – it’s all...