Best Practices for Success in the Post-Pandemic Marketplace

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....
Brokerage Is Less of an Action and More of a Gift

Brokerage Is Less of an Action and More of a Gift

Only once did I have the privilege of listening to the late, great Zig Ziglar speak in person. He was about 80 years old at the time and was one of the keynote speakers at a huge event that attracted more than 20,000 people. Zig was as brilliant as ever that day. I...
Clarifying Your 2021 Plans in Four Words or Even Just One

Clarifying Your 2021 Plans in Four Words or Even Just One

I just saw something interesting on my LinkedIn feed. One of my connections shared a post that looked like a meme but was titled, “First Four Words You See Are Your Focus for 2021.” Following the title were the jumbled letters of a word-search puzzle. I usually roll...
How to Do More Deals Despite Adversity & Uncertainty

How to Do More Deals Despite Adversity & Uncertainty

Only a few weeks remain of the historic year 2020, which is likely a cause of celebration for many. While 2021 brings the hope (and high likelihood) of better times, much remains uncertain, and even in the best of times, there’s always some adversity. With all...
Prospecting Is Not As Burdensome As You Think

Prospecting Is Not As Burdensome As You Think

I talk about prospecting all the time, because it’s the most significant thing that separates top producers from underperforming brokers. But have you ever stopped to ask yourself WHY you prospect? What’s the purpose of prospecting? The first answer that comes to mind...
5 Ways to Make Closing a Breeze

5 Ways to Make Closing a Breeze

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...