Take the First Steps Toward Finding New Clients Online

Take the First Steps Toward Finding New Clients Online

While nothing is more effective than picking up the telephone and calling a prospect, you can do some of your prospecting via social media. It’s a complicated process, involving many different social media platforms and communication techniques, but for now, let’s...
Media Coverage Can Help You Succeed in This Slow Recovery

Media Coverage Can Help You Succeed in This Slow Recovery

The government-ordered shutdowns and stay-at-home orders designed to slow the spread of COVID-19 abruptly brought a halt to the longest-running market expansion in history. Now we’re starting to see firsthand the resulting economic devastation. The U.S. gross domestic...
Is There Still a Role for Trust-Building in CRE Brokerage?

Is There Still a Role for Trust-Building in CRE Brokerage?

Here are three indisputable truths about today’s commercial real estate environment: Sales cycles are much faster than they were just a few years ago. Clients are distracted and under much more pressure than they were in earlier times. Clients are more hesitant to...
How to Exploit Your Online Presence to Win New Business

How to Exploit Your Online Presence to Win New Business

“Jeff, I’d like to meet with you, get to know you and pick your brain. Do you have time for lunch next week?” I periodically get calls that sound just like that. As I’m listening to the caller, I’m Googling that person. I want to know who I’m dealing with and what he...
Managing Your Key References

Managing Your Key References

You know that old saying: “Keep your friends close and your enemies closer.” Perhaps we could add another clause: “…and keep your references closest of all.” One of my readers recently asked me “to write an article about work and business references in this age of...
An Examination of Confidence and Its Effect on Brokers

An Examination of Confidence and Its Effect on Brokers

In last week’s article, I talked about “creeping self-doubt.” This week, we have a related-but-broader topic: confidence. The events of 2020 have rattled many brokers’ confidence, yet confidence is an important prerequisite for business and personal success. I’ve been...