Brokers in Doubt

Brokers in Doubt

Commercial real estate professionals work in a risky business. Because their compensation is based soley upon their own production, Brokers cope with uncertainty and ambiguity every day of the year. Along the way, you encounter challenges, setbacks and, worst of all,...
Business Development Challenges

Business Development Challenges

Prospecting is not just something brokers do to fill their pipelines. Prospecting is a mindset, and for the most successful brokers, it’s a way of life. If you work in commercial real estate, nobody has to tell you that prospecting today is exponentially harder than...
Brokers as Commodities

Brokers as Commodities

Nobody wants to be commoditized, but there’s no denying that some things are simply commodities. We traditionally think of commodities as raw materials with no added value: corn, wheat, iron ore, and petroleum. These commodities are used to make the finished goods we...
Proof That You Should Always Leave Voicemails for Prospects

Proof That You Should Always Leave Voicemails for Prospects

When prospecting for new clients or trying to find a buyer/tenant for your listing, does it make sense to leave a voicemail? In a word, yes! The vast majority of prospecting calls go to voicemail. Some agents gripe and grumble when they’re automatically routed to a...
Entry-Level Salesman Sets Inspiring Example for Brokers

Entry-Level Salesman Sets Inspiring Example for Brokers

When the doorbell rings, I don’t even flinch. It’s usually one of my kids’ friends, so I let them answer it. I have developed immunity to the ding-dong sound. But on Wednesday afternoon, I was the only one around, so I answered the door. Standing before me was...
Recovery Means Far More Than You Probably Thought

Recovery Means Far More Than You Probably Thought

I’ve never been much of a wrestling fan, but I want to tell you about a wrestling legend whose experiences will help you excel as a real estate broker. Dan Gable was born in 1948 and grew up in small-town Iowa. He never lost a single match in high school. At Iowa...