Top Producers Are Grateful, Not Guilty

Top Producers Are Grateful, Not Guilty

A friend and I met for a beer Wednesday night. There’s one thing you should know about him – he’s a genuinely good soul, one of those super-nice guys who cares about everyone. He’s outgoing and quickly turns strangers into friends. Later in the evening, a woman...
Your Area of Self-Marketing Expertise

Your Area of Self-Marketing Expertise

What’s your area of self-marketing expertise? Not sure what that means? Well, you have one, but it’s possible you haven’t isolated and cultivated it yet. Before defining “area of self-marketing expertise,” allow me share how I unwittingly stumbled into one years ago...
How to Promote Your Brand Tastefully

How to Promote Your Brand Tastefully

It’s a story as old as Hollywood – a teenage movie star eventually turns into a washed-up drug addict with a collection of orange-jumpsuit photos. It’s also a story as old as professional sports – a star athlete is arrested for punching an autograph-seeker in the...
The 3 Words We Need Most

The 3 Words We Need Most

On a long drive, I pulled off the highway and sat down for a beverage at a fast-food restaurant. That’s when a heated conversation caught my ear. I looked up to see the restaurant manager, flustered and red in the face, arguing with a middle-aged woman whose face was...
The Money in Specializations

The Money in Specializations

Commercial real estate professionals must drill deep if they want to go broad. Brokers who have a specialization tend to generate more commission revenue than generalists. I define a specialization as 75 percent of your revenue and 90 percent of your prospecting...
The Prospects in Your Own Back Yard

The Prospects in Your Own Back Yard

I’ll never forget an eye-opening experience I had many years ago. I had been working in commercial real estate for a few years and was becoming established in the local marketplace. I always read our local business publication when it came out each Friday. It was one...