Don’t Network for the Sake of Networking

Don’t Network for the Sake of Networking

Sounds of laughter and clinking dishes filled the room at the well-attended networking event inside the hotel conference center. Everyone moved about the room, meeting people and engaging in discussion – mostly small talk. Eventually, out of the corner of my eye, I...
Thought-Terminating Clichés

Thought-Terminating Clichés

Commercial real estate brokers are busy people who juggle multiple deals and prospective clients at the same time. When you’re overwhelmed with so much on your plate, it’s easy to cut corners, and do things in a half-ass way. Sometimes you can get away with it. Other...
Tonight’s Consolation Prize

Tonight’s Consolation Prize

I’m not going to win the lottery tonight. I didn’t buy a ticket. But even if I had, I wouldn’t win it. You’re not going to win either. The odds are 1 in 303 million. I hated the statistics class I was required to take in college, but I learned enough to know those are...
Top Producers Are Showing Grit

Top Producers Are Showing Grit

I’ve been hearing the word “grit” quite a bit lately: I read an article this week about how sales professionals need to show grit in the face of today’s macro-economic challenges. My friend’s son was wearing a t-shirt for his youth sports team, which said “GRIT &...
Avoiding the Mid-Summer Lull

Avoiding the Mid-Summer Lull

In some industries, summer is a very busy time, but for most commercial real estate brokers, the middle of summer brings a dip in activity. Many clients hold off on making decisions at this time of year. Even if a prospect is willing to make a decision, chances are...
Mid-Year Progress Check

Mid-Year Progress Check

And just like that, the year is half over. Welcome to Q3, the second half of 2022. If time moved any swifter, I’d be dizzy. While you and I may lament how fast time flies, we can’t stop it. In fact, we have to keep up with it, embrace it, and for the best results,...