Try Using Test Closes First

Try Using Test Closes First

Closing a commercial real estate deal involves a series of small commitments before you get the big commitment at the end of the process. These little commitments are sometimes referred to as “miniature closes.” By simply agreeing to meet you, a prospect makes a mini...
The Smarter People in Your Life

The Smarter People in Your Life

You have probably heard the saying, “To be successful, surround yourself with people who are smarter than you are.” It’s good advice for commercial real estate brokers. Leadership guru Jim Rohn famously said, “You are the average of the five people you spend the most...
Get New Clients Via Referrals

Get New Clients Via Referrals

Referrals are the most efficient form of prospecting, but many brokers don’t use them. It’s getting harder and harder to cut through the clutter and reach influential decision makers. That’s why referrals have never been more valuable than they are today. In an era...
Emotionally Intelligent Brokers

Emotionally Intelligent Brokers

When I was in graduate school, I worked for the university. I had an outstanding boss, one of the finest bosses you could ever meet. He was a leader, a motivator, a developer of people. He was highly effective, yet unusually modest and humble. He was one of my early...
Multiple Decision Makers

Multiple Decision Makers

The process of securing listings and selling properties is easiest when you have one person to deal with and that person believes in you and likes what you say. But commercial real estate brokers do complex, high-dollar-value, B2B deals. That means there are often...