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...
Patience During First Meetings

Patience During First Meetings

I talk a great deal about prospecting and closing deals, but there’s something in the middle of the process that’s also quite important: the time when you make your pitch. Whether you’re trying to get a new listing or convince someone to buy/lease a property, at some...
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...
If All Else Fails, Default to Action

If All Else Fails, Default to Action

I met with a friend this week, who told me about a saying one company uses to keep people focused on success: “Default to action.” Do you ever find yourself paralyzed with indecision? Sometimes we get so busy that we don’t know what to do first. “Default to action”...