Jim’s Blog

How to Re-Ignite Your Commercial Real Estate Prospecting When You’ve Been Struggling to Get it Done

Posted by on 2:42 pm in Prospecting, Uncategorized | 0 comments

If you’ve been struggling with getting your prospecting done, here’s a simple technique I recommend that will get you back on track to getting your prospecting done once again.  

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How to Powerfully Overcome Your Commercial Real Estate Clients’ Objections Through Reframing

Posted by on 9:39 am in Presentation Skills, Uncategorized | 0 comments

During this video I’ll tell you about the power of reframing when overcoming your clients’ and prospects’ objections, and I’ll give you examples of how to do this effectively. In addition, I’ll tell you the story of what I consider to be the most powerful reframe ever done in history on national television.  

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The Importance of Mastering Your State of Mind in Commercial Real Estate Brokerage

Posted by on 2:30 pm in Uncategorized | 0 comments

In this video I’ll tell you how important mastering your state of mind is in commercial real estate brokerage, and how top producers constantly live in the ideal state of mind. When you master your state of mind, you’ll be constantly living in a state of expecting solid, great new transactions to come your way, making it much easier for you to find them....

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How to Get Constant Repeat Business from Your Commercial Real Estate Brokerage Clients

Posted by on 12:19 pm in Getting More Listings, Uncategorized | 0 comments

When you give gifts to your clients throughout the year, you create the bond that leads to you getting constant, repeat business from them, and you make it difficult for them to ever want to work with your competitors.  

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How to Get Commercial Real Estate Owners and Tenants to Give You Their Lease Expiration Dates

Posted by on 3:00 pm in Presentation Skills, Prospecting | 0 comments

When you’re prospecting both owners and tenants on the telephone, sometimes they may not want to give you their lease expiration date. During this 2-3 minute video I’ll tell you an approach to utilize that can turn the tables and get these same people to now want to give you their lease expiration date.

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Congress May Eliminate the 1031 Exchange and Interest Deductibility on Loans

Posted by on 3:51 pm in Blog | 0 comments

There are some very serious changes being proposed within the tax code here in the U.S. that have been moving forward, and these changes could have a dramatic impact on commercial real estate. Congress right now is proposing to both eliminate the Section 1031 tax-deferred exchange, and eliminate the deductibility of interest paid on commercial real estate loans. Can you imagine what these two changes alone could do to the sheer volume of commercial real estate transactions that would be closing, in addition to how they might impact the prices that buyers would now be willing to pay for commercial properties? Here is an article that discusses this, along with a Web site that provides some good resources on this, too. In addition, your clients and prospects would want to know about this, so tell them, and tell them to contact their members of Congress to express their true opinions on this: Click here for the article. Click here for the Web site that has the additional...

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The Commercial Real Estate Seller Who Was a Criminal

Posted by on 12:13 pm in Blog | 0 comments

We have to deal with some pretty rough people sometimes in commercial real estate brokerage. With this in mind, here’s the story of a seller who tried to steal hundreds of thousands of dollars from a client of mine during one of my transactions.

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Here’s One Activity You Can Do That Will Definitely Land You More Commercial Real Estate Listings

Posted by on 3:50 pm in Getting More Listings, Presentation Skills, Uncategorized | 0 comments

During this 2-3 minute video I’ll tell you one important activity that top commercial brokers are doing that’s getting them to land more listings. When you learn how to do this effectively, you’ll begin building the bond with your owners that will have them saying “Yes” to listing their properties with you more frequently than they’ll be listing their properties with your...

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How to Schedule Appointments When You’re Doing Your Commercial Real Estate Prospecting

Posted by on 5:56 pm in Prospecting | 0 comments

When you’re prospecting and you want to set an appointment with someone, the more that the person believes that the appointment will be valuable for them, the more likely they will then move forward and schedule the appointment with you. During this 2-3 minute video I’ll show you one way to schedule an appointment with someone that maximizes the probability that they’ll say “Yes” to...

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Can You Vary Your Presentation Style As Amazingly Well As This Woman Does?

Posted by on 3:33 pm in Blog | 0 comments

For many years I’ve been telling commercial brokers about the importance of being able to vary your presentation style, depending on your audience. Corporate decision makers want to see and hear a different kind of presentation than entrepreneurial decision makers oftentimes do, and the more that you can understand your specific audience and deliver the presentation that they’d really like, the more successful you’ll be as a commercial real estate broker. With this in mind I was completely stunned and blown away at what I saw within this video! This woman begins by singing within one specific type of music, and then, shall we say, all “hell” breaks loose. May you vary your presentation style as well as this woman does right here, and may you wow your decision makers as well as she wows her judges,...

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