on Aug 2, 2022

When I was brand new in commercial real estate brokerage, the man who was my broker, a wonderful man named Al Rose, told me that if I ever needed to sue someone to collect a commercial real estate commission, to do everything that I could to settle the matter first, rather than go the entire distance through our court system. And of course, with me being the young broker without the decades of experience that Al had within our industry, I was convinced that justice would ultimately prevail within our legal system, and that I would be vindicated, if necessary, and receive my full commission in the end…

on Jul 26, 2022

Sometimes when you come across an off-the-market property as a commercial real estate broker, the seller will tell you that they’re interested in selling the property, but they’re not willing to pay you a commission. So in this situation, you’ll then want to ask the seller…

on Jul 18, 2022

With everything that’s been going on with the transitioning economy, companies are definitely beginning to feel more pain. What this means is that there are companies out there that are trying to figure out where they’re going to get the necessary cash from to fund their ongoing operations, and a sale/leaseback transaction could be the ideal ticket for them to accomplish this…

on Jul 11, 2022

Have you ever called a prospect a number of times, but they haven’t yet responded back to you, and so you find yourself wondering, “How many times should I keep calling this person?” This is a fairly normal question that brokers oftentimes ask themselves, and in keeping this in mind, here’s a solution that I’ve come up with that has worked very successfully for the brokers who I’ve had implement it…

on Jun 27, 2022

During this interview I’ll tell you about the misconceptions that agents can have about how they should treat their clients and prospects, and how these misconceptions can really drive more business away from you. In addition, I’ll tell you how to become the agent your people really want to experience, which will then lead to them referring even more new business to you. Then finally, I’ll tell you about two solid books that will help you to make the transition to become an even more powerful, successful...

on Jun 21, 2022

Something that’s important to understand when making listing presentations is that you’re constantly being compared to your competitors, so you need to clearly stand out as the best choice your owners could ever make in a commercial real estate agent…

on Jun 14, 2022

The time that you spend successfully negotiating for your commercial real estate commission will probably represent the highest amount of money that you’ll ever get paid per hour within our industry…

on Jun 6, 2022

When you’ve been around the commercial real estate industry for more than 40 years, you ideally then clearly understand that our industry moves in cycles. And as much as we don’t ever want to believe that a hot market will ever slow down again, reality over the years has proven otherwise…

on May 30, 2022

During this video interview, Jim Gillespie discusses how to engage in a solid commercial real estate prospecting call, including telling you what to say to the receptionist, to the decision maker, and how to leave more powerful voicemail messages, that will compel more decision makers to call you back.

on May 24, 2022

I have a coaching client who has done something very successfully over the years: When an owner is about to list their property and put it on the market with another brokerage company, my client has been very successful at getting the owner to exclude from the listing the buyers he’s already presented the property to, and sometimes even the buyers he still wants to present the property to also…