on May 18, 2021

When it comes to excellence in commercial real estate brokerage, it would be difficult to find a better overall team than the Coppola Cheney team of Lee & Associates in Phoenix, Arizona. This team is a dominant force within the office market in their territory, they are highly driven, and they are constantly pushing the envelope when it comes to excellence. In addition, each broker who is a member of their team is responsible for attending 8-9 networking events every month, so this should tell you something about their dedication to building new relationships, and uncovering every single opportunity that exists for them within their market. Keeping this in mind, take a look at this video that they’ve produced to introduce people to their own team. It’s something good and straightforward, and it helps to set themselves apart from all of their other competitors within the market, because most brokerage teams would never take the time to do something like this, and it’s just one more activity that the Coppola Cheney team has done, that exudes total professionalism towards their clients and...

on May 10, 2021

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. With this in mind, utilizing testimonials in your presentation packages from people you’ve already successfully closed transactions with can definitely help you stand out, because people are used to hearing salespeople talk about how great they are, and why they are definitely the best. But reading 10-40 testimonials from your past clients, discussing how great their experience was in working with you, can get your owners to believe that they’ll have this exact same kind of experience with you when they hire you to list and market their property…

on Apr 27, 2021

There’s a financial scam that’s been going on for years now, and you may not fully know about it. It typically involves someone who is operating on their own as an investment advisor, apparently showing tremendous investment returns for their clients…

on Apr 20, 2021

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 Apr 20, 2021

A coaching client of mine came up with an interesting and creative way to find an assistant to help him in his commercial real estate brokerage business…

on Mar 30, 2021

When you’re not getting your commercial real estate prospecting calls done, don’t be deluded in terms of how much money this is costing you. Determine the value that every prospecting call represents to you in terms of the income that you’ll earn from it, then when you don’t get your calls done, determine how much money you’ve now cost yourself in income.

on Mar 22, 2021

Once you have good market knowledge and can talk to people intelligently about what’s going on in the marketplace, I believe your success in its simplest form in commercial real estate brokerage comes down to two main arenas: 1) Finding the prospects that you want to be working with, and 2) Getting these people to work with you exclusively. This presupposes that you have a good set of people skills and that people enjoy working with you, too. So if you’d like to begin generating more business, take a look at this video and determine which of these two arenas you need to begin focusing on....

on Mar 15, 2021

When you’re doing your prospecting, the sound of your voice is oftentimes the very first thing that people will ever experience when they’re interacting with you, as long as they’ve never met you before, and as long as you’re doing your prospecting on the telephone. So with this in mind, the sound of your voice is the very first thing that will oftentimes have your prospect feel whether they are in rapport with you…or not…

on Mar 9, 2021

When you’re talking with a prospect during a prospecting call, and you’ve determined that you would like to meet with them personally for the very first time, how you go about asking them for that appointment will have a lot to do with whether or not they’ll say “Yes” to you. So when you’re moving along within the conversation, getting closer towards the end of it, I recommend that you say something similar to the following to them…

on Mar 2, 2021

There’s a trend that’s been developing on social media, and it’s a trend that risks having you be perceived as being someone who is robotic, and someone who really doesn’t care about the people you’re trying to connect with. In fact, this trend now has me refusing to connect with many people who send me invitations to connect on LinkedIn…