on Feb 18, 2019

Al Rose, who’s been a very prominent figure in commercial real estate brokerage in Los Angeles since the 1950s, passed away on Thursday, February 14th, and for those of us who knew him well, we know that we will never again meet someone quite like him within our industry. He combined wisdom, success, knowledge, expertise, even-mindedness, complete honesty, a great devotion to ethics, and a wonderful sense of humor, all in one man. I had the great pleasure of working for Al and along with him for many years, and I’ve never met anyone else quite like him within our industry. In an industry where we’re constantly dealing with massive egos, both in the clients that we’re representing and with the brokers themselves, Al always had his way of projecting calmness, professionalism, and certainty towards people within his transactions, and this would then usually have people align with his opinion on how they should then be moving forward. While other brokers will go for the hard close, oftentimes then alienating their clients and actually pushing them away from closing the deal, Al would be in his own unique way like a businessman-buddha, calmly presenting why this deal was really in the client’s best interest to move forward with, and doing so in a calm and rational manner, while being backed with his own aura of certainty and conviction…and then the client would oftentimes just “get it” and then finally move forward. Compare this instead with many brokers who try to come over the top and put pressure upon their clients, trying to manipulate them into moving forward, believing that the client won’t really detect what they’re trying to do. We all wish we could experience a salesperson selling us a product where we felt that they truly stood for protecting our own best interests at all times, and Al was a living embodiment of this principle. He had great long-term relationships with his people…clients who would never want to work with anyone else, because they knew that they could never find another broker quite like him. You’d think that more salespeople would understand the principle that Al always seemed to operate under, “Deliver great service to your people and always look out for their own best interests, then they’ll become your long-term clients, and then they’ll refer their friends and business associates to you also.” In addition, Al was a complete pleasure to work along with, and a great sounding board when seeking his expert opinion on how to best handle specific situations within brokerage. Keeping this in mind, decades ago he was awarded the distinction of being a Master of Industrial Brokerage by AIR CRE, the predominant association for commercial real estate brokers within Southern California, and that award has only been given out to less than 1% of all of the brokers who have ever been members of that fine organization. With Al’s passing, there’s now a void within our industry in terms of trying to find more people who are just like him, and for those of us who worked along with him and knew him well, we know that he’s someone who will never, ever be replaced within our own...

on Feb 5, 2019

Once you’ve identified an owner who will be listing their property in the weeks and months ahead, how do you differentiate yourself from all of the other brokers while you’re still waiting for the owner to get ready to list? During this 2-3 minute video I’ll show you how to stand out in the owner’s mind as the one expert consultant or advisor who has all of the answers for them.  

on Jan 29, 2019

When it’s time to ask your owners for an extension on your commercial real estate listings, they need to feel that you’ve been doing everything you can to move the listing, and that you’ve been doing everything you can to keep them informed on what’s going on. But if you’ve been dropping out all communication with them during the listing period instead, they’ll be likely to now list the property with one of your competitors, instead of extending the listing with...

on Jan 22, 2019

When an owner tries to renegotiate your commission right as they’re about to accept an offer, how you handle the situation will determine how much commission you’ll end up putting in your own pocket. During this 2-3 minute video I’ll tell you how to verbally reframe what the owner is asking you to do, to maximize the chances that you’ll walk away with more commission.  

on Jan 10, 2019

When you prospect continually in your commercial real estate brokerage business, you’ll develop more leads, you’ll make more money, and you’ll continually upgrade the quality of the clients you’ll be working with. In addition, because you’ll continually be finding newer and better leads to work on, you’ll be replacing your more marginal leads with these newer and better leads, and you’ll continually be increasing the average amount of commission you’ll be earning per transaction, too!...

on Dec 17, 2018

Here’s a recent 35-minute teleconference that I led titled “5 Key Activities to Explode Your Commercial Real Estate Business”. If you’re looking to kickstart your commercial real estate brokerage business, listen to this teleconference and start implementing some of the key ideas in it.

on Dec 3, 2018

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.  

on Nov 19, 2018

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.  

on Nov 5, 2018

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.  

on Oct 29, 2018

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.