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.  

on Oct 23, 2018

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, and you’ll be replacing your more marginal leads with these newer and better leads, you’ll continually be increasing the average amount of commission you’ll be earning per transaction, too!...

on Oct 8, 2018

Developing great brokerage business for yourself often comes down to doing just several simple activities consistently. During this video I’ll help you determine the 3 key activities that will generate 65-80% of your brokerage income.  

on Oct 1, 2018

During this video I’ll tell you why, especially when you’re working with entrepreneurial owners, it can be very important to be the last broker to deliver your listing presentation to the owner.  

on Sep 24, 2018

Have you ever wondered why today’s reported rate of inflation seems so much lower than what we’re really experiencing when we buy things like food, gasoline, and other products and services? This is because the way that the index is calculated has been altered, removing important items like food and energy from the baseline calculation. So if food and energy have been removed from the baseline calculation of the CPI index, it’s easy to see why the reported inflation rate of approximately 2.4% grossly understates the real rate of inflation. Keeping this in mind, take a look at the Chapwood Index, which shows us the much more realistic figures for the real rate of inflation within major U.S. cities. This index shows us that over the past five years, the rate of inflation in ten major U.S. cities has really been between approximately 9-12% per year:...

on Sep 4, 2018

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 competitors.

on Aug 20, 2018

I was recently a guest on a teleconference hosted by a former U.S. Cabinet member, and my following notes from the teleconference indicate what I believe is now a huge trend that will dramatically impact our commercial real estate world globally. The Brookings Institution says that out of the next 1 billion people in the world who will elevate themselves up to become middle class, 88% of them will be Asian. Between 2015 and 2030, the number of Asian people in the middle class will have risen from 1.4 billion up to 3 billion people. By 2030, the total number of people in Asia in the middle class will be 10X the number of people in the middle class here in North America. In comparison, the number of people in the middle class in Europe and in North America is not expected to change much between now and 2030. Imagine what all of this will mean in terms of competing for worldwide resources! In addition, imagine what this will mean for the development, sale, and leasing of commercial properties worldwide! Where will be the key locations for owning commercial real estate within the Asian countries, and within the additional countries that will working to service this demand? In addition, by 2030, automation is expected to replace 236 million jobs in China, and 73 million jobs here in the U.S., indicating that major shifts will be coming our way within the workforce, and in the usage of commercial real estate right here in...

on Aug 6, 2018

Whenever you’re hosting a commercial real estate agent open house for one of your listings, here’s an idea that can both save you money and provide some sizzle for all of the brokers who will be attending your event.