Posts by Jim Gillespie

on May 6, 2019

Let’s say you’ve got a situation where one of your commercial real estate clients or prospects has told you that they have a commercial real estate need, but they’re not responding back to your messages when you’re following-up with them. An owner, for example, may have told you that they want to sell their building, or a prospect may have told you that they’re interested in buying a building and expanding their business into it.

So you’ve left voicemail messages for them and/or have sent them Emails in following up on this, and they still haven’t been responding back to you.

So when this happens, you can then send them an Email saying something very similar to…

on Apr 30, 2019

When you’re leaving voicemail messages for the commercial real estate decision maker, you need to leave messages with sizzle in them that will compel the decision maker to want to call you back. During this video I’ll tell you how to leave voicemail messages that will maximize the chances that your decision maker will call you...

on Apr 22, 2019

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 8, 2019

If you’ve been struggling to get your prospecting done, here’s a simple tip to help make sure that you’re making more calls…

on Apr 1, 2019

Over the years, very little has been done on a large scale to transform the lives and the income of commercial real estate brokers. But in 1979, Bill Lee had a vision, and he asked himself the following kinds of questions:

• 1) Since brokers are the ones generating all of the income for commercial real estate brokerage companies, why should they be giving away so much of their money to the company and to outside shareholders?

• 2) Why is it that brokers need to be paying for big salaries and for the overhead of executives located in smoked-glass office towers hundreds or even thousands of miles away, when the brokers can’t quite understand what these people are even doing to help them to make more money?

• 3) Can we develop a commercial real estate brokerage company with a prominent national presence, where the profits would go directly back into the pockets of the brokers themselves, and the management and the running of the day-to-day operations of the business would take place 100% at the local level of the individual brokerage office, without needing to follow the mandates of executives who are often located many miles away?

With this in mind, Bill Lee moved forward with his vision, he created the Lee & Associates brand, and the resulting growth of his vision has been quite astounding…