The time that you spend successfully negotiating for your commercial real estate commission will probably represent the highest amount of money that you’ll get paid per hour within our industry. Most negotiations around the amount of your commercial real estate commission will take no more than about 2-5 minutes, but these negotiations can represent tens of thousands of additional dollars or more to you. With this in mind, the first thing that I recommend here is…
Read MoreWhen 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...
Read MoreOnce 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....
Read MoreWhen 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…
Read MoreWhen 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…
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