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 more
Scott LaMontagne of JLL has been a coaching client of mine, and he does a brilliant job of differentiating himself and standing out from all of the other brokers. While many brokers refuse to spend money on developing their own businesses, and continually refuse to do what will differentiate themselves and have them stand out from all of their competitors, Scott spends money, including having sent out more than 250,000 mailing pieces within a single year, and he knows how to make his entire team stand out from all of his competitors, too…read more
Whenever you’re trying to find the real decision maker within a company, and you sense that you’re talking to someone who isn’t the real decision maker, but you don’t want to insult them, a good question you can ask them is, “Who along with you will be making the decision on this?” This will help you to placate the person’s ego, make them feel that they’re being respected, and help you to then make the connection to the person who really will be making the ultimate decision.read more
Determining the 3 Key Activities That Will Generate More Commercial Real Estate Brokerage Income for You
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.read more
The most important component of commercial real estate agent prospecting is you getting it done! When you get your prospecting done under all circumstances no matter what, great things will begin happening for you in your commercial real estate brokerage business. You’ll begin locating more leads which will then lead to more transactions for you, and you’ll begin making more money. So make sure you’re scheduling your prospecting time in advance, and let nothing stand in the way of you getting it done. Once you begin doing this, I guarantee that within 90 days you’ll be absolutely thrilled with your...read more
Sometimes we need comedians to set us straight and explain things to us in simple terms. With this in mind, here’s a funny 90-second video from a British comedian where he simplifies Brexit for his UK audience, and we can tell by their laughter how much his explanation really resonates with them:read more
So many commercial agents have asked me over the years about the possibility of hiring a telemarketer to make prospecting calls for them. This video does a good job of telling you how to find the ideal telemarketer to get this done, and it includes some good resources for both locating the ideal person, and for making sure they’re properly prepared to make the calls for you. In addition, keep in mind that depending on the state you live in, the laws there, and what exactly you will be having the telemarketer say for you on the calls, you may need to hire someone who has their real estate license.read more
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…read more
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 back.read more
The Power of Utilizing Testimonials in Your Commercial Real Estate Agent Listing Presentation Packages
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…read more