Jim’s Blog

Is It Time to Start Hosting Your Own Commercial Real Estate Podcast?

Posted by on in Getting More Listings, Marketing, Presentation Skills | 0 comments

As a broker you ideally need to give your clients and prospects a compelling reason to choose you over your competitors, but with so many brokers looking similar to each other and making similar listing presentations, how do you differentiate yourself from all the rest of the pack? One way can be to host your own commercial real estate podcast, where you’ll be giving your take on what’s going on within your market, and creating a bond with your clients and prospects as being the one broker who’s keeping them informed on important trends and subjects…

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How to Determine if Your Owner is a Serious Seller

Posted by on in Presentation Skills | 0 comments

Sometimes you’ll come across owners who will tell you that they don’t want to list their property, but then they’ll tell you, “Just bring me an offer.” So how do you know in these situations whether or not they’re really serious about selling?…

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Here’s a Brilliant Idea for the New Paradigm That We’re Living In

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There’s a company called Landing that’s now implemented a new idea that I believe is perfect for where our working world now seems to be headed. Since more and more people will be working remotely, Landing now owns fully-furnished apartments in 20 major U.S. cities, and for a membership fee of just $199.00 a year, you can freely move about the country to live in an apartment in any one of these cities by giving 30-days advance notice of your intention to do so…

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How Many Prospecting Calls Should You Be Making Right Now?

Posted by on in Prospecting | 0 comments

If you’ve gotten off track from making your calls, do you believe that you should be making maybe 20 calls a day right now? If not, how about making 10 calls a day, or if you’ve really gotten off track, how about beginning with getting just five prospecting calls a day done, for a total of just 25 calls per week?…

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How and When to Ask for Your Prospect’s E-mail Address

Posted by on in Presentation Skills, Prospecting | 0 comments

In addition, a good approach to ask people for their E-mail address can be by saying something similar to the following…

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What to Say When You’re Prospecting People on the Telephone Today

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When you’re prospecting people on the telephone today, you don’t want to dive right in and ignore the 800-pound gorilla that’s sitting right in the middle of the room. Everybody’s been impacted by COVID-19, and when you ignore this during your prospecting calls, and you go straight into asking an owner if they’re thinking of selling their building, you really risk sounding like an unconscious, uncaring broker…

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Here’s How One Commercial Broker Delivers an Exceptional Experience to His Clients!

Posted by on in Presentation Skills | 0 comments

When he closes a sale transaction with his people, sometimes he’ll set up a table right in front of the building, then bring along a bottle of champagne, two champagne glasses, and a saber sword, and then he’ll open the champagne bottle with the saber sword, pour the champagne into the glasses, and have the two principals drink a toast for having successfully completed the transaction together…

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Here’s How to Stand Out to Your Commercial Real Estate Clients and Prospects During Our Current Environment

Posted by on in Marketing, Presentation Skills | 0 comments

With everyone spending much more time at home these days, and not getting anywhere near the same amount of face-to-face time with their clients and prospects, you need to find new ways to stand out from your competitors, and here’s one idea that one of my coaching clients just implemented…

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Here’s How to Get Your Commercial Real Estate Owners to Sell Their Property

Posted by on in Presentation Skills | 0 comments

Normally it can be difficult to convince owners to sell their property when they have no real underlying reason to do so, but we’re living in a very unique time right now. We not only have the coronavirus happening, but it also appears that we are now moving into an economic downturn, and asking one simple question of property owners can help you to motivate a certain percentage of them to list their property for sale right now, and put it on the market…

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Here’s an Audio Interview Featuring Two of the Best Commercial Real Estate Brokers in the Business!

Posted by on in Presentation Skills, Prospecting | 0 comments

Recently I sat down with Craig Coppola, SIOR, CCIM, and Mike Spears, SIOR, CCIM, and we had a discussion on “How to Excel in Commercial Real Estate Brokerage During These Challenging Times”. In addition, you can download and listen to this audio interview for free…

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