Jim’s Blog
Here’s One Question You’ll Never Want to Ask Your Clients
The words you say to your clients and prospects will either direct them towards closing a transaction with you, or direct them away from doing so. So with this in mind, you need to be very careful of what you say to your people, because you can unconsciously be directing them away from your desired outcome...
Here’s One Important Question to Ask When You’re Doing Your Commercial Real Estate Prospecting
Several years ago I was interviewing a young broker on the subject of prospecting, and he told me the story of one question that he began asking during his prospecting calls, that quickly became an important, lucrative question for him to be asking...
How Much Research Should You Do Before Calling a Commercial Real Estate Prospect?
How much research should you do on your commercial real estate prospects before you finally pickup the phone and call them? Because there are some brokers I've encountered over the years, and they're oftentimes with the larger brokerage companies, who believe that they need to spend a significant amount of time researching and learning about a company or an organization, before they ever pick up the phone and call them...
How to Still Get Paid a Commission on a First Right of Refusal
So when you encounter an owner who is interested in selling, but they tell you that the tenant has the first right of refusal to purchase the building, I recommend that you say something like the following to the owner...
Here’s How to Close Deals During an Economic Downturn
Years ago I interviewed a woman who is a member of CCIM, and she told me what she had been doing during the last economic downturn that generated such tremendous income for her...
Could You Utilize a Transaction Coordinator in Your Commercial Real Estate Brokerage Business?
On the residential side of the real estate brokerage industry, there are people known as transaction coordinators who will work along with the agents on their sale transactions, and basically do most of the follow-up once the agreement to sell a home has been signed by both buyer and seller...
How to Eliminate Fake Commercial Real Estate Sellers
Here are two key questions to ask your sellers to determine whether they are for real, or whether they will be totally wasting your time.
Here Are Some Tips to Help You to Make More Commercial Real Estate Prospecting Calls
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...