How Many Times Should You Keep Calling Your Prospects?
Have you ever called a prospect a number of times, but they haven’t yet responded back to you, and so you find yourself wondering, “How many times should I keep calling this person?” This is a fairly normal question that brokers oftentimes ask themselves, and in keeping this in mind, here’s a solution that I’ve come up with that has worked very successfully for the brokers who I’ve had implement it…
read moreHow to Persuade Your Commercial Real Estate Clients
During this interview I’ll tell you about the misconceptions that agents can have about how they should treat their clients and prospects, and how these misconceptions can really drive more business away from you. In addition, I’ll tell you how to become the agent your people really want to experience, which will then lead to them referring even more new business to you. Then finally, I’ll tell you about two solid books that will help you to make the transition to become an even more powerful, successful...
read moreThe 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…
read morePowerfully Negotiating for Your Commercial Real Estate Commission
The time that you spend successfully negotiating for your commercial real estate commission will probably represent the highest amount of money that you’ll ever get paid per hour within our industry…
read moreHere’s Why an Economic Downturn Could Now Be Imminent
When you’ve been around the commercial real estate industry for more than 40 years, you ideally then clearly understand that our industry moves in cycles. And as much as we don’t ever want to believe that a hot market will ever slow down again, reality over the years has proven otherwise…
read moreHow to Prospect on the Telephone When You’re a Commercial Real Estate Agent
During this video interview, Jim Gillespie discusses how to engage in a solid commercial real estate prospecting call, including telling you what to say to the receptionist, to the decision maker, and how to leave more powerful voicemail messages, that will compel more decision makers to call you back.
read moreHow to Exclude Your Buyers from Another Broker’s Listing
I have a coaching client who has done something very successfully over the years: When an owner is about to list their property and put it on the market with another brokerage company, my client has been very successful at getting the owner to exclude from the listing the buyers he’s already presented the property to, and sometimes even the buyers he still wants to present the property to also…
read moreDo You Need to Be Aggressive as a Commercial Real Estate Salesperson?
But what does the term “aggressive” really mean within the context of truly being outstanding in sales? Because oftentimes it is misinterpreted by salespeople as meaning that they need to be pushy and forceful with people, and that can really just repel people away from working with you…
read moreHow to Schedule an Appointment During a Commercial Real Estate Prospecting Call
When 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…
read moreWhat Must You Do to Land More Commercial Real Estate Listings?
When it comes to getting more commercial real estate listings, there’s definitely the prospecting that will have you locate more owners who will want to list their properties, and then there’s what you do after you’ve already located the lead in attempting to move forward to get the listing…
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