Jim’s Blog

How Many Prospecting Calls Should You Be Making Right Now?

Posted by on 4:53 pm 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 11:51 am 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

Posted by on 2:47 pm in Presentation Skills, Prospecting | 0 comments

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 11:58 am 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 2:46 pm 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 4:11 pm 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 11:53 am 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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Here’s An Opportunity This Market Now Presents for Residential Real Estate Agents

Posted by on 1:12 pm in Blog | 0 comments

Commercial real estate has been my area of expertise for more than 40 years now, but if you have a spouse, a relative, or a friend who is a residential real estate agent, I have an idea that may now be helpful to them…

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How To Appropriately Market Yourself and Your Firm During a Global Crisis

Posted by on 2:11 pm in Presentation Skills, Prospecting | 0 comments

Everything is different right now because of what has been happening around the coronavirus, and with this in mind, this now requires you to approach your clients and prospects in a completely different manner…

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Top Commercial Real Estate Industry Leaders Speak Out About the Impact of the Coronavirus

Posted by on 11:19 am in Blog | 0 comments

I was invited to participate in a high-level industry teleconference, where leaders from the ownership, lending, and legal specialties within our industry were giving their experiences, observations, and recommendations around the impact that the coronavirus has been having on our industry.

These participants asked that their names not be disclosed to anyone outside of the live teleconference, and here is a summary of the major points that they discussed during the teleconference:

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