Al Rose, who’s been a very prominent figure in commercial real estate brokerage in Los Angeles since the 1950s, passed away on Thursday, February 14th, and for those of us who knew him well, we know that we will never again meet someone quite like him within our industry. He combined wisdom, success, knowledge, expertise, even-mindedness, complete honesty, a great devotion to ethics, and a wonderful sense of humor, all in one man. I had the great pleasure of working for Al and along with him for many years, and I’ve never met anyone else quite like him within our industry. In an industry where we’re constantly dealing with massive egos, both in the clients that we’re representing and with the brokers themselves, Al always had his way of projecting calmness, professionalism, and certainty towards people within his transactions, and this would then usually have people align with his opinion on how they should then be moving forward. While other brokers will go for the hard close, oftentimes then alienating their clients and actually pushing them away from closing the deal, Al would be in his own unique way like a businessman-buddha, calmly presenting why this deal was really in the client’s best interest to move forward with, and doing so in a calm and rational manner, while being backed with his own aura of certainty and conviction…and then the client would oftentimes just “get it” and then finally move forward. Compare this instead with many brokers who try to come over the top and put pressure upon their clients, trying to manipulate them into moving forward, believing that the client won’t really detect what they’re trying to do. We all wish we could experience a salesperson selling us a product where we felt that they truly stood for protecting our own best interests at all times, and Al was a living embodiment of this principle. He had great long-term relationships with his people…clients who would never want to work with anyone else, because they knew that they could never find another broker quite like him. You’d think that more salespeople would understand the principle that Al always seemed to operate under, “Deliver great service to your people and...
Read MoreOnce you’ve identified an owner who will be listing their property in the weeks and months ahead, how do you differentiate yourself from all of the other brokers while you’re still waiting for the owner to get ready to list? During this 2-3 minute video I’ll show you how to stand out in the owner’s mind as the one expert consultant or advisor who has all of the answers for them....
Read MoreWhen it’s time to ask your owners for an extension on your commercial real estate listings, they need to feel that you’ve been doing everything you can to move the listing, and that you’ve been doing everything you can to keep them informed on what’s going on. But if you’ve been dropping out all communication with them during the listing period instead, they’ll be likely to now list the property with one of your competitors, instead of extending the listing with...
Read MoreWhen an owner tries to renegotiate your commission right as they’re about to accept an offer, how you handle the situation will determine how much commission you’ll end up putting in your own pocket. During this 2-3 minute video I’ll tell you how to verbally reframe what the owner is asking you to do, to maximize the chances that you’ll walk away with more commission....
Read MoreWhen you prospect continually in your commercial real estate brokerage business, you’ll develop more leads, you’ll make more money, and you’ll continually upgrade the quality of the clients you’ll be working with. In addition, because you’ll continually be finding newer and better leads to work on, you’ll be replacing your more marginal leads with these newer and better leads, and you’ll continually be increasing the average amount of commission you’ll be earning per transaction, too!...
Read MoreHere’s a recent 35-minute teleconference that I led titled “5 Key Activities to Explode Your Commercial Real Estate Business”. If you’re looking to kickstart your commercial real estate brokerage business, listen to this teleconference and start implementing some of the key ideas in...
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