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. With this in mind, utilizing testimonials in your presentation packages from people you’ve already successfully closed transactions with can definitely help you stand out, because people are used to hearing salespeople talk about how great they are, and why they are definitely the best. But reading 10-40 testimonials from your past clients, discussing how great their experience was in working with you, can get your owners to believe that they’ll have this exact same kind of experience with you when they hire you to list and market their property…Read More
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…Read More
Over the years, very little has been done on a large scale to transform the lives and the income of commercial real estate brokers. But in 1979, Bill Lee had a vision, and he asked himself the following kinds of questions:
- 1) Since brokers are the ones generating all of the income for commercial real estate brokerage companies, why should they be giving away so much of their money to the company and to outside shareholders?
- 2) Why is it that brokers need to be paying for big salaries and for the overhead of executives located in smoked-glass office towers hundreds or even thousands of miles away, when the brokers can’t quite understand what these people are even doing to help them to make more money?
- 3) Can we develop a commercial real estate brokerage company with a prominent national presence, where the profits would go directly back into the pockets of the brokers themselves, and the management and the running of the day-to-day operations of the business would take place 100% at the local level of the individual brokerage office, without needing to follow the mandates of executives who are often located many miles away?
With this in mind, Bill Lee moved forward with his vision, he created the Lee & Associates brand, and the resulting growth of his vision has been quite astounding…Read More
One of the situations that you definitely want to avoid when making listing presentations, is making a presentation when you have zero or very little chance of landing the listing. This can happen when the decision maker has already determined who they’ll be listing with, but they just want to receive some additional listing presentations for their own due diligence. In addition, within the corporate environment, the person may be told by their boss that they should receive 3-4 listing presentations in total along with the broker presentation packages, even though the broker who will get the listing has already been determined by the company.
So with this in mind, here is a question that I recommend you ask an owner whenever they’re inviting you to make a listing presentation to them…Read More
If you know someone with Type II diabetes or high blood glucose levels, I strongly recommend the book titled, “The Diabetes Code” by Dr. Jason Fung. I got a top broker in our industry to read it and then they were able to quickly stop taking their four daily injections of insulin, and now the broker tells me that their blood glucose levels are lower than they were when the broker was taking their daily insulin injections!
In the book Dr. Fung explodes the myth around how diabetes is treated, showing us that insulin and drugs merely move the glucose out of the blood and into the vital organs, where it then does substantial damage. But his recommendations on diet and what to do along with the diet, is showing many people how to get off of insulin and drugs, and lower their blood glucose levels to safe levels naturally…Read More
We’re now getting into March, and if you haven’t been getting your ideal amount of prospecting done so far this year in January and February, you’re now risking not having the kind of year you really want to be having in your brokerage business. The amount of prospecting that you get done week-to-week will determine the amount of solid leads you’ll be working on during the rest of the year, so if you haven’t been getting your prospecting done, now is the time to get back on track!…Read More