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My wife and I were recently in Las Vegas, and we were approached by someone who asked us if we'd be interested in attending a timeshare presentation. I wasn't really that interested in attending, but when we were told about the free bonuses we would receive for attending the presentation, my wife convinced me to go...
As a broker you ideally need to give your clients and prospects a compelling reason to choose you over your competitors, but with so many brokers looking similar to each other and making similar listing presentations, how do you differentiate yourself from all the rest of the pack? One way can be to host your own commercial real estate podcast, where you'll be giving your take on what's going on within your market, and creating a bond with your clients and prospects as being the one broker who's keeping them informed on important trends and subjects...
Scott LaMontagne of JLL has been a coaching client of mine, and he does a brilliant job of differentiating himself and standing out from all of the other brokers. While many brokers refuse to spend money on developing their own businesses, and continually refuse to do what will differentiate themselves and have them stand out from all of their competitors, Scott spends money, including having sent out more than 250,000 mailing pieces within a single year, and he knows how to make his entire team stand out from all of his competitors, too...
In addition, a good approach to ask people for their E-mail address can be by saying something similar to the following...
Sometimes once you've identified a prospect, you may have concerns about whether the person you're talking to is really the ultimate commercial real estate decision maker, or whether you need to really be talking to someone else instead. This can become a sensitive situation, as you don't want to insult the person you're already talking to, but at the same time, you really want to be talking to the ultimate person who will have the final say so on all commercial real estate decisions. Keeping this in mind, a question you can utilize in this situation, when you're talking to the person who you believe may not be the ultimate decision maker, is...
Sometimes, when you begin feeling overwhelmed, you'll recognize that you need an assistant working along with you in your commercial real estate brokerage business. But you may not be ready to hire a full-time assistant, and this is where hiring a Virtual Assistant can be of great help to you...
So many commercial agents have asked me over the years about the possibility of hiring a telemarketer to make prospecting calls for them. This video does a good job of telling you how to find the ideal telemarketer to get this done, and it includes some good resources for both locating the ideal person, and for making sure they're properly prepared to make the calls for you. In addition, keep in mind that depending on the state you live in, the laws there, and what exactly you will be having the telemarketer say for you on the calls, you may need to hire someone who has their real estate license.
Leave it to a solid, amazing, top-producing broker like Craig Coppola, SIOR, CCIM, CRE, to create a new software program for commercial real estate brokers named CREOneSource. This program helps brokers to track all of their deals that are currently in progress, and it helps to facilitate the ongoing communication between all parties to the transaction, the timely meeting of all of the deadlines, and the transmission of important documents for the deal, too...
Here's something simple you can do that will help to brand yourself in people's minds, have them see you as the market leader, and have them appreciate the valuable information that you'll be providing to them...