From America’s
Premier Commercial
Real Estate Coach℠
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“Commercial Real Estate Power Brokers”
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...
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...
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...
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...
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...
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...
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...
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:
The impact of the threat of the coronavirus has set a tone and a feeling within our nation that's been unprecedented since 9/11. However, right after 9/11 we were still free to walk around, go to events, visit shopping malls, and go to restaurants. So in my opinion, the ongoing fear, and the restrictions now set upon us, along with our ongoing concerns around the coronavirus are impacting us even more severely...
We're living in a highly politically-charged environment right now, and this can create tremendous opportunity for you. There are politicians who will propose things that can be very irritating to commercial real estate property owners, and you can become their champion by keeping these people informed, and fighting for their cause...