Presentation Skills

Powerfully Negotiating for Your Commercial Real Estate Commission

on Jul 8, 2019

The time that you spend successfully negotiating for your commercial real estate commission will probably represent the highest amount of money that you’ll get paid per hour within our industry. Most negotiations around the amount of your commercial real estate commission will take no more than about 2-5 minutes, but these negotiations can represent tens of thousands of additional dollars or more to you. With this in mind, the first thing that I recommend here is…

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How to Beat Your Competitors to Get the Commercial Real Estate Listing

on Jul 1, 2019

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…

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How to Find the Real Commercial Real Estate Decision Maker

on Jun 25, 2019

Whenever you’re trying to find the real decision maker within a company, and you sense that you’re talking to someone who isn’t the real decision maker, but you don’t want to insult them, a good question you can ask them is, “Who along with you will be making the decision on this?” This will help you to placate the person’s ego, make them feel that they’re being respected, and help you to then make the connection to the person who really will be making the ultimate...

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How to Get Your Commercial Real Estate Clients and Prospects to Respond Back to You

on May 6, 2019

Let’s say you’ve got a situation where one of your commercial real estate clients or prospects has told you that they have a commercial real estate need, but they’re not responding back to your messages when you’re following-up with them. An owner, for example, may have told you that they want to sell their building, or a prospect may have told you that they’re interested in buying a building and expanding their business into it.

So you’ve left voicemail messages for them and/or have sent them Emails in following up on this, and they still haven’t been responding back to you.

So when this happens, you can then send them an Email saying something very similar to…

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Commercial Real Estate Agent Prospecting–Leaving Powerful Voicemail Messages

on Apr 30, 2019

When you’re leaving voicemail messages for the commercial real estate decision maker, you need to leave messages with sizzle in them that will compel the decision maker to want to call you back. During this video I’ll tell you how to leave voicemail messages that will maximize the chances that your decision maker will call you...

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