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When you're a broker who's about to successfully negotiate a deal with a buyer or a tenant for your owner, sometimes the owner will turn to you and tell you that they want you to reduce your commission...
When you're a broker who is going after a listing, and you're competing against other brokers to get it, you need to find a way to differentiate yourself within the owner's mind, so you stand out as being the best broker they could ever want to give the listing to...
Here's a free 16-minute podcast you can listen to where an expert will tell you how to produce better results on social media.
Recently I had a call with a coaching client, who told me there was a man she wanted to set an initial appointment with, who was very busy, very successful, and he owned 25 shopping centers. So she asked me for some ideas on how to approach him for an appointment, to maximize the probability that he would accept her invitation...
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...
In today's world, with so many things constantly vying for our attention in our Inbox, it's important that your Email gets both noticed and opened...
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...