Presentation Skills | Commercial Real Estate Training and Coaching

How to Schedule an Appointment During a Commercial Real Estate Prospecting Call

When you're talking with a prospect during a prospecting call, and you've determined that you would like to meet with them personally for the very first time, how you go about asking them for that appointment will have a lot to do with whether or not they'll say "Yes" to you. So when you're moving along within the conversation, getting closer towards the end of it, I recommend that you say something similar to the following to them...

Jim Gillespie2024-05-20T10:44:45-07:00Blog, Presentation Skills, Prospecting|

Do You Want To Land The Big Commercial Real Estate Listings?

So many times over the years I've been asked the question, "How can I begin landing the larger, more expensive commercial real estate listings?"

Jim Gillespie2024-03-19T14:29:55-07:00Blog, Getting More Listings, Presentation Skills|

Here’s A Mistake That People Are Making During Zoom Meetings

There's a simple mistake that I see people making during Zoom meetings, that I believe can alienate the people you're communicating with on the other end of the meeting, and if you're trying to build a relationship with someone that you hope will lead to eventually doing business with them, this mistake can be critical...

Jim Gillespie2023-10-10T11:16:22-07:00Blog, Presentation Skills|

When You’re Selling A Property With A First Right Of Refusal

How can you make sure you still get paid a commission when an owner invites you to bring in an offer from a buyer to purchase the owner's property, but the owner tells you that the tenant has a first right of refusal to purchase the property?

Jim Gillespie2023-10-03T17:59:10-07:00Blog, Presentation Skills|

What To Say When An Owner Tries To Reduce Your Commission

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...

Jim Gillespie2023-08-28T09:53:42-07:00Blog, Presentation Skills|

These Are Two Powerful Questions You Can Ask Owners

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...

Jim Gillespie2023-08-15T08:31:58-07:00Blog, Getting More Listings, Presentation Skills|

How To Produce Better Results on Social Media

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.

Jim Gillespie2023-07-25T09:21:15-07:00Blog, Marketing, Presentation Skills|

Here’s An Approach That Can Help You To Schedule More Appointments

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...

Jim Gillespie2023-09-14T08:45:43-07:00Blog, Presentation Skills, Prospecting|

How to Make Sure That You’re Not Wasting Your Time Making Listing Presentations

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...

Jim Gillespie2023-02-07T18:02:54-08:00Getting More Listings, Presentation Skills|