It happens every 10 years or so. Commercial real estate professionals (in particular Top Producers) are making amazing headway; and for some, commissions are rolling in faster then they can get to the bank. The ones earning top dollar believe it’s because they are that good, and a few are. But, then the bubble always bursts. The economy slows, the media begins selling doom and gloom and the possibility of a recession and then reality hits — we’re already in a recession! Subsequently, you’re caught off guard – again!

Panic has set in as the pipeline continues to dry up. Deals are going sideways (rapidly) and all kinds of rumors are flying around the industry like crazy. Questions are being asked and answers are??? Oh wait a second – we don’t know the answers do we?

So let me ask a question – what will commercial real estate professionals do to thrive during these times? Notice I said thrive and not just survive. The fact is some are doing just fine in the current marketplace. I interviewed a handful of Top Producers in the business and they unanimously had the following to say:

1. Change Your Story
   The economy is in the tank – that’s a fact. The story you make up about it and what it means to your success is what you will produce going forward. If you make up a story that because of the economy you can’t find business then you won’t. If you’re story says you can; then you will. SIMPLE!
    
2. Take Inventory of Your Clients
   Top Producers have a knack for staying in contact with past clients and when the going gets tough they realize it may be tough for past clients as well. They extend offers of help to past clients first. They consult, listen and learn how the economy is affecting their past client and find a way to deliver value.
    
3. Get Creative
   This one’s huge. Top Producers know if what they’re currently doing isn’t producing the results they’d like they’d better change their action steps and FAST. They spend time devising new and creative action steps to replace those not working. Let’s face it – we’re in new times and new times require new thinking! Top Producers know how to differentiate. They are masters at bringing solutions to the marketplace. They see opportunity where others see defeat.
    
4. Get Disciplined
   When the going gets tough the Top Producer gets even more disciplined. Lunch or drinks with “the gang” go by the wayside and gets replaced with becoming challenged with keeping the deal flow alive and moving forward. They hunker down and get serious. They shift into a new level of discipline and work ethic. And guess what? This is what produces results.
    
5. Avoid Negativity
   My clients who continue to be Top Producers told me they have no room for negativity. They don’t have time to listen to others talk about how bad it is or even how things may be starting to look up. They interact only with individuals who are positive and bring solutions. They focus their energy on the challenges at hand and have no time left over for negativity and “doom and gloom” conversations. They are generating results (commissions) despite economic adversity.

TOP PRODUCERS DON’T DROWN ON ECONOMIC CRISIS THEY BUILD A RAFT!

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