What you must understand is that it takes somebody seeing your name 5-9 times before they feel like they know you. People buy from those they KNOW, LIKE, and TRUST. This bears repeating: people buy from those THEY KNOW, LIKE and TRUST! Amazingly, when you set out to implement a multi-step marketing campaign, known as [...]

Try turbo charging your marketing with a monthly newsletter and watch your sales increase magically. Just remember, consistency is the key – once or twice each month is suggested. Below are 10.5 reasons why you should publish a newsletter: 1. People buy from those they know, like, and trust. Publishing a newsletter allows your readers [...]

Lately several commercial real estate professionals have been talking about getting or improving upon their own personal website. Folks, if you don’t have one — get one! This is not just a wave of the future, it’s the here and now. Once you make the decision to move forward with a website you will need [...]

Martin Fridson, in his study of billionaires concluded there are 3 inherent traits billionaires all share. They are: inner determination, fundamental optimism, and the fundamental inability to be satisfied. Now, let me tie each to the business of commercial real estate. INNER DETERMINATION I am currently reading a book, “The Ultimate Sales Machine”, by Chet [...]

You are responsible for your own success (or failure). Following the fundamental rules of commercial real estate selling success will lead to sales success faster than anything else. In part 3 of this article, I will reveal the final 13 rules. Here they are: Get the “Meeting” The goal of prospecting is to get new [...]

You are responsible for your own success (or failure). Following the fundamental rules of commercial real estate selling success will lead to sales success faster than anything else. In part 2 of this article, I will reveal the second 13 rules. Here they are: Features are OUT, Benefits are IN Get in the habit of [...]

“TIME KILLS ALL DEALS” and “MONEY LIKES SPEED” are two of my favorite sayings. And appropriately so because they tell the truth! Have you ever lost out on an opportunity with a potential client because your follow up was weak? How about the time you lost a deal because some other broker got to it [...]

There are 60 Traits that when mastered will allow you to have an incredibly strong Personal/Professional Foundation – I have picked 5 of my favorites to share with you. Possessing these will lead to more profit in less time – simply put. They are in no particular order: Strengths – Strengths and gifts are those [...]

Let’s face it, depending on where you live and work, which area you specialize in and what your current thought process is — some of you are having a tough time. On the other hand, some of us are experiencing a surge in our business like we’ve never seen before and have more business than [...]

“He who every morning plans the transaction of the day and follows out that plan, carries a thread that will guide him through the maze of the most busy life. But where no plan is laid, where the disposal of time is surrendered merely to the chance of incidence, chaos will soon reign.” Victor Hugo [...]