Today it appears as if most of us keep track of everything electronically. Maybe you have ACT and utilize the feature that reminds you of things you need to tend to at a future date via an alarm system. I think Outlook has an almost identical option and so do most other similar programs. We think this acts as a tickler file system and for a select few it does. It can do a decent job of keeping us accountable to calls and contacts that need to happen; but, for the majority of us nothing can replace the good old-fashioned tickler file system for paperwork, bills, and projects.

The importance of using a tickler file is to keep track of things that need to happen in the future. People who need contacting, leases up for renewal, properties ready to sell and so on.

Why bother?

Again, tickler files are for items you want to be reminded of in the future. The files are designed to “tickle” your memory and keep track of details you don’t want to think of or have on your desk.

Of course it is important to not only create this system but you must actually use it!

Here’s how:

1. Get yourself a file cart (on wheels) and while you’re at it purchase some of those hanging folders too – have fun, use colors.
2. Get a bunch of manila (or colored) file folder:
   • Make labels for each year (feel free to go as far into the future as you’d like – 10 years is ideal).
   • Make labels for each month in the year.
   • Make labels for each week in the month (optional step).
   • Make labels for each day of the month (1-31).
3. The yearly file folders are for everything to occur or be followed up on in some year in the future. Same for the monthly folders. The daily file folders are for projects to be done on a certain day.
4. Now, the fun begins. Estimate the response date for every piece of paper you need to follow up on. Drop the paper (or document or to do) in the folder labeled with the date, month or year assigned.
5. Each morning, pull the proper folder and handle the day’s follow-ups. In certain cases you may need to move the to-do into a new folder.
6. At the beginning of each month (and year), distribute that month’s follow-ups into specific-day folders.
7. Things you might not think of to put in your tickler:
   • Phone calls you will need to make
   • Errands
   • Requests you need to fulfill
   • Assignments needing completion
   • Things you need to delegate
   • Invitations

A great tickler file will keep you organized and way ahead of the competition, start yours today!

Today’s commercial real estate professionals are eager for new clients. 2011 has been a challenge for many and yet outstanding for a few. What contributes to this disparity? Well a great many things: skills, habits, experience, geographic location, a staff to help, energy levels and so on. I didn’t include time because we all have the same amount of that! Plus, the bottom line is most of you won’t take the time required to do what’s most important for ultimate success and that’s research.

Why research? Because that’s the only way one can access the information you really need. Information like companies expanding, landlords in desperate need of your service, and the most important thing – the contact! Who to contact and the contacts vital statistics, such as email and phone number, are getting harder and harder to find and yet are more available then ever before (an oxymoron?).

I recently Googled “retailers expanding” and wound up with access to a list of just about every single national and regional retailer and their 2011 expansion plans – a small goldmine for any retail broker! The information I access on the internet just by spending a little bit of time each day is astounding (and has been extremely profitable).

If you spend just 30-minutes a day on research everyday between now and January 1st, what difference do you think it will make? How about a hundred new prospects? How about knowing who the decision maker is for those 100 prospects? How about the renewed energy you’ll get because you know so much more then you did just yesterday? The possibilities are endless.

If you stop and think about Top Producers you’ll probably agree they are walking information databases; how did they get there? Hmm . . . now there’s something to ponder!

With the New Year approaching quickly I suspect many of you are asking yourselves how you can boost your 2010 commissions. With all of the opportunity we keep hearing will be available to us in the coming year, how can you be certain you get your share? Keep reading…

1. Canvass – Get out and see the people, see the property in 2010.
2. Call — Call your past clients. How often do you make contact with an old client? Chances are never. What are you waiting for? Past clients are the best source for new business!
3. Cluster – Cluster like activities together. For example, return and initiate phone calls twice a day in one block of time without interruptions. Pick two or three afternoons a week and have multiple meetings in each. You’ll get more done in less time.
4. Commit – Commit to being consistent. This is key. Choose 3 money making actions steps you are committed to taking daily – then take them
5. Challenge – Challenge yourself to be better in 2010. But first, identify what that means to you and your business. Then, just do it!

Don’t forget Einstein’s definition of insanity – “The definition of insanity is doing the same things over and over and expecting a different result”. If the action you took in 2009 wasn’t working for you – change it. What will you do differently in 2010?

NEWSFLASH: IF YOU DON’T HAVE A GOOD SET OF MARKETING STRATEGIES THAT YOU KNOW HOW TO IMPLEMENT YOU WILL NEVER HAVE A PIPELINE FULL OF CLIENTS!!!

September is a great month to tackle your pipeline. I love September, it always feels like a fresh beginning; probably a feeling left over from school days. Vacations are over. My kids are safely tucked away in their respective activities and my energy always surges. Do you feel the same?

Would you like to bring a new dimension to your business? I think in business our year to year should be September to August. We can’t start making goals in January; we need to make them NOW. We can tweak them after the first of the year – we just take a break for the holidays and jump right back in to the thick of things so our business doesn’t take a holiday as well.

Do you feel the same about back to business once Labor Day is behind you? Would you like to jumpstart your marketing program, fill your pipeline and guarantee yourself a few more commissions before year-end? THIS CAN ONLY BE ACCOMPLISHED IF YOU KNOW HOW TO GET YOUR MARKETING MESSAGE OUT THERE!

Join me beginning Monday September 20, 2010 where I will deliver to you each day for 30 days 1 fresh new 2010 marketing strategy.

Marketing is telling people what you do …over and over. There are many ways of telling people—in person, in writing, through the media, by phone—but you have to tell them. You can’t just wait for the phone to start ringing. You have to tell them over and over using multiple marketing mediums.

Each day you will receive:

• A marketing strategy delivered to you via email.

• A short video (2-10 minutes)

• A PDF file including step-by step instructions when appropriate.

Click here to see the specific 30 Day Strategies we’ll be covering!

The idea is to determine which marketing strategies resonate with you and can be easily implemented resulting in MORE CLIENTS!!!

Implementation and consistency are key and it will be important for you to choose only those strategies that you determine will result in success for your business.

By receiving these emails daily you will be able to build a reference library of videos and PDF’s for viewing periodically as you move forward with these strategies.

So, not only will you be able to listen at your convenience, you will be able to listen over and over until it is no longer necessary and just part of your routine.

Click Here To Register

If you’re wondering what the marketing strategies are, let me tell you. You will receive a combination of online, offline and a handful of the good old basics. Each strategy will be a stand-alone unit that can be implemented by itself and have the ability to produce results. I will provide you with a toolbox of tried and true strategies that will guarantee success if implemented on a consistent basis.

This program is a no-brainer at just $97 for the entire “30 Days/30 -2010 Marketing Strategies” program. Implementing just one ought to make it worth your while.

I want you to understand that with your investment you will receive handouts for each daily strategy and a short video. In addition there will be a Q & A webinar on October 13, 2010 at 1:00 PM EST (N.Y. time).

Click here to register now!

My Personal “Make-You-Happy” Guarantee!

I need to know this program is going to work for you. So you can test-drive the first two marketing strategies for this course and if you’re not 100% thrilled I want to send your money back. If you’re not happy, then I’m not happy.

So, if for any reason the “30 Days/30-2010 Marketing Strategies” course doesn’t meet your expectations, just email or call me to cancel before the start of the 3rd email. No reason needed. And that’s my promise.

Click on the secure order link below, and learn all the marketing strategies you need in just 30 days!

All videos and handouts will be in your mailbox daily. They will be available starting Monday September 13, 2010. HURRY and you can begin implementing the marketing strategies that will result in more commissions.

CLICK HERE TO REGISTER NOW

One Payment of $97

Don’t delay – “30 Days/30 2010–Marketing Strategies” begins September 20, 2010. Don’t let the competition get a head start!

It’s 2010 – Do you know where your customers and clients are “shopping” for their goods and services?

Fact: People are shopping and learning in a whole new way as compared to just a few years ago and I bet you don’t even realize it – most don’t. Bottom line – you need to adapt or risk extinction. But How?

Fact: People now use the Internet to shop for goods and services as well as to gather information. But the real question is specifically where are they going and how are they using the Internet for this?

Let me explain:

1. First, people shop and gather information via the Internet using search engines such as Google, Yahoo and others. The average information seeker conducts dozens of searches each day.

2. Secondly, Blogs are quickly becoming a primary source for gathering information and evaluating services. With over 100 million blogs (and growing daily) you can just imagine. Virtually every industry and consumer niche you can think of has representation; many quite good. Be warned, your target audience is no longer just reading the trade publications and asking for referrals, and instead is searching Google and subscribing to pertinent blogs.

3. Thirdly and finally, people learn/shop in the social media arena. Social media sites such as Twitter, Facebook, StumbleUpon, LinkedIn, Digg, YouTube and others. These sites are quickly becoming mainstream, don’t get left behind!

To be successful, start generating leads the 2010 way – have a strong online presence. You won’t regret it! If this is all foreign to you, pick one strategy and learn it before moving on to the next. Before you know it you’ll wake up one day and know where your customers are once again.

It’s a jungle out there. You are all surrounded by the enemy vying for the same bounty. The enemy is trying to steal your business or better yet, make sure no new business comes your way. These enemies are disguised as other real estate professionals, the very ones who greet you at conventions with a smile and ask about business. They stand waiting for you to get turned down for business and then swoop down for the kill.

These enemies thrive on competition. These guys are out to get you and get you good. But there is good news – by implementing a dynamic marketing program, you can beat your enemies at their own game! All you need is a solid marketing program consisting of approximately 10 of the Marketing Weapons listed below (part 2 and 3 of the list will appear in the next few weeks).

Just make yourself a marketing calendar (a marketing calendar is simply a document that lists your marketing weapons and shows when and how often they will be implemented) through the end of 2010. Make sure this marketing calendar lists your marketing weapons, the action step(s) required for each one, date(s) when each will happen, as well as a place to record the results. You need to record as you’ll soon learn which weapons work, the ones you’ll keep.

The 27 Marketing Weapons – Part 1:

1. Competitive Advantage: Make sure you’ve got the competitive advantage within your target market. Be professional, referable, and provide outrageously good service. This is a good example of a daily marketing weapon.

2. Have a prospect List: Have a prospect list, keep it updated, and review it daily.

3. Follow-Up: Believe it or not follow-up is a marketing weapon because 90% of commercial real estate professionals stink at it! The best way to make sure your follow-up is working for you is to review your potential deals, deals in progress and deals under contract daily – determine what action steps are needed, make a list and then block out 1 hour of your time when you will not allow yourself to be interrupted and go for it. And, don’t forget all of those things you’ve promised people you’d do. There are many other ways to create a follow up system – call me if you’d like to explore this.

4. Get an 800#: This number is easy to get, and you only pay when someone calls you. You can use it for pre-recorded messages. This is an easy way for anyone to contact you, a way to get some business from Canada (it is costly to call Canada and some people therefore don’t), and it gives you a very professional image.

5. Website and Online Presence: This one’s easy. Get a website (better yet, a blog) and make it work for you. Then you can send prospects to your site for more information about you. And, while you’re at it, give away a free report in exchange for capturing their name and email address and possibly even content information.

6. Make an Audio CD Interview: This is cool. Go out and buy yourself a digital recorder (I recommend the Olympus DS-2, because you can download the recording directly to your computer and make CD’s from there), have a colleague get on a phone call with you and interview you about business. Have a list of questions prepared in advance so there are no surprises. You can then send a CD made from the recording to prospects or better yet, post it on line. This will give a taste for what you’re all about. Be sure to capture the “benefits” a client receives when working with you.

7. Host a breakfast: Send invitations to 6 of your favorite prospects and invite them all out to breakfast. Don’t be concerned with having them all together at the same time, promote this as a way to meet new people and network – even call it a networking breakfast! Before they leave, in addition to thanking each person individually for coming, give something of value (a copy of your favorite book, a gift card to Starbucks, anything). This is a great tool for a monthly or quarterly marketing weapon.

8. Postcards: Start a monthly campaign. It takes 7 to 9 times for a prospect to see your name before they will pick up the phone and call you. Remember, people do business with those they like, know, and trust. This builds trust and makes the prospect feel like they know you.

9. Speak at Conferences: For those who like to speak, this is a great way to quickly gain credibility. Just think of the times when you attend a conference and hear people speak, don’t you automatically view them as an expert? Speak on subjects you are comfortable with, that way it will be effortless.

Next issue, in Part 2, I will give you 9 more Marketing Weapons. But don’t wait until they are all published, start today! Good luck and remember: “The difference between very successful people and everyone else is basic, the very successful simply take more action steps!” So get into action now. Today!

Why Action is Important – 12 Steps for Success

“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 first?

It’s my experience those who don’t sit on opportunities make more money – period!
I know I personally have experienced both things and it’s no fun. And what’s most frustrating is it’s avoidable.

Follow these 12 steps; stay in action and you’ll never lose a deal again:

1. Have a “Positive Mental Attitude” (first coined by W. Clement Stone)
2. Believe you can achieve
3. Create a productive environment for yourself and your business
4. Learn something every day
5. Plan daily
6. Be a resource (If you don’t have the answer, get it)
7. Seize every opportunity
8. Take responsibility
9. TAKE ACTION DAILY; FOLLOW-UP ALWAYS
10. Be willing to make mistakes
11. Take risks
12. Keep focused (keep your eyes on the prize)

To make this 12-step system perfect – take one step each month and make it a habit!

By: Robert Knakal

Is the Investment Sales Market in a Mini-Bubble?

The investment sales market has been steadily improving over the last few quarters, as fundamentals begin to improve and economic recovery, while sluggish, is upon us. With regard to fundamentals, we have seen rent concessions evaporating and occupancy rates improving. The economy is moving in a generally positive direction but is having difficulty finding momentum as employment growth is well below expectation and last week it was reported that consumer spending experienced a decline of 1.2% in May, the first drop since September of 2009. While the investment sales sector appears healthy, the future of the market, however, is uncertain as market indicators are presently difficult to interpret. These conditions beg the question: Are we in another bubble at the bottom of a cycle?

Today, nothing is impacting the investment sales market more than the supply / demand relationship. Real estate markets are always dependant upon the supply / demand dynamic, however; it appears to be impacting the market more acutely now than we have seen in the past. Presently, there is excessive demand met by a relatively weak supply of available properties for sale.

Demand drivers are active from every segment of the purchasing arena. When we first started to tangibly feel the impact of the credit crisis in the summer of 2007, the institutional capital, which drove up value in the bubble inflating years of 2005 -2007, all but evaporated from the marketplace. The overwhelming majority of investment properties that Massey Knakal closed from mid-2007 until recently have been purchased by with high-net-worth individuals and families that have been investing in the market for decades. Recently, we have seen a reemergence of institutional capital as these investors have formed distressed asset buying funds and opportunity funds to take advantage of perceived opportunities in today’s market. Add to this the significant numbers of foreign investors and we have a demand side of the equation that is overwhelming.

On the supply side, we have seen historically low levels of properties for sale. Typically, the supply of available properties is fed by discretionary sellers who decide it’s time to sell. Typically, when values decrease, as happened beginning in 2008, discretionary sellers withdraw from the market. As this occurs, normally distressed sellers will emerge to fill the void left by the withdraw of discretionary sellers. In this cycle however, this has not occurred. Everything that has happened from a regulatory perspective has provided distressed sellers the ability to avoid dealing with their problems if they choose to.

The result is a very low supply of available properties to satisfy the excessive demand that exist in the marketplace. Due to these conditions, properties are selling for more than fundamental economics would dictate they should be selling for. Consequently, the “great opportunities” and “great deals” that were expected at the onset of this credit crisis have simply not emerged.

The supply of available properties is, however, increasing. We have seen a tangible increase in distressed assets coming to market and these distressed sellers are being joined by discretionary sellers who are, once again, coming back into the market. They have been waiting for a while to implement sell decisions and they simply are not willing to wait any longer to pull the trigger. Some of our clients are selling today because of the looming increases in capital gains taxes next year. Others are selling because of the likelihood that “carried interest taxes” will increase next year from the capital gains rate to the ordinary income rate.

The opinion that discretionary sellers are returning to the market is supported by the fact that we have seen a palpable resurgence of 1031 exchange transactions. We know that these are the result of discretionary sales as distressed transactions rarely have any residual equity which could be reinvested utilizing the 1031 mechanism.

Given this increase supply and the excessive demand that exists, we expect investment sales volume in 2010 to increase by at least 40 percent over 2009 levels. Granted, we are coming off anemic levels last year, but a significant increase in activity will be well received by market participants. In a couple of weeks we will be releasing our first-half 2010 statistics which will be a good indicator of how the year is progressing and should tell us something about what we can expect for the balance of 2010 in terms of volume.

With regard to value, as stated earlier, prices are increasing to levels above what economic fundamentals would dictate. It is almost as if the market is experiencing a mini-bubble at the low point in the cycle. Cap rates have remained at low levels after expanding significantly in 2009 and, remarkably, note sale recoveries have been extraordinarily high relative to collateral value. These conditions seem extremely positive today but, “Where we are headed?” is the bigger question.

Last month’s disappointing employment data has showed that employers are still leery about making commitments to new employees given the uncertainly surrounding the economic recovery and the vast array of tax obligations that are likely to increase substantially in the near term. Consumer spending and consumer confidence remains weak and GDP growth is challenged. Economists are, in increasing numbers, predicting a higher likelihood of a double dip recession.

We anticipate that the investment sales market, for the balance of 2010, will be very healthy as current dynamics continue. However, moving forward there are things to be concerned about. The deleveraging process, which is already in full swing, has a long way to go before all of the properties in negative equity positions are recycled or resuscitated. The 2006 and 2007 vintage loans, which are in the most distressed positions, don’t mature until 2011 and 2012 and are often being kept alive by advantageous loan terms such as interest only periods, interest reserves or are floating over LIBOR which remains at miniscule levels.

The anticipation that interest rates will rise, and rise dramatically, is still looming over the marketplace as well. Interest rate increases will have significant negative implications for the investment sales market and it is only a question of when, not if, these increases will occur.

With regard to supply, a regulatory change impacting the ability of lenders to hold loans on their balance sheets at par, even when they know the collateral is worth significantly less, could lead to significant increases in supply, exerting significant downward pressure on value.

Lastly, the expectations of increases in taxes of all kinds creates significant trepidation on behalf of participants in the marketplace. Capital gains taxes will increase from 15 percent to 20 percent when the Bush tax cuts sunset as they are expected to at the end of the year. Obamacare will add to this capital gains increase and personal taxes on federal state and local levels are sure to rise as politicians across the country demonstrate an inability to effectively cut spending. This is the case in all that but a couple of states which have seen shifts in policy recently.

Therefore, it is easy to understand how bearish participants are using this opportunity to sell and take advantage of the extraordinary supply / demand imbalances, very low interest rates and a, currently, friendly tax environment.

Mr. Knakal is the Chairman and Founding Partner of Massey Knakal Realty Services in New York City and has brokered the sale of over 1,075 properties in his career having a market value in excess of $6.4 billion.

6 Easy Steps to Setup Your Facebook Fan Page Today

Social Media sites such as Twitter, Facebook, LinkedIn, Digg, YouTube and others are quickly becoming mainstream. And now we have to add Facebook Fan Pages as well. A Facebook Fan Page is a great way for you to promote your business and services.
Do you want a Facebook Fan Page but don’t know how? Well guess what? Below are 6 easy steps:
STEP 1 – Login to Facebook
• Login using your personal account (even if you rarely use it)
• Go to www.facebook.com
• Enter username and password
• If you don’t have a Facebook account, proceed with the setup of a Facebook fan page
STEP 2 – Go to the Advertising Section
• Once you have logged in, scroll down to the very bottom of the page and click on the “Advertising” link (bottom right)
• Select the “Pages” option from the toolbar at the top of the page (you will see a small flag icon next to it)
• Click on the green button that says “Create a Page”
• You will now be re-directed to the page that will allow you to begin
STEP 3 – Create Your Page
• Designate your category (you’ll probably use “Local Business”)
• Depending upon your choice an additional drop down menu will appear – choose the most relevant – probably real estate or professional service
• Enter your page name
• Enter your page name in the box designated for “Page Name”
• This will become your Fan Page Name
• Confirm you have authority to create
• Click “Create page”
STEP 4 – Design Your Page
• Now you will need to add photos and information so that visitors will want to visit you. Think of this like you would if you were creating an attractive storefront
• Upload a profile picture (select this option at the top of the page)
• Choose a picture that represents your service or business
• Add information about your service or business with the “Add information to this Page” link underneath the profile page. Include:
o Website
o Contact information
o Other important information
• Make your page dynamic by adding applications
STEP 5 – Publish Your Page
• Now the fun part – take your Fan Page live by clicking the “Publish this Page” link
• Become a fan of your Fan Page from your personal page
• Stay active with your Fan Page by doing things that will attract Fans – In otherwords – ADD VALUE!
STEP 6 – Maintain a Good Fan Page
• You will have to keep your Page interesting by:
• Posting valuable articles
• News clippings
• Videos
• Information about your business
• Free offers
• Contests
• Anything that will keep your fans interested
Good luck with your new Facebook Fan Page – stick with it and you will begin to see results!
If you’d like to learn more about how to effectively use social media for building your commercial real estate business stay tuned – I am going to offer a Five – Part Webinar course on the subject! Email me if you’d like to know more immediately – cindy@cindyspivack.com or call me at 847-562-0030.

Fifteen Ways to Contact a Prospect

With over 27 million small businesses in the US there are at least a handful of clients just waiting for you! Not sure what’s the best way to contact them? No worries, below are fifteen ideas, keep reading…
1. E-Mail – Send an email to 100 prospects introducing yourself
2. Office Voice Mail – Leave a voicemail letting the recipient know you have area comps they’d be interested in
3. Cell Phone – How about a “text” message
4. Social Media (Facebook, Twitter are two) – Social Media is the HOTTEST new way to prospect
5. Blog/Website – Have great content that your prospects can profit from; learn how to get your website/Blog on page 1 of google
6. Newsletter – Again, content is king. Pass along great tidbits of information; include a request for business as well
7. Internal Company Advocates – Get referrals from with the organization (hint: ask); let them know why you’re the “go to broker”
8. Snail Mail (Letter Or Direct Mail) – The good old US post office still works wonders
9. In Person – Nothing beats a face-to-face meeting when it comes to getting the business
10. Fax – Send a fax if you’d like to get someone’s attention – this really works
11. Networking/Social Function – Get out and see the people (and get seen)
12. Another Vendor/Salesperson – Again, referrals can be a great source of business, just remember to give more then you get
13. Trade Shows/Industry Functions – If you work these shows with one goal and one goal only – New Business – you’ll succeed.
14. References – Become the “go to broker” in town, be the best reference source around
15. Concierge – Get to know the concierges around town, they are viewed as valuable resources when it comes to information; ask them to refer you

What are you waiting for – try a few of the above strategies today, right now!