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 [...]

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 [...]

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 [...]

“Formal education will make you a living, self-education will make you a fortune.” -Jim Rohn- What if you graduated college, entered the workforce, and never learned anything new? Would this affect the amount of money you earn? Of course! And yet, most commercial real estate professionals plow through their days, weeks, months and even years [...]

Let’s face it; commercial real estate professionals need every advantage they can get today! I spend considerable time and effort researching and learning what’s new in the marketplace so I can pass the information along to you. I recently came across a couple of tools that may appeal to you and clearly can help accelerate [...]

I decided to humor myself this week and draft what might be your top eleven New Years resolutions for 2009. They are: I promise to actually market in 2009 — beyond just sticking a sign in the ground. I am committed to creating and sticking with a “2009 Marketing Schedule”. I will return every single [...]

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 [...]

Nearly every commercial real estate professional I know hates cold calling! Well, not everyone, there are a few out there who not only love it but who do it really well. But for the rest of us, there’s a better way. If you’re ready to do more business in less time, work smarter, not harder, [...]

“Marketing” is one of the hot buzzwords of the decade. Brokers do it, property owners expect it, and yet no one has uncovered the “magic marketing formula.” While I can’t profess to know the magic marketing formula (or maybe it’s a future article!), I do know what not to do. I know what a deadly [...]