If your career is in commercial real estate sales, you really do need to focus on productivity from a personal perspective. That usually involves results across the key indicators of listings, commissions, client base, and marketing results. Look at your role and your market activities on that basis. When you focus on productivity at a…
One of the biggest problems in the commercial real estate industry is that of agents allowing too much accessibility. Sometimes we are just too ‘accessible’, and others (particularly clients, team leaders, peers, and administrative staff) can get to us easily and directly with their diversions, priorities and ideas. So who is in charge here when…
The most important resource you have in commercial real estate brokerage will be time. How you choose to use your time personally will have a great impact on the results you achieve with listings, clients, and commissions. As a commercial real estate broker or agent, it is very easy to be distracted or diverted. So…
Cold calling remains one of the most important parts of the commercial real estate business. The telephone is the best way to reach out to new people on a daily basis. The call process can help you as an agent get meetings with the right people in the local area. If you are just starting…
It is very easy in commercial real estate to waste a lot of time. People will flow in and out of your day asking questions and wanting meetings; on top of those issues you will have plenty of work to get done. How you respond to those requests and work pressures will impact your results. …
In commercial real estate brokerage, the enemy of many agents is quite likely to be procrastination. That is typically the failure to follow-through on complex and demanding tasks; that is of course the hard work that we need to do. We only have a certain amount of time each year to attract clients, convert listings,…
In commercial real estate you have plenty of choices as to what you can do every day as a broker or an agent. That being said, you should seek to improve the ‘quality’ of your activity so that the right things happen in your results. By ‘quality’ I mean those things that are most important…
In commercial real estate the time that we have available each day will always be under pressure from clients, deals, and administrative procedures. We all want more sales and leasing opportunities. So how do we get them? It is a matter of balancing available time and important issues so we can achieve real results in…
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