8 Traits of Great Competitors
The commercial real estate brokerage business is competitive. VERY competitive. Competition is nothing new. It exists in many facets of life and has since the beginning of time. Sometimes it is life and death. Fortunately in commercial real estate brokerage it is not quite that…
Figuring Out Where To Start
I was asked to provide some coaching and guidance to a young man (we’ll call him Tim) the other day. He had been asked to meet with a prospect (a friend of the broker) to discuss a possible sale or redevelopment of several parcels of…
Presenting The New Business Proposal as a Business Plan
One of the key catalysts for every commercial real estate agent to keep their pipeline full is the presentation of a steady flow of new business proposals. Through a strategic series of discovery questions, the most skilled commercial real estate brokerage professionals will uncover the…
Don’t Be Short Sighted When Evaluating Commercial Brokerage Relationships
I was speaking with a coaching students today who was struggling with a decision about whether or not to bring a current listing with her to her new firm. The listing was a leasing assignment for the last remaining space within a 36,000 square foot…
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