Who The Heck Is William Dawes?
On this Independence Day 2018, I thought I’d offer up a little history lesson and how we as commercial real estate brokerage professionals might learn from it. Have you ever heard of William Dawes? William Dawes was a tanner in Boston and around midnight on…
Handling Objections in Commercial Real Estate Brokerage
Any sales professional must be able to overcome legitimate objections put forth by the prospect in front of them. It is one of the key factors necessary to keep the sales process moving toward a successful outcome. In commercial real estate, there are a few…
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…
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