It seemed like an excellent time-management tool when Neil heard about it from another brokerage owner at the ICSC conference a while back. Now he hated it. “Get one of those attendance clickers that gatekeepers use and click it every time one of your agents asks you a question,” saidRead More →
There is one word that opens more doors than any other in commercial real estate. Do you know what it is? It is an adjective and it might very well describe you. You might have made a significant investment of time and money to feel comfortable using this word toRead More →
Most brokers try to sell with the idea that logic is the primary motivating factor in decisions. This is unfortunate because people use logic to justify their decisions, not to make their decisions. For brokers, it’s important to also learn why people buy. Most often, people “buy” based on theRead More →
Beyond Personal Motivation Naturally, we expect our agents to be personally motivated, however, we should not rely strictly on personal motivation when we have the power of social motivation in our arsenal. Social motivation can be an incredibly powerful force. In 1999, I decided to challenge myself by swimming fromRead More →
It’s not difficult to see that the profession of a commercial real estate broker provides unique challenges. The job is complex, the pace is fast, the industry is continuously evolving and brokers are at times on their own. It’s easy to understand why they would resist any change that mightRead More →
There are many good resources to tap into; here are a few of my favorites. Plus, don’t miss out on other channels like podcasts and YouTube. More and more CRE-focused topics are added often. Books/audiobooks: Building Trust Growing Sales by Dan Adams (look for used books) The Brutal Truth About SalesRead More →