I was happy when a mentor told me that in any endeavor there are a half a dozen things that make up 95% of our success, and that there are hundreds of things that make up the other 5%. Our challenge is not to focus on the 5% but onRead More →

For the last ten years, I’ve told commercial real estate agents and brokers that the Internet will not sell for you. I stand behind this statement. During the dot-com boom, it was proposed that you could sell everything over the Internet. People loved this idea because it took away theirRead More →

We all use “to-do” lists – and they are useful for managing certain types of activities. However, commercial brokers get paid for results, not activities, and “to-do” lists can cause us to focus on activities. Here is what often happens: Whatever you consistently focus on you will get more of;Read More →

Five CRE Success Strategies 1- Bring Them the News – Identify changes or a new trend in your market service area that your prospects need to know about. Then narrowcast this information to them. Start by making calls to them with important news to share, and why they need toRead More →