CRE Success Principle: Vendors don't need good news every week, but they do need to hear from you every week. Consistent communication builds trust, makes difficult conversations easier, and helps owners make decisions based on market feedback.

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CRE Success Principle: The prospecting session your agents skip this week represents the revenue you're missing out on three months from now.

Prospecting is essential to create more success inside a commercial real estate agency. Yet knowing t...

CRE Success Principle: Make the standards you want to see inside your agency visible in your weekly meetings, your one-on-one conversations and in the performance benchmarks you hold people accountable to.

Commercial real estate sales performa...

CRE Success Principle: An agent's performance depends not only on what they know, but on how quickly they can regain clear judgement after a setback.

In commercial real estate, rejection is part of the job. Deals fall over, listings go elsewhe...

CRE Success Principle: When people know they can be honest about where they are without being punished for it, problems surface earlier and can be solved faster.

Commercial real estate agent accountability should not be about catching people o...

There is a certain type of commercial real estate principal I see regularly.

They are sharp, capable and running a solid business. But they are still doing many things the hard way.

They are drafting every email blast from scratch, building pros...

CRE Success Principle: If a task or client relationship depends on you, document the standard, define ownership and create a way for someone else to deliver it consistently.

The client who always wants the principal

A client who insists on de...

CRE Success Principle: The behaviour you tolerate will always be more noticeable than the culture you have written down.

Walk into almost any commercial real estate agency and you’ll probably find a values document somewhere.

The problem is, ...

CRE Success Principle: If you want to properly lead and develop your people, give them dedicated one-on-one time where they have your full and undivided attention.

Talking to Your Team Isn’t Enough

I hear this objection all the time from comm...

CRE Success Principle: Find the stage in your pipeline where you’re losing deals before asking your team to double down on prospecting.

When revenue is below expectations, the instinct for many commercial real estate principals is to focus on ...

CRE Success Principle: If you can’t tell me where your last five deals came from, you can’t deliberately do more of what’s working.

If I asked you where your last five deals came from, could you tell me?

Most commercial real estate principals...

CRE Success Principle: When you can identify where the problem in your agency exists, you can stop treating symptoms and start working on what is holding the business back.

After hundreds of conversations with commercial real estate principals...