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Getting started with prospecting in commercial real estate

One of the most common hurdles when it comes to gaining momentum with prospecting in commercial real estate is: “I don’t know where to start”.

I get it; there are so many things you could do, that you can end up not knowing just what it is you should be doing.

Here are five ways...

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How to thrive in a toxic workplace culture

Do you know what it means to be low vibe?

Episode 61 of CRE Success: The Podcast will help you identify who low vibe people are and make sure you’re not negatively impacted by them.

It also covers how to deal with negative people in a positive way - so you don't become like them...

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I’m not doing that anymore!

If you're a control freak, you might think that you're always better off doing everything yourself.

After all, if no one else can do it faster than you, better than you, or exactly the way it should be done, then you may as well just do it, right?

Wrong!!

There comes a time to stop doing...

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Never post this type of content on LinkedIn

Last week I created a poll on LinkedIn and I asked people this question:

“What do you think when you see people on LinkedIn sharing strong opinions about current events?”

I asked that question through the prism of Melbourne, where people are just being released from a long lockdown....

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"Open sesame!!"

Australia's international borders officially re-open from Monday!

This is is fantastic news for a variety of reasons.

It will reconnect friends and families who have been separated for too long - or who haven't met at all - like my wife's family in Korea and our 17-month old daughter.

It means...

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Being quick doesn’t set you apart from your competitors

What sets you apart from your competitors in the market?

I was speaking to a client about this recently and he told me that he really prides himself on being quick to respond to an inbound inquiry.

It’s one of his key service commitments.

I challenged him on that because it was in the...

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Here’s what happens when you pay for it

Are you willing to invest in yourself?

I never used to be.

To clarify, I would read and listen attentively in company-provided training sessions, and I read plenty of books, but I didn’t believe in paying for it.

I would freely give my time to learn and grow but would balk at the idea of...

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How to be an indispensable partner in commercial real estate

Do you want to be unstoppable in commercial real estate?

Do you want to operate at a higher level than competitors in your market?

It’s bound to happen if you’re obsessed with the results you can achieve on every project and transaction you work on.

In commercial real estate, it is...

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Be obsessed with this in commercial real estate

Have you ever been obsessed with your fee forecast sheet?

Have you ever calculated commission and spent it in your head before the ink has even dried on an engagement agreement?

I did this as an agent even though colleagues warned me it was bad juju!

Whether or not it's really bad luck, I can see...

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Don't assume the worst when a prospect doesn't call you back

How do you deal with when you've had some positive interaction with a new prospect, but then they go quiet on you?

What do you do when someone ghosts you, and you're trying to contact them, whether it's email or phone calls, and you're not getting anything back?

Do you assume that the other...

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How to get people to reply to your emails

Episode 53 of CRE Success: The Podcast (and this blog post) is based on a message that I received from Lisa, as follows:

“I need advice, please. How do you handle people not following up on emails? I find once I respond to an email, in my mind, it is done. And I'm awaiting a response....

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Learnings from lockdown

A belief that a lot of people have held (partly in hope) is that things are going to go back to the way they were before COVID-19.

What we're actually seeing is that things aren't going "back to normal"...instead the expression "the new normal" has been coined.

Some of the skills you've...

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