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...

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...

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...

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...

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...

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....

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...

It's a good idea to set yourself new challenges.

It can stop you from getting stale or starting to just "phone it in".

Sometimes, even if it ain't broke, you can still set the bar higher or change it up, to keep things interesting (as opposed to "fix it").

After 50 episodes, I've evolved the...

In 2020 I released a series of videos on how people in commercial real estate can level-up their LinkedIn profile. It was recorded at a JLL Victoria Toastmasters Club meeting in February 2020, just before I left the firm. The three videos are on this page.

This post summarises the steps, and...

I was absolutely honoured to be one of Allison S. Weiss' first guests (well, episode 11!) on her amazing new podcast for commercial real estate professionals called Growing Careers and Companies.

I had a total blast speaking to her about how to navigate a global career and the importance of...

If you feel like you don't have time to watch this 53-second video, then you need to watch this video.

If you feel like you don't have time to listen to the below 28-minute podcast, then you definitely need to listen to the episode.

Time management is an ongoing challenge for many busy commercial...

Sometimes you need to invest time to make time, even (or especially) when you don't have time.

One of the things that I hear from people when I'm talking about the opportunities for coaching and training is that there's no time.

"We're too busy", is an objection I've heard.

An owner of a...