Leadership should be a responsibility, not a reward Apr 07, 2022

In the past, many top-performing commercial real estate agents were rewarded with leadership positions.

This occurred even if they didn't want the responsibility.

It was sometimes bestowed on them regardless of whether they were suited for the role (spoiler alert: deal doers are often more...

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It’s quarter time. Are you 25% of the way there? Mar 31, 2022

If you have ever been guilty of chasing the next new thing, instead of remaining focused on your goals – and the activities required to achieve them – then you’re not alone.

Given we are now a quarter of the way through the year, now is as good a time as any to take stock of how...

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Creating an efficient referral system in commercial real estate Mar 24, 2022

An efficient referrals system is the smartest way to accumulate more commercial real estate clients.

However, bad referrals are no better than no referrals at all.

In fact, they might even be worse…

If you don’t pursue a bad referral, this creates the dilemma of being seen as...

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Get off crutches; stop using cold-calling scripts. Mar 17, 2022

When you’re cold calling, scripts are a crutch.

And, if you’ve ever had an injury that required crutches, you know all too well that you can only go so far while using them.

Alternatively, if you know the basics like:

1   Your service offering

2   The...

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Here’s how to make it crystal clear who you’re talking to Mar 10, 2022

“Are you talking to me?” is a tough-guy line that was also used to great effect by Robert De Niro in the 1976 classic “Taxi Driver”.  

If everyone wonders if you’re talking to them when they read your social media posts or email marketing, then you’re...

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The only four things that matter if you want to do more deals Mar 03, 2022

There are only four things that matter if you want to win more work in commercial real estate.

Some are more important than others in different circumstances...

How much each thing matters usually depends on the preferences of the would-be client and the characteristics of the competitive...

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How to deal with the negative self-talk that is sabotaging your success Feb 24, 2022

Which of these two options do you think will help you to perform at your best?

1   Partaking in negative self-talk, including downplaying your capability and criticising your previous actions.

2   Being kind to yourself, with positive affirmations about your future and...

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Choose your own commercial real estate adventure Feb 17, 2022

It is totally possible to choose your own career adventure.

Let’s identify what’s right for you from the almost infinite number of options that exist in commercial real estate.

Here are some of the categories to pick and choose from:

1   Sector (office, industrial,...

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The curious case of the disappearing prospect Feb 10, 2022

When you’re working hard on building a relationship with a high-value corporate prospect, it may seem like a disaster if your key contact suddenly leaves the company.

As a result of The Great Resignation that everyone is talking about, you may find yourself saying “Dude, where’s...

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The faster way to build stronger connections with your clients and warm prospects Feb 03, 2022

If you’re addicted to your phone, you’ll love this idea.

I want you to send more texts to elevate relationships and accelerate deal flow.

Because if you're not texting, you're actually neglecting one of the most efficient and personalised communication channels you have at your...

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