How to win in new markets Jan 04, 2023

If you’re relatively new to the industry, moving into a new patch, or if you just want to know the best play when you don’t have a winning hand, then this week’s episode of the podcast will really help you.

I’m speaking to Joe Killinger, a partner of Commercial Brokers...

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Where did all the good people in commercial real estate go? Dec 21, 2022

The economic outlook may have become more uncertain, but unemployment remains low and most businesses are still facing labour shortages. 

Some commercial real estate leaders are finding it difficult to recruit the people that they need to grow their businesses. And retention is also harder,...

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Recommended reading for commercial real estate agency leaders Dec 14, 2022

At the end of 2021, I recommended six books for your success. There was even a blog post, a podcast episode and a vodcast about it.

As we approach the end of 2022, I’ve decided to add another three books to the list:

  1. The Go-Giver: A Little Story about a Powerful Business Idea by Bob Burg...
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Let’s make work far more enjoyable and a lot more lucrative Nov 30, 2022

Firstly, an invitation: register now so you can join us for How Commercial Real Estate Agents Will Win in 2023.

Secondly, it’s time to recharge your love for commercial real estate!

You can make what you do far more enjoyable, and a lot more lucrative, by focusing on activities that meet at...

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The one sales system that you should adopt in 2023 Nov 23, 2022

I am in the early stages of buying a new home, so I am regularly attending inspections and auctions to get to know the market.

If you've ever done this, you'll know that almost all agents will diligently call you a couple of days after an inspection to gauge your interest in the property.


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When was the last time you tried something new? Nov 16, 2022

This year, I tried something new by investing a few thousand dollars in a digital marketing agency that didn't produce any results.

When you trying something new, and it doesn’t work out the way you hoped, it can reinforce some of the arguments against change, such as it being scary, risky,...

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Timing is important, but it’s just one of four things that really matter Nov 09, 2022

I just got back to Melbourne from Cairns yesterday. It was my first time ever in Tropical North Queensland.

I was speaking at a conference, and I extended the trip so my family could come along for a short holiday.

The timing was great because the weather is beautiful there at this time of year,...

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How to make your worst habit your secret weapon in commercial real estate Nov 02, 2022

If you’re a nail biter, a nose picker or something worse, I’ve got some great news for you:

Your worst habit may just be your secret weapon in commercial real estate!

How so?

If you have one or more bad habits, it will likely be much easier for you to use the rules of habit formation...

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Instead of doing everything you can, try being better at everything that matters Oct 26, 2022

Top performers in commercial real estate don't maintain their position by doing everything that can possibly be done.

Instead, they typically do everything that matters better than everyone else (and perhaps a little bit more, just to be diligent).

This is usually more than enough – and a...

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How long should you wait for someone to turn up before getting up and leaving? Oct 19, 2022

Nearly 20 years ago, a former boss taught me an important lesson about self-respect.

After waiting 20 minutes for a client to turn up for a meeting, my boss just got up and left (and I followed him).

Not waiting longer than 20 minutes for someone was a rule he had so people didn't waste his time....

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