News & Research Archive

What is your 3rd Quarter Grades?

Sep 25, 2013

We are now entering the 4th quarter of 2013, if you have exceeded your goals for this year thus far congratulations! For those that have not met their goals it is time to look at the reasons why. You still have 25 percent of the year remaining to accomplish what you had planned to at the beginning of the year... but time is running out.

As a commercial real estate broker, Labor Day thru Thanksgiving is some of our best months to close deals. But in order for a salesperson who has not yet met their goals to succeed, one has to go back and fix what did not work for them - Right Now!

One of the best ways to do this is to grade yourself on the following activities below, using your typical point schedule of: 0 = F ... 4 = A

Cold Calling
How many calls did you plan on making per day and how many did you do? Grade _______

How many networking events and groups did you plan on joining and participating in to develop new business and how many did you actually join and/or participate in? Grade _______

How well did you use your available marketing tools, web sites, mailers, email campaigns etc? Grade _______

How many training sessions did you plan to attend and how many did you actually attend? Grade _______

Old Client Follow-up
Have you attempted to follow up with your previous clients and make sure they have no new needs or requirements, or just to keep your name fresh in their mind so when they do have a need? Grade _______

Percent of business opportunity to close
Based on the amount of deals you have worked on this year, how do you see your closure rate? Grade _______

Now add your score and divide it by 6. If you score above B congratulations! If you are under a B, you now have a roadmap to fix the areas that are holding back your success. Remember don't wait, time is running out!!


Written by: Hans Hansson


Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 28 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email or call him at (415) 765-6897. You may also check out his website,

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