A friend of mine in residential real estate has been a top performer in her market for over 40 years. By the end of this year, she’s projected to earn 3x amount of commissions compared to her best year yet. For commercial brokers, the experience this ...
This is my 35th year in the commercial real estate business. When I started my career, I created a Rolodex to track my client contacts and had a calendar where I listed my weekly prospects and to-do list. As I moved further along in my career, I expanded ...
Your sales pipeline has dried up. Your marketplace is closed. No one seems to be answering the phone or your emails. Your anxiety level is higher than [...]
One of the biggest challenges my agents have is reaching their clients– both new and old. No potential new client seems to be answering the phone, [...]
Traditional sales are now over. Whatever you were doing in the past is no longer a path to success in the near future. We often look back at historical [...]
As an independent commercial real estate agent, I have for years taken the approach of going in the opposite direction of what conventional wisdom of [...]
This is my fourth financial crisis. I started my commercial real estate career in 1984. My first crisis began in 1989 when the San Francisco earthquake [...]
One of the biggest weaknesses most salespeople have is a lack of organization. Most personality tests show that salespeople are almost all completely [...]
As a real estate salesperson, you are essentially running your own business. You may be working for a firm, but in most cases you are an independent [...]
For years, the model for a reliable brand or business has been built upon a company’s ability to deliver the same expected quality of products or [...]
A number of years ago, I learned the importance of upselling thanks to my son, who at the time had just started out in commercial real estate. He had [...]
For those of you have that been reading my articles over the years, you know I like to use baseball as an analogy to address some of our career’s [...]
7 Questions to Determine If You Are Ready For Retirement
If you are nearing the end of your career, you have probably already heard people ask you, [...]
Your personal foundation is built by a combination of your DNA, your environment and your personal efforts. Your natural habits show through at a very [...]
Taking a trip down the memory lane of your life, you ponder about the unique characters you have met and have stuck in your mind. To me, that person is [...]
I asked a friend of mine who has been in the commercial real estate business for over 38 years how many great brokers has he seen in his days. My friend [...]
In the first round of this year's playoffs between the Golden State Warriors and the Los Angeles Clippers, the Clippers were down 31 points late in the [...]
A friend of mine told me the story of a former member of the San Francisco Giants. This player was very close to making the big-league roster. He was [...]
During this time of the year, successful salespeople have already created a business plan that includes a series of pillars that will generate revenue [...]
By nature, most salespeople are not organized. They are multi-taskers who start activities and take on new projects as they come. However, the best salespeople [...]
Before any game, professional athletes watch videos of their opponents, discuss strategy with their coaches, perform warm up exercises, and then play [...]
There are very few salespeople that will tell you that they actually enjoy making cold calls and finding new client prospects. Most prefer to work on [...]
If you are a golfer, you understand that golf is 90 percent mental and 10 percent skill. My theory is that the power of your mind is what controls your [...]
Every new salesperson initially struggles to build their book of business. If they can create a solid base of clients, then they can begin to count on [...]
It used to be that most employees would simply punch a card when they got to work and punched a card when they left work. There were set days off for [...]
In most sales roles, your company assigns you a quota that you need to meet. However, in real estate, where agents can be independent contractors, sales [...]
How do I do better in sales next year? The standard answer to this question has been “cold-call, cold-call, cold-call. Pick up the phone and talk [...]
For the sales professionals who established goals at the beginning of the year, we now have just four months remaining to meet our original goals. In [...]
Several years ago, I experienced my first case of age discrimination. My son and colleague invited me to assist him in a large sales presentation. This [...]
Watching the Golden State Warriors is a true testament to greatness. This team not only has individual star players, but an outstanding team overall with [...]
In recent years, particularly in the past few weeks, there have been some impactful statements released involving humans being replaced by robots.
Elon [...]
The Strengths and Weakness of a Great Salesman
I was recently involved in a very complicated real estate deal that involved four top real estate agents. [...]
The moment that a stranger sees you, his or her brain makes millions of assumptions about who you are at the speed of light.
Are you friend or enemy? [...]
What Worked, What Didn't, and What Will Change?
Driven salespeople annually review past results and plan ahead for the future. They keep track of past [...]
As the year starts to wrap up, we start to look to the new year and beyond, imagining what lies ahead down the road.
During this year's CCIM conference [...]
The Evolving Landscape in Sales
As we enter a new age of automation, where technology and society are evolving faster than most organizations can, Darwin's [...]
If you decide to enter a career in sales, it's important to know how you sell. Review your skill sets and determine how easily you can apply these skills [...]
Whether you believe it or not, back in the day I was a very talented tennis player. Some would say that I even had a pro-serve and a decent backhand. [...]
Sales trainers always preach about the "close" in the sales process. Obviously, without the close a salesperson does not get paid. And 80 percent of sales [...]
Hopefully, by the time you read this article, the Golden State Warriors would have won their second straight NBA championship. For those of us who follow [...]
I've recently been asked to become a real estate professor at a university. This is something that I have wanted to do for a long time now. Over the course [...]
As a young broker, I made an important strategic decision that hugely impacted my success. It didn't have to do with a deal I closed, or a business relationship [...]
There is a great saying attributed to developers that have failed during an economic boom: "Please God give me one more boom market and I promise not [...]