Salesperson's Corner
Dec 15, 2020
Get Ready For The 2021 Gold Rush
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 ...
Salesperson's Corner
Nov 04, 2020
The Evolution of CRMs & To-Do Lists
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 ...
SALESPERSON'S CORNER Oct 07, 2020
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 [...]
3 Strategies to Succeed In Sales During COVID-19
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 [...]
SALESPERSON'S CORNER Aug 05, 2020
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 [...]
Thinking Outside the Box Will Be Your Savior During Covid
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 [...]
SALESPERSON'S CORNER Jul 11, 2020
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 [...]
A Different Approach: “When Everyone Goes One Way, You go the Other”
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 [...]
SALESPERSON'S CORNER May 06, 2020
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 [...]
You Can Survive and Grow Your Business During This Crisis – Here’s How
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 [...]
SALESPERSON'S CORNER Apr 07, 2020
One of the biggest weaknesses most salespeople have is a lack of organization. Most personality tests show that salespeople are almost all completely [...]
Rebuild Your Foundation Now to Ensure Greater Sales After the Virus
One of the biggest weaknesses most salespeople have is a lack of organization. Most personality tests show that salespeople are almost all completely [...]
SALESPERSON'S CORNER Mar 06, 2020
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 [...]
Your Vision, Your Playbook
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 [...]
SALESPERSON'S CORNER Feb 05, 2020
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 [...]
Consistency Is No Longer Key
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 [...]
SALESPERSON'S CORNER Jan 01, 2020
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 [...]
This Year, Begin to Upsell
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 [...]
SALESPERSON'S CORNER Dec 04, 2019
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 [...]
Is Your Success a license For Ultimate Failure?
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 [...]
SALESPERSON'S CORNER Oct 09, 2019
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, [...]
When is it Time to Hang Up The Towel?
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, [...]
SALESPERSON'S CORNER Sep 03, 2019
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 [...]
Who Are You Really?
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 [...]
SALESPERSON'S CORNER Aug 07, 2019
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 [...]
No One Can Say ‘No’ to Harry O: A Lesson in Sales From One of the Greatest Salespeople Today
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 [...]
SALESPERSON'S CORNER Jul 02, 2019
We often hear the saying “you are a natural- born salesperson.” It’s true that there are those that have a natural ability to communicate [...]
Building a Foundation For a Successful Career in Sales
We often hear the saying “you are a natural- born salesperson.” It’s true that there are those that have a natural ability to communicate [...]
SALESPERSON'S CORNER Jun 12, 2019
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 [...]
The Difference Between Being Great and Being Good
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 [...]
SALESPERSON'S CORNER Apr 24, 2019
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 [...]
What Was Your Greatest Sales Comeback?
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 [...]
SALESPERSON'S CORNER Apr 01, 2019
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 [...]
Are You Number One, 24/7?
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 [...]
SALESPERSON'S CORNER Mar 06, 2019
Compass, a modern brokerage platform for residential real estate, is on a fast track to total domination in the San Francisco – Bay Area market. [...]
Compass: What it Means For the Real Estate Industry & How Agents Will Be Affected
Compass, a modern brokerage platform for residential real estate, is on a fast track to total domination in the San Francisco – Bay Area market. [...]
SALESPERSON'S CORNER Feb 27, 2019
ATT’s new ad campaign featuring examples of “when Ok is not enough” really hit a nerve. This is one of the best ad campaigns I have [...]
When OK is Not Enough
ATT’s new ad campaign featuring examples of “when Ok is not enough” really hit a nerve. This is one of the best ad campaigns I have [...]
SALESPERSON'S CORNER Feb 06, 2019
I was browsing online to find what sales tips people follow to be successful. After searching around, here are the best five tips I found: 1. [...]
Top 5 Sales Tips Today
I was browsing online to find what sales tips people follow to be successful. After searching around, here are the best five tips I found: 1. [...]
SALESPERSON'S CORNER Jan 24, 2019
During this time of the year, successful salespeople have already created a business plan that includes a series of pillars that will generate revenue [...]
Start Your New Year Looking Backwards
During this time of the year, successful salespeople have already created a business plan that includes a series of pillars that will generate revenue [...]
SALESPERSON'S CORNER Nov 14, 2018
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 [...]
Jumpstart Your Sales Career with This To-Do List
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 [...]
SALESPERSON'S CORNER Nov 07, 2018
Before any game, professional athletes watch videos of their opponents, discuss strategy with their coaches, perform warm up exercises, and then play [...]
Establishing a Disciplined Start To Your Day
Before any game, professional athletes watch videos of their opponents, discuss strategy with their coaches, perform warm up exercises, and then play [...]
SALESPERSON'S CORNER Oct 03, 2018
The San Francisco Giants have ended another losing baseball season. After three world series victories, the likelihood to see another “win down [...]
Staying Motivated After You Have Already Won
The San Francisco Giants have ended another losing baseball season. After three world series victories, the likelihood to see another “win down [...]
SALESPERSON'S CORNER Sep 05, 2018
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 [...]
Priority Shifts: Making New Business Your Main Business
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 [...]
SALESPERSON'S CORNER Jul 04, 2018
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 [...]
Recommit to Your Beliefs to Achieve Great Results
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 [...]
SALESPERSON'S CORNER Jun 13, 2018
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 [...]
The Importance of Follow-Up: 3 Top Ways to Make Old Business, New Business
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 [...]
SALESPERSON'S CORNER May 09, 2018
“Never Stop Investing in Yourself or Retirement” – Jill Furtado, Berkshire Hathaway As salespeople, we can get busy very fast. [...]
Rules to Live by In Sales
“Never Stop Investing in Yourself or Retirement” – Jill Furtado, Berkshire Hathaway As salespeople, we can get busy very fast. [...]
SALESPERSON'S CORNER Apr 03, 2018
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 [...]
Do Not Track Your Time, Track Your Activities
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 [...]
SALESPERSON'S CORNER Mar 14, 2018
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 [...]
Benchmarking Your Success
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 [...]
SALESPERSON'S CORNER Dec 06, 2017
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 [...]
How to Increase Your Sales Production In 2018
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 [...]
SALESPERSON'S CORNER Oct 03, 2017
If you are a seasoned sales professional, you probably have reached what I call your “comfort zone.” You’ve established a way of doing [...]
Nothing Good Ever Comes Out of Being Comfortable
If you are a seasoned sales professional, you probably have reached what I call your “comfort zone.” You’ve established a way of doing [...]
SALESPERSON'S CORNER Sep 11, 2017
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 [...]
September Sales: How to Hit Your EOY Numbers Before Time Runs Out
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 [...]
SALESPERSON'S CORNER Aug 17, 2017
Lead generation through social media has become the new “norm.” Data analytics now enables customers to be notified of products and services [...]
Old School Sales Still Work
Lead generation through social media has become the new “norm.” Data analytics now enables customers to be notified of products and services [...]
SALESPERSON'S CORNER Jul 05, 2017
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 [...]
Client Relations And The Generation Gap
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 [...]
SALESPERSON'S CORNER May 16, 2017
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 [...]
The Marathon Called Sales
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 [...]
SALESPERSON'S CORNER Apr 11, 2017
"Time is money" sums up the concept of opportunity cost – because time is money. It means time is a valuable resource (because our time in this [...]
Maximizing Your Workday to Maximize Your Wallet
"Time is money" sums up the concept of opportunity cost – because time is money. It means time is a valuable resource (because our time in this [...]
SALESPERSON'S CORNER Mar 13, 2017
In recent years, particularly in the past few weeks, there have been some impactful statements released involving humans being replaced by robots. Elon [...]
Will Artificial Intelligence Soon Replace Salespeople?
In recent years, particularly in the past few weeks, there have been some impactful statements released involving humans being replaced by robots. Elon [...]
SALESPERSON'S CORNER Feb 09, 2017
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. [...]
Can Sales Be Taught?
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. [...]
SALESPERSON'S CORNER Jan 09, 2017
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? [...]
The Importance of Trust and How to Earn It
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? [...]
SALESPERSON'S CORNER Dec 14, 2016
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 [...]
4 New Year Resolutions for Salespeople in 2017
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 [...]
SALESPERSON'S CORNER Nov 17, 2016
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 [...]
5 Predictions for The Future of Commercial Real Estate Brokerage
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 [...]
SALESPERSON'S CORNER Oct 13, 2016
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 [...]
Is The Role of a Salesperson Dead?
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 [...]
SALESPERSON'S CORNER Sep 12, 2016
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 [...]
The Right Kind of Sales Career for You
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 [...]
SALESPERSON'S CORNER Aug 22, 2016
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. [...]
Why Independent Salespeople Need Structure to Win
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. [...]
SALESPERSON'S CORNER Jul 07, 2016
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 [...]
Why Your "Opening" is More Important Than Your "Close"
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 [...]
SALESPERSON'S CORNER Jun 18, 2016
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 [...]
Defining The Role of a Champion
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 [...]
SALESPERSON'S CORNER Apr 05, 2016
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 [...]
The Importance of Offering Classes in Sales
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 [...]
SALESPERSON'S CORNER Feb 04, 2016
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 [...]
Ten Tips for a Successful 2016 As a Salesperson
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 [...]
SALESPERSON'S CORNER Jan 12, 2016
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 [...]
Bay Area: Is 2016 the Bust of Our Boom?
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 [...]
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