Commercial Real Estate Sales Coaching
Hello and Welcome!
You may already know me and that I’m on a mission to inspire and instruct commercial real estate agents on how to improve their lives and achieve their career goals. One of the ways I do that is to work with them on a one-on-one basis to take their business to the next level so that they can fulfill their life’s dreams. I am an expert at teaching commercial real estate agents what they need to know and what they need to do with what they know to achieve a stratospheric income quickly.
Get started by calling: 415-971-4830 or click here
So let me ask you, have you ever had any of these challenges:
You get to the end of the day or the end of week and you look back say to yourself, “Wow, I just didn’t get the things done that I needed to get done”?
Have you ever arrived at the office in the morning with the best of intentions and found yourself mired in the minutia of other people’s agendas? Is your e-mail box a great organizational tool for other people’s agenda? And do you feel like you are not in control?
Or, have you ever suddenly arrived at the end of the month and realized that you are just not making the money that you should because you’re not using your time effectively? Or that you don’t have enough new business to work on and are worried about a significant slump in your income?
Do you get to the end of the year and look back and say to yourself “I’m just not getting my business up to the next level. I’m better than this and this must change, now!”?
You are not alone and I’ve been there too!
In working with commercial agents for more than 10 years now, I can tell you that you’re not alone. The vast majority of commercial real estate agents hit a plateau that is much lower than they ever expected and are inconsistent in their ability to make the money that they want. Yet many others do succeed at a very high level. Have you ever wondered what it is that they do differently?
I’m here to tell you that I have been there too. My first several years in the business I worked very hard and I’m sure you do too. I felt that if I just worked hard I could be very successful. Don’t get me wrong my first few years went pretty well. But then I hit a plateau in my income. And try as I might, I could not seem to get to the next level.
I began to feel as though I was repeating my first year in the business over and over again. I don’t know if you’ve ever felt that way, but I certainly have met lots of commercial real estate agents who have.
So I started asking a better question, “What is it that the top producing commercial agents are doing that I’m not doing?” And that put me on a quest to find the people that could help me take my career to the next level.
The Right Formula for High Level Success
Here’s the most important thing that I found. It’s a very simple formula and may be familiar to you. But the most important question is not whether you know what this formula is, but are you acting on it?
Here’s the formula: E x E = R
The first E stands for effort. And that was what I believed I needed to do so I could be more successful – apply more effort. And the truth is that just working harder was the reason that my business had hit a plateau. Because if you think about it, you quickly realize that you can only put in so much effort, there are limits. There are only so many hours in the day, so many days in a week; we all need to eat and sleep, spend time with friends and family and to enjoy the leisure time that is the fruits of our labors. Clearly working on the effort side the equation was not the answer.
What I discovered from working with some mentors was that I needed to be working on the other side of the equation, the second E, which stands for effectiveness. It’s probably no surprise to learn that there’s an unlimited amount of effectiveness that we can apply and take our business to the next level. And of course the R stands for results.
Here’s the entire formula:
Effort x Effectiveness = Results
This is one of the most important things that I have taught commercial agents to do in order to take their business to the next level. Now that sounds fairly simple doesn’t it? And the truth is that whileunderstanding the equation is quite easy, implementing is entirely another matter. That’s why I choose to work with commercial real estate agents on a one-on-one basis – to help them find the solutions to the things that are holding them back and to inspire and instruct them on how to take their business to the next level.
How I Changed My Approach to the Business
May I tell you a few of the things that I stopped doing and a few of the things I started doing that radically changed my business?
First, I found someone who could help me manage my time more effectively.
They helped me look at what I was doing and how my golden hours were often eroded by being too good at reacting to my environment and not being proactive enough to execute on my plans and goals. Does that sound familiar?
Next, I learned to stop hunting down my next meal and convincing it to jump on the plate.
Perhaps like you, I had been taught that this is an “eat what you kill business”, a numbers game, and that to succeed you need to hunt for people who need your services and convince them to work with you.
This is inherently limited because the hunting stops once you get busy with a few deals, usually too few. So I found people who could teach me how to set up my business so that had a steady flow of higher quality new business to work on with people who were already predisposed to use my services. And then they taught me how to reinforce that predisposition so powerfully that when I met with the client I came away with the written exclusives at the very first meeting.
Then, I learned to change my sales process from the hunting/convincing model to a much more effective sales model that saved me hours and hours of time.
I no longer had to prepare to make pitches and presentations. In fact I stopped making presentations and pitches entirely. Nobody wants to hear them anyway.
Preparation for making pitches and presentations are indirectly productive activities. And we do not earn commissions for indirectly productive activities. By becoming more effective in this area I had more time to work on the actual transactions that produced the income.
Modeling Professional Services Providers
Ultimately, what I learned was that I needed to create a practice that modeled other professional service providers. You may have noticed that doctors don’t go running out on the street looking for the next sick patient when they’re done treating the last one. And when they find someone, run up to them and say “Hey you look like you could use my help, let me tell you why I’m the best doctor to treat you!” Instead they go from client-to-client-to-client, delivering the high-quality services for which they get paid. That is what you need to do to be a top producer. There is no other way!
Here is another thing I discovered;
This does not have to be a
feast or famine business.
But for far too many commercial agents it is. We do not have to be on a roller coaster cycle of production. All we really need to do is learn from others who are getting the results that we want and model what they do.
When I learned to model my business that way, I was truly surprised at how my income really took off. In fact, in less than a year I had tripled my net commission income. And, I guess a part of me always wanted to be a teacher because I discovered that I was good at helping others get the same results.
At first I did this in my own company that I founded in early 1991. Do you remember what the economy was like from 1991 to 1995? Do you remember the industry mantra, “Stay alive till ’95”? In downtown San Francisco between 1991 and 1995, twenty commercial real estate companies failed, consolidated, or otherwise left the field. My company prospered. Not because I was so brilliant but because of the strategies that I learned from others and then taught to my agents. And that’s what put me on my current mission.
As I said earlier, I’m on a mission to inspire and instruct commercial real estate agents on how to improve their lives and achieve their career goals. I want help you too.
If you are struggling, you owe it to yourself
and your career to
call 415-971-4830 right now.
Together We Can Transform Your Business
Working harder is not the answer. Instead what we need to do is to learn the strategies that make us much more effective in the use of our golden hours. You can have the life that you’ve always dreamed of; one with an excellent balance of work and play, time for family and friends and the income you desire.
How do I know that I can help you? Because In the 20 years that I have been training commercial agents, I have researched and refined my skills and I have helped thousands and thousands of agents become strong top producers. For example, one southern California company used my program to train over 130 commercial practitioners, 15 of whom all became million-dollar per year producers in net commission dollars to them.
Here Are the Steps You Need to Take,
Starting Right Now!
The first thing you need to do is to get in control of how you spend your time. The idea here is to free up time for you to work on your business and not just work in your business and to spend more time on the transactions that create your income.
The next step is to create a vision for your business. In that vision you are going from client-to-client-to-client delivering services for which you get paid. And you have disposed of many of the nonproductive and indirectly productive tasks that are keeping you from earning the income you deserve. The way to accomplish this is to create an abundant flow of new leads from people who are predisposed to use your services.
Then you need to create the lead conversion systems that reinforce that predisposition, and result in you obtaining the exclusives at the very first meeting. That includes exclusive listings, exclusive buyer rep agreements and exclusive tenant rep agreements.
Next, you must learn how to create the services delivery systems that make your job faster and easier and turns your clients into raving fans. Nothing will be more effective than this for developing referrals, repeat business and cementing your reputation as the best commercial broker in your market service area.
That may sound like work to you and you may already feel that your workload is overwhelming. However, once you get control of how you’re spending your time, you will be surprised at how much time you can free up to work on your business and create the life of your dreams.
Regain Control of Your Business and Life
We all need to learn how to be proactive and work on the tasks that are vital to our long-term success. Next, we must break the habits that are holding you back.
You must learn to set appointments with yourself there absolutely sacrosanct and use this time to work on creating the life you want. And of course you must know what you want and be absolutely and totally committed to attaining your life’s goals.
You must not fall prey to the myth that there is some sort of shortcut through the fence or quick fix solution to building a business that produces a stratospheric income. There is not. You must not expect that the changes you need to make in your business will occur overnight, rather they will occur incrementally as you execute on a strategic plan. And of course don’t expect to achieve the results you’re looking for without a strategic plan. We have a name for businesses that do not have a plan, we call them failures.
So here’s the real question
“Are you willing to take your business to the next level, starting right now?”
If you are, here is the first this you need to do; click here, right now and complete the short coaching application and hit the send button.
After I receive it, we will meet on the telephone to see if coaching is right for you. There’s no financial commitment required to take the first step; just your genuine desire to get to the top of your game.
Remember, if you always do what you have always done you will always get what you always got. You can live the life of your dreams if you’re willing to work effectively towards the accomplishment of your goals. You must set goals in order to have a direction in your life. I can help you. Complete coaching application by using the form on the home page and I will show you how to become the consistent top producer that you know can be.
Call me now to get started at 415-971-4830 or click here
P.S. Great news! I like to conduct coaching sessions face-to-face using Skype, and now I’ve set it up so that I can do that with more than one person on a session. So, if you are teaming with another agent or have an assistant that you would like to have attend your coaching session you can do that too. Assistants attend at no charge. Other agents on your team can participate half price, apply using this form and we can discuss the details when we speak personally.