When you are looking to grow your real estate business in a substantial way, the outbound calls that you make will help you find more people and create more meetings. In this video, I share the system behind telephone prospecting in commercial real estate brokerage.
Build your real estate business the easy way, and grow your skills in making outbound calls. Watch the video here.
In commercial real estate today, most of your results (in commissions and listings) will be created through specific involvement with just the top 20% of your clients. Understanding just who are the clients in the top 20% is the important issue to work through. You could say that they are the VIP clients that you should be working with.
The 80/20 concept is called the ‘Pareto Principle’ and it was identified as a general business rule back in the early 1900’s. So what is it? It is a known fact of business and a proven equation when you are looking to covert more results from your efforts. You can use the rule quite comfortably in commercial leasing, sales, and property management.
So we move the concept into commercial real estate for your location and apply it to your business. It doesn’t really matter how many clients you have in your database now, it is the top 20% that you need to identify and then comprehensively service over time. Approximately 80% of your revenue activity will come from that group of elite clients.
In this audio program, John Highman talks about the 80/20 rule and how you can work with it. You can listen to the program or download it below.
Here are the VIP Client connection ideas to help your real estate career. As a basic rule in brokerage, you have to connect with a lot of people in your local area each week and every day to get traction in your real estate business. That takes discipline and focus at a personal level. Today, […]
Client contact cycles and the systems around that are important because they help you build your real estate business. The agents that struggle in the industry are usually those that don’t have a client contact cycle or pipeline. In this video by John Highman, learn how you can put some system into your real estate […]
There are many ways to make a leasing service part of your career in commercial and retail real estate today. In this audio program, learn some of those ways to create the leasing model in your real estate career. Grow your connections with Landlords and Tenants and provide some deep and direct solutions for finding […]
You can make some valuable client connections and commissions from and in the ‘tenant advocacy’ side of our property business. You can provide this specialist solution in your commercial real estate market. Does this interest you? Think about your city and all the contained companies in your territory. Consider the larger businesses and larger properties. […]
So, many companies today are looking at the ways they use and occupy space, where that space is, and how cost-effective that is for them. They are ‘cost aware’ with occupancy costs and budgets related to their businesses. Efficiencies are important and they need property experts to help them with that. That is where you […]