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Archive for the ‘Brokerage Success’ Category

The 5 Challenges of Owning and Managing a CRE Brokerage Firm

April 15th, 2014 No comments

This week we are launching our second phase of CRE-BOSS, a series dedicated exclusively to commercial real estate brokerage owners and managers.  As such we thought we would refresh a blog I originally posted almost 2 years ago. [ Read More... ]

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The Dirty Little Secret About the $638,000 Commission

April 8th, 2014 No comments

It seems my blog post last week regarding our 2013 Earnings Report has created a lot of attention.  A few respondents felt the $638,000 annual average commission figure our clients earned last year was falsified at worse or greatly inflated at the very least.  Fortunately neither is true. [ Read More... ]

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2013 Brokerage Earnings Report – Location and Focus Impact Growing Commissions

April 1st, 2014 No comments

Good news, the economy is improving, and, after a hiccup in 2013, so are earnings for commercial real estate brokers.   In addition, the prospects for more opportunities in commercial real estate look positive for the next 2 + years.  No one can accurately forecast what will happen after November, 2016. [ Read More... ]

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When Your Prospect Says “Send me information”, Say THIS – Prospect Qualification – Part Two of Two

March 18th, 2014 12 comments

In last week’s blog, I noted that NOTHING and I mean NOTHING irritates me as much as a slow maybe. It is absolutely frustrating. Give me a quick no, now. I also noted how I see others (not our clients, they now know better) put themselves in the position where their prospects continue to suggest they are interested in their services but can never commit. take ctrl [ Read More... ]

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Prospect Qualification – How To Take Control – Part One

March 11th, 2014 2 comments

There is NOTHING and I mean NOTHING that irritates me as much as a slow ‘maybe’.  It is absolutely frustrating.  Give me a quick ‘no’ now.  There will be plenty of opportunities in the future to share with the prospect why we are the best at what we do and there really is no better choice than the Massimo Group when it comes to improving income.  Forgive me, but you should feel the same.  You want your prospects to understand they only have one choice and that choice is you.Wating [ Read More... ]

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Every Opportunity You Secure is Based ON This One Principle

March 4th, 2014 No comments

Earlier this week, a client of ours sent me a picture of him on Florida beach.  The picture comprises of a tall, seemingly, CAM00366cold beer and an interesting combination of fried delights, as well as one of the many Massimo Group exercises we gave him to assist him in working ON his business. I loved it.  Well, not the food, I can’t do fried anything, but the client was allocating the time to focus on  growing his business, and working on his business will ultimately lead to greater opportunities, both in terms of quantity and quality. [ Read More... ]

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Brokerage Business Perspectives from the 5th Row of Cameron Indoor Stadium

February 18th, 2014 No comments

This weekend I had the opportunity to sit 5 rows behind my beloved Duke Blue Devils basketball team and directly in line with Coach K.  Duke was playing the University of Maryland, which has historically been a very competitive match up.  I have been to several games in the past, but this one was special as my nephew, Greg – who is a big Duke fan himself – was recently accepted into the Naval Officers program and it was a celebratory event.  He wanted to see a game in Cameron and I wanted to watch Coach K and his managing of a game.  Heck – I run the commercial real estate industry’s biggest and, may I say, best, coaching organization so I am a student of any coaching similarities I can find. maryland [ Read More... ]

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A National Championship and Prospecting Lessons all in One Weekend.

January 29th, 2014 2 comments

If you have read my book, Brokers Who Dominate, you may recall the sport of lacrosse has played a prominent part in my life.  As a kid passionate about sports, I related everything to the game.  As adults we continue to compare sports to business.  This time however, I want to switch perspectives and share with you some business lessons from a national lacrosse tournament I participated in this past weekend. [ Read More... ]

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Leave the Resolutions at home – 2014 is the time for your personal CRE Revolution

January 6th, 2014 4 comments

resolutionHappy New Year! [ Read More... ]

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5 Things Every Broker Must do to Finish 2013 Strong

November 19th, 2013 No comments

November marks the last 60 days of 2013. When you take into account the last two weeks are generally lost for personal, well deserved, family time, as well as reflection on the year that was, we really only have about 45 days. But wait, there’s Thanksgiving break, other holidays that you may not recognize, but certainly your clients do and of course weekends (for those of Strong finishyou that observe these) so now we are down to less than 20 to 30 solid business days to make a difference. So what are five things you should do now to make the most of this limited time? [ Read More... ]

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