Archive for the ‘Commercial Real Estate Operations’ 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... ]


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... ]


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... ]


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... ]


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... ]


4 Keys to Handling Objections in Commercial Real Estate

August 3rd, 2013 1 comment

Learning to successfully handle objections could have more impact on your success Objectionthan any other skill. It will help you land more listings, take higher fees, put more deals under contract, keep them under contract, and protect your final paycheck. Not only is the skill powerful, but it’s relatively simple to master.  Here are four techniques that will help you handle every objection more effectively. [ Read More... ]


Massimo Group seeking additional coaches – are you a candidate?

April 20th, 2013 No comments

Here we GROW again. The Massimo Group, North America’s premier commercial real estate coaching organization seeks additional coaches to join team. Ideal candidates will haveCRECoachLinkedIN mentoring experience combined with significant accomplishments within the industry. Candidates must be willing to commit to undertake highly focused training program and to coaching a minimum of five clients per month.
Please contact should you have an interest or wish to learn more. [ Read More... ]


Keys to the Perfect Listing Pitch

March 22nd, 2013 No comments

In baseball, the time between pitches seems like hours.  In fact, in less than one minute the pitcher and catcher have scanned the field, mentally reviewed their notes on the pitchercurrent hitter, and the potential next hitter, communicated on a strategy to approach all these elements, and had little if any verbal exchange!  That’s quite impressive if you think about it.  Heck that’s more effort than most brokers put into their pitches for listings. [ Read More... ]


China, U.S. Sequester and The CRE Bubble

March 5th, 2013 No comments

Did you happen to see the 60 Minutes piece on the commercial real estate development race in China?  If you did not, I highly recommend you invest 10 minutes of your time and catch it on the web. There is a suggestion that the bubble in China can create a “Asian Spring”, an uprising that China has never experienced.  So, reckless development in commercial real estate can actually change our world. [ Read More... ]


Broker Collaboration – What’s the Point?

February 7th, 2013 No comments

Let’s face it.  Broker collaboration is not the norm in our industry.  Our at least it hasn’t been in the past.  Many brokerage cultures today do everything they can to avoid cooperation with their brokerage peers.  The pursuit for double-ended fees are a company motto and information sharing only occurs as a last ditch effort to get a property sold. [ Read More... ]