Congratulations, you secured an invitation to present your proposal to a client. You can’t hit a home run without getting to bat, so now it’s time to take your swings.  Forgive the baseball analogy; corny as it is, it is true.  Now what do you need to do to make your presentation a success and win the listing or representation assignment? [ Read More... ]

Statistics overwhelming demonstrate that coaching is one of the most successful decisions of individuals looking to maximizing results.  Athletes, Fortune 500 CEOs and top performing residential agents all have coaches.  Recently a growing trend in commercial real estate is the hiring of a coach who specialized in the industry.  [ Read More... ]

It is our pleasure to present our 2011 Holiday Video for you and your commercial real estate brokerage team.  2011 was full of both challenges and achievements, but you made it through.  Despite the obstacles facing all of us in 2012, greater success is certainly ahead! [ Read More... ]

Wherever I travel throughout the country for presentations or workshops, or speak with our coaching prospects, there is always that No. 1 question:  What do top producers do to both attain and maintain their dominant positions in the market?  [ Read More... ]

We are always asked to provide “scripts” for calling on commercial real estate users and investors.  Is there a better way to position yourself on the phone?  Absolutely.  Can you differentiate yourself from your competition?  Yes.  But even with the most creative and articulate scripts, many brokers believe there is always one problem… you still have to pick up the telephone and make the call. [ Read More... ]

At least this was one of several opinions I received the past two weeks when I asked some 800 members of our Linkedin Group – CRECoach – why they thought commercial real estate brokers are so reluctant to invest in themselves. [ Read More... ]

The following Blog Posting was written by Brad Umansky, author of Value Added. Brad will be a guest facilitator on a handful of our upcoming webinars this year. We are excited to announce Brad as a member of our extended faculty. [ Read More... ]

ROD: This is Rod Santomassimo of The Massimo Group. Today I have a special guest, Mr. Brad Umansky, author of the recently launched Value Added—Successful Strategies for Listing and Selling Investment Real Estate. Brad, thank you and welcome. [ Read More... ]

What went well in 2010?
Certainly things went well for you in 2010. Perhaps you adjusted your approach to brokerage and had you best year ever. Maybe you stayed the course and your resolution and focus proved to be a sound approach to the opportunities which presented themselves. You learned from those deals that did not proceed as planned or clients who did not live up to their commitments. Either way you must always recognize, and celebrate what you did well. More importantly you must apply those lessons to your future activities. [ Read More... ]

Over the past ten days I have had a blast speaking to several groups across the country. Two weeks ago I presented at the Sperry Van Ness National Conference in Chicago, where approximately 170 members of their team came together for a 2 day event. I reviewed the results of a national program we put in place at Sperry Van Ness and at the end asked every attendee to commit to one revenue producing goal they will accomplish before the end of the year. Earlier this week I was copied on several emails from individual “SVN” office owners distributed to their respective team asking them to do the same. [ Read More... ]