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Posts Tagged ‘Earning Higher Commissions’

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.

One colleague, whose opinion I value greatly, suggested my numbers where analogous to comparing the average height of an adult male to an average height to an adult male professional basketball player.  He felt the two cannot be compared in any valid fashion.  I disagree with the analogy.  Comparing height is comparing something one is born with, a genetic trait.  I have never heard of someone who was 5 feet 9 inches (my height when I need a haircut) and, after implementing a disciplined system, grown to 6 feet, 5 inches.  If there is such a system, someone please tell me now.

In this month’s Success Magazine, publisher Darren Hardy outlined “The Dirty Little Secrets of High Performers”.  Much of his editorial can be correlated to why some commercial real estate professionals are top earners, while others are not.  As he noted “The success of those you admire has less to do with inborn talent, intelligence, nature or any other gift and is more dependent on the process of creating and reinforcing successful habits that they built into their lives and environment.”

The beauty of understanding this is that anyone can become a superstar success.  All they need is the discipline to pursue and implement proven successful habits.

So can you earn $638,000 in commissions?  Again, this was simply an average of our one-on-one coaching clients.  Thus many make much more, and many make much less.  The key is all these folks are disciplined, follow our proven methods and create a new level of successful individual.

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Systemizing Your Prospecting

October 7th, 2013 4 comments

For many brokers, the hardest part of the business is prospecting. If you’re one of these people, your antipathy to calling makes sense, especially due to the combined challenges of starting up systemconversations with people that you don’t know and the additional risk of rejection. However, getting out there and prospecting is well worth it. Just one good call could turn into tens or thousands of dollars of income. One of the keys to successful prospecting is to take what could be a random activity and turn it into a systemized process.

The key to successful prospecting is momentum. When you get into a groove, you make more calls in less time. It also becomes progressively easier to pick up the phone after each call. The momentum also creates similar benefits on the call as you are able to use what you learn on previous calls to make subsequent calls more effective.

Building momentum can be challenging. Between all the interruptions that most offices bring and the tendency to procrastinate during your calling campaigns, you might find yourself just making a couple of calls at a stretch. Here are some techniques that can help you to increase your focus and make more calls in less time:

- Block out times to call. Making an appointment with yourself to get on the phone eliminates the excuse that you don’t have time to do it. If you treat the time as it is a meeting with a client and close your email program, switch your cellphone to silent mode and let incoming calls go to voicemail, you might be amazed at how much you get done.

- Sometimes “time” can be intimidating.  A “1 hour call block” may seem like 10 hours for some.  In these instances we suggest setting a “rep” goal.  Instead of one hour, perhaps the goal is 10 dials, or 10 connections.  The latter of course will take much longer to achieve, but setting a small “rep” goal can be the catalyst to quickly building a habit and growing from there.

- Plan your prospects. Instead of randomly paging through your database looking for people to call, take the time to predefine your dialing list. This makes it easier for you to go from call to call quickly.

- Pre-book follow ups. After each call, put an entry in your CRM’s calendar or your calling program to remind you to make your follow up call. Even if your call was not fruitful, consider booking a call for two to 12 months in the future so that you can touch the prospect again and have a chance at better luck. As you do this, you will find that you are making more and more pre-planned calls and fewer and fewer cold calls, reducing your planning time.

- Use an automatic dialer. Many customer relationship management (CRM) software packages can interface with a networked desk phone or with an Internet telephone on your computer to dial calls for you, saving you from stopping to dial and taking the risk of doing something else instead of dialing.

Prospecting might be hard, but it’s very fruitful. Spending a little time up front to set up a system and using your discipline to stick to it can make the process easier, and even more fruitful. Now stop reading this and go call someone!

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Massimo Group Announces “N2B” Coaching Program

March 13th, 2013 No comments

Industry’s revolutionary new-to-business coaching program for commerical real estate agents and associates:N2B

CARY NC (March 11, 2013) – The Massimo Group, North America’s premier commercial real estate coaching and consulting organization has created the industry’s first coaching platform targeted specifically for new to business brokers, announced founder and president Rod Santomassimo, CCIM.

The new to business program, known as “N2B”, is the organization’s first coaching platform created specifically for those with little to no experience in the commercial real estate industry.

“In the past five years, we have created industry leading coaching programs for seasoned veterans, mid-career professionals, organizations and teams, but had stayed away from those first entering the practice of commercial real estate brokerage” says Santomassimo. “Recently we have been asked by our clients to create a program that would greatly enhance the likelihood of success for their new team members.  The market offers several training programs that teach concepts, but no coaching platforms that focus on production.”

The Massimo Group worked with their clients, who include brokers, owners and managers from most international, national and regional firms to formulate a program that would emphasize the three pillars of success for any new to business broker:

  • Prospecting – focus on production to establish a pipeline;
  • Time management – ensuring new to business brokers spend their time on the key activities that will create and grow their business;
  • Accountability – providing a platform for both peer and mentor support.

The program will be led by senior coach and industry expert, Gary Tharp, CCIM.  Mr. Tharp is a nationally known speaker and trainer; he has served as consultant for many of the national real estate companies and franchises. He is a Fellow of the faculty of the CCIM Institute and the author of a series of real estate analysis templates for the popular spreadsheets.

“The N2B program we have created is completely different from basic training,” Tharp says. “Yes, participants will be exposed to several key concepts, but the emphasis will be on building their pipeline right out of the gate, so they cannot only increase their chances of survival in the first six months, but also help them build a book of business drive both them and their broker/owner.”

The N2B program will last six months and consist of twenty-four (24) weekly calls.  The first session will commence during the first week of April and new sessions will commence monthly thereafter.  Each monthly program is limited to twenty (20) participants.

“We listened to our clients.  We know this is an industry where brokerage owners simply hope 1 of 3 new recruits will survive the first six months,” Santomassimo says. “Our vision has never been simply to survive, but for all our clients to maximize their brokerage income.  We have proven this true with mid-career and seasoned-veteran clients, so now we want to do the same for new to business brokers.”

For information about this N2B program, please visit www.massimo-group.com or contact vince@massimo-group.com for additional information.

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4 Ways to Make Telephone Prospecting Easy

February 12th, 2013 No comments

I once worked with a brokerage manager who said there were two types of people in the world – those that didn’t like to cold call and those that lie about liking cold calling. He might have overstated his point a bit, but he does have a point.  The odds are you don’t like to prospect by telephone, but it’s equally likely that you would like to grow your commercial real estate brokerage practice.

There is no better way to expand your business than to talk to new prospects. The easiest way to start a conversation with new people is to pick up the phone and call them, and it doesn’t have to be hard or unpleasant. Try to keep these principles in mind, and you’ll find that prospecting by telephone is easier than you expect. You might even have fun doing it!

  1. Call in blocks of time. When you get a good rhythm going, calling gets easier. Set some time aside, close your email program, put your cell phone on vibrate, and make your calls. As you find your groove, you’ll find it gets easier.
  2. Call similar clients together. Instead of just going through your CRM program’s database alphabetically, call thematically. For example, you could call only clients with mortgages that are rolling in the next six months, call everyone with between 20 and 30 percent vacancy, or only call people in a one or two block area. Calling similar clients lets you take what you hear on one call and use it with other prospects.
  3. Call about something exciting or valuable. I believe there is always a reason to call. When you know that you have something valuable, your enthusiasm and confidence will come across and your prospects should respond. This is also a powerful brand building tool, since instead of being an annoyance like most cold calls; your telephone call will be valuable to your client.
  4. Maintain perspective. No matter what you do, some of the people you contact will not react positively. It’s their loss. Move on and find someone else that appreciates the considerable value you can add to them.  Telephone prospecting is a numbers game, and occasional failed calls are part of the process.

One of the great things about prospecting by telephone is it can have an almost immediate impact on your business. If you talk to more people, you will meet with more people and get more opportunities to compete for sales or leasing engagements. Once you have the opportunity, all that you have to do is close for the business. If that isn’t a great reason to shut down your web browser right now and do some prospecting, I don’t know what is!

 

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International Author Shares 3 Keys to Sales Success

October 15th, 2012 No comments

Warren GreshesMASSIMO GROUP: Good afternoon this is Rod Santomassimo of the Massimo Group and welcome to this version of the Massimo Minute. This month we have a very, very special guest, Mr. Warren Greshes, who I am fond to say is a friend of mine. Someone that a client had introduced me to and told me, “Rod if you are in the North Carolina area, you have to reach out to Mr. Warren Greshes because he is an international phenomenon”. Of course I was curious to see who this gentleman is, so I reached out and gave him a call and several lunches later I am now proud to call him a friend. Warren is a professional speaker. If you haven’t read it, you should, he is the author of the best selling Best Damn Sales Book Ever, Sixteen Rock Solid Rules for Achieving Sales Success. Certainly Warrens a keynote speaker and speaks on issues such as customer service, sales and leadership. So Warren, welcome to the Massimo Minute and thank you very much for your time.

WARREN GRESHES: Oh, no problem. Glad to be with you Rod.

MASSIMO GROUP: It is certainly a privilege of us and our audience. The few minutes we have, Warren, it really hit home in today’s market place specifically with commercial real estate brokers. It is an extremely challenging market. This is probably true for any sales in particular. But tell me if you can, what are you seeing out there in the market place and certainly I am finding more and more people, I don’t want to say that it is a crutch while using and leveraging other tools such as social media, and certainly other platforms to try to get their message out. I surely think the social media has a place. Let me ask you, where’s this fits into the total prospecting package from the sales perspective?

WARREN GRESHES: I think, like you said, I agree with you. Social media has a place and has a definite place in today’s sales effort and today’s prospecting efforts. It is a great way to reach a lot of people in a very short period of time. It’s a great way to set yourself up as an expert. It’s a great way to find prospects. It’s a great way to focus in on specific niches in the market place.

But what I just said is not selling. See what I just said is marketing. There is a big difference between marketing and selling. I’m not an expert in social media, and I don’t use it as well as I could. I realize it is a real hot topic these days and I really see the benefit in using it; but I’m really scared that a lot of sales people are using social media as a crutch to not sell, to not have to talk to anybody one-on-one, to not have to pick up the phone, to not to have to get in front of somebody. There is a lot of pit falls in social media. Just as there are many pit falls in e-mail, which was another crutch. Sales people love e-mail, sales people love social media; because, they are lead to believe that if you use this you never actually have to go through the hard part of selling which is the picking up of the phone, or getting in front of people. In other words you never actually hear anybody say no via Linkedin Facebook, Twitter, or on e-mail.

MASSIMO GROUP: Very, very true. That is one of the reasons that most sales people utilize those platforms. But I agree too, it is certainly marketing vs. advertising something we use here in the Massimo Group. We say it is presence vs. prospecting. You know selling vs. not selling, creating that market presence. And certainly production goes nowhere just with the marketing side. You need to prospect, you absolutely need to prospect.

WARREN GRESHES Rod, you and I had this discussion and we talked about this. We talked about presence and prospecting. I really like that term you coined, presence and prospecting, I think that’s great. But remember I posed the question to you. If you had to go without one, what would be better off going without presence or prospecting?

MASSIMO GROUP: Well if you had to go without one, if I had to choose I would go without presence. Because you can’t go without prospecting.

WARREN GRESHES: Right. You cannot go without prospecting. I know people who have gotten clients on Linkedin and I know they have gotten clients through social media. But I got to tell you something, nothing takes . . . You know my father-in-law was a salesman and he is 84 years old. He doesn’t work full-time anymore, but he is still out there one day a week, maybe two days a week. And you know what; he is having a terrific year. And I don’t know how the heck he is doing it because he doesn’t have a computer, he doesn’t have a PDA, he doesn’t have a Twitter account, he doesn’t even know how to use a computer, he’s not on Linkedin, and he is not on Facebook. You know what he does? He gets in his car and he goes to see prospective clients, he goes to see clients, he on the phone with them all the time. And somehow this guy manages to do business without a Facebook account. How the heck is he doing that?

MASSIMO GROUP: How the heck is he doing it? At that age kudos to him. Hey Warren a few minutes left so I want you to give away all your 16 golden rules
I think people need to certainly take a look at what you have to say. But I want to ask you a question. If you can

WARREN GRESHES: Sure.

MASSIMO GROUP: Please give me three key ideas as far as if I want to prospect more effectively. What are some ideas you would have?

WARREN GRESHES: Okay. Well first of all know who you want to call before you call. Very simple. If you are going to be making prospecting calls via telephone or in person, your list should be set up the night before. I find a lot of sales people is what they do is that start looking. They make a call then they look up who they are going to call next, and they make a call, and then they look up who they are going to call next, and they make a call. They do this over and over again. And basically all they do is waste time.

You should also focus on who you want to deal with. I have a customer profile put together and know exacting who you want to call, what kind of companies, what kind of people, who are you looking for. I mean, you know in our business, we are looking for VPs of sales. We are looking for sales executives. Why? Because most of my audiences I speak in front of are sales people. I speak at a lot of annual sales meetings, big incentive conferences, and who’s going to make the decision on that. It usually a sales executive so who’s going to make the decision on what it is you are selling on your commercial real estate business, who is going to make the decision to buy it from you. And you want to first of all figure out where those decision makers are. That’s where things like Linkedin can come in. They can help you find those decision makers. Once you find those decision makers then you got to call them and then you got to set the appointments.

Do your calls every single day. I would rather see you do a little bit a lot rather than a lot a little bit. In other words, if you are going to make 50 prospecting calls a week, I rather see you make 10 prospecting calls a day five days a week then 50 calls once a week. Because if you do 50 calls once a week, you are not developing a habit. All that is going to happen is you are going to really dread one day. It is working out. If you work out a little bit every single day you are going to get in shape. If you work out a lot once a week you are just going to say, oh god who the heck wants to do this. The night before you are going to be dreading the next day and eventually you are going to say oh the hell with it. And the only time, as well we all know, the only time you only fail is when you give up. So do a little bit a lot not a lot a little bit. You know when I first started in sales, we didn’t have cell phones, we didn’t have laptops, we didn’t have all this technology.

I know I am sounding old here: but the fact in the matter is when I was on the road, when I was going on appointments I would stop at pay phones to make calls. I always had a list with me, a hand-written list of at least ten people I could call while I was in my car. Now with cell phones and PDAs, I mean I got a blackberry here, boy I could do it while I am driving. I know you are not suppose to. I am not encouraging that, but you can do it while you are driving. There is no excuse not to make the calls. I mean the biggest part of prospecting is you have to do it every day. You know there is an old saying, you are throwing up against the wall something is going to stick. I’m a big believer in that. The single biggest reason that sales people do not do business is because they do not talk to enough people. I’m not telling you don’t do e-mail, I’m not telling you don’t do Linkedin, Twitter, Facebook but they are in addition to. They are not in lieu of.

MASSIMO GROUP: Very strong, very applicable and so, so accurate. Warren Greshes, thank you so much for your time. But one last question before I let you go. I’m sure there are many people out there saying wow how this guy got me motivated. How can we get more? So Warren, is there a website? Is there something we can look for in regards you, your books, and your keynote speeches? Where can we direct them to?

WARREN GRESHES Well, my website is www.greshes.com obviously. And my e-mail address is warren@greshes.com. And so you can either e-mail me, go to my website, contact me through my website. You can find my book on there. There is a link to my Amazon page right from my website. All the information you need about my services and me.

MASSIMO GROUP: So there you go, a man who practices what he preaches. He does utilize social media but he also prospects proactively and aggressively. So Warren Greshes thank you very, very much. And till next time this is Rod Santomassimo with the Massimo Minute. Talk with you soon.

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Winning the Exclusive – Preparing for the Big Meeting

May 5th, 2012 No comments

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?

If you haven’t already, and the opportunity is for a listing, get out to the property and become an expert on it. Take pictures, drive the neighborhood and drive all of the comps you will be using in your proposal. You should also do research on the area to ensure you are aware of any upcoming projects which could affect the marketability of the asset.    If this opportunity is for a tenant or landlord representation, find out everything, and I mean everything, about the company/owner.

We see  listing and representation presentations, almost daily, from across North America.  Many miss the point of the proposal.  Prepare a presentation you can be not only be proud of, but also addresses the specific needs/issues of the opportunity.  Believe it or not, many brokers frequently just slap a few pages together and hope for the best. If you’ve been invited to present, you can be pretty sure your competition was invited also. Put your best foot forward and prepare a well-structured proposal.  Remember, “You Can’t Wing It to Win It”.

Practice. Then practice some more. Make sure you know what you are going to say and that you can say it concisely and convincingly. Brush up on your ability to overcome the client’s objections. The best way  to do this is to role play with a mentor, colleague, your coach or your spouse.  Don’t laugh, my wife has  improved a vast majority of my speeches.. then again maybe she enjoys correcting me.. but I digress.  Whoever  you use, encourage them to throw you some curve balls, to make sure you can think on your feet when the time comes.

I know I just told you to prepare a great presentation, but when you get in front of the client, remember the most important thing is your ability to tell the story, which is completely different than telling your story.  It’s not about you.  It starts with telling the story of the opportunity and how the client sees it. Once you’ve told that story, you can tell the story of why you are the only plausible broker to service the account.  The presentation keeps you in the game, but articulating the right story is what wins you the business.

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Why Broker Dave is Just Average

April 2nd, 2012 3 comments

 

  • Before Duke’s debacle in the NCAA tournament (one of the few reasons I will watch TV) a new Staples commercial caught my attention.  In this commercial, everyone in the office, including the President, the receptionist, the IT guy and the marketing team were the same person.  Dave, the redheaded, bearded entrepreneur, was the reflection of many struggling business owners and commercial real estate brokers.

They try to do it all and be all.

In my 25+ years as a broker, owner and manager of local, regional and international brokerage firms I have yet to find a top producing broker who can do it all.  I have however seen thousands of average brokers who try.

It’s either one of 2 scenarios.  Average brokers think that they really know more about prospecting, presenting, closing, marketing, social media, web design, computers, administrative work and answering the phone than anyone else, or they believe they can simply do it cheaper.

In Brokers Who Dominate, the 8 traits of top producers we explored how top performers
attained and maintain these top production levels.  One key trait is top brokers are “Team
Oriented”.

It doesn’t mean you have to go out and hire a team at high fixed costs or give away a nice portion of your commissions to create a team.  What it does mean is that you have to do these important steps to stop being average.

  • Take an inventory of everything you are currently doing – and I mean everything.
  • Determine how much you are worth –in relation to dollars per hour.
  • Create a ‘Not To Do List’ and simply stop doing those things that do not:
      • Make you money
      • Bring you pleasure in doing
  • Find someone else to do things that is better at doing them and cheaper than it is for you to do them!

Sorry to say top performers are smarter than average performers; they have accepted that they cannot do it all.  Take the 4 steps noted above and leave the ranks of average.  Don’t  be a Dave.

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Brokerage Lesson From a Vail Ski Lift

March 4th, 2012 5 comments

This past week I took a long weekend (yes we all need to take a day or two away from commercial real estate) and headed to Vail, Colorado for some skiing with some friends.  Some of these friends are commercial brokers, like you, and one particular friend, Jason of CNL, I had not connected with in quite some time.

Me, Jason and Dave

During one of the many ski lift runs Jason ask me “Rod, so you guys are trainers right?”  Not only was his impression of our company incorrect, his comments highlighted the glaring mistake that I had made, and many brokers make when it comes to our friends.  We assume they know what we do, and do not make the focused effort with our friends to consistently remind them of what we do, or provide examples of how we work with our clients.  You see, it wasn’t Jason who made the mistake; it was me who made the error by not keeping him apprised of our services and success.

In past Massimo Minutes, I have stressed the importance of presence.  I have outlined the three essential elements of creating and maintaining presence and outlined the key targets to direct these efforts towards.  These targets include clients, prospects, market makers and influencers.  There are certainly more extensive and detailed targets, but that is beyond the scope of this article.

Two key targets in your individual presence campaign must be your friends and family.  Why; because I can guarantee you that most of them simply think of you as “a broker”.  They have little idea of what exactly this means and how you personally work with clients in a variety of ways to assist them in achieving their personal and/or business goals.

As for Jason, I had the luxury of sitting next to him on several subsequent ski lifts and shared with him how we work with individual brokers, brokerage teams and companies in our coaching and consulting practice.  How our entire organization is positioned to maximize our client’s brokerage income.  I shared with him that most (not all) trainers are vendors, where as we pursue the role of being partners and trusted allies in our client’s success.

The Massimo Minute is distributed to tens of thousands of commercial brokers, many of my friends and all of my family members, and now Jason as well.  The next time you send out  an email blast, success story, white paper or postcard think beyond the obvious targets and be sure to include your family and your friends, for they will be your biggest champions should they hear of an opportunity that may be a great fit for you.

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3 Keys to Commercial Real Estate Brokerage Success

February 12th, 2012 9 comments

broker-successful1There is an old adage in real estate.  In order enhance the likelihood of closing a deal, you need to ensure you are working with a buyer, seller, user, landlord and/or tenant who is “ready, willing, and able” to consummate the transaction.  Ready, willing and able are great qualifiers when working with prospects and clients.  The ability of qualifying well is a skill procured by commercial real estate brokers after many years in the industry. And yes, it is a skill likely acquired through failure, or in some cases getting burnt by an unscrupulous client.

But if a qualified prospect or client is “ready, willing and able”, what are the 3 analogous characteristics of a truly qualified and successful commercial real estate broker?  The three keys to commercial real estate brokerage success are the individual broker must have 1) The Skill 2) The Will and 3) The Thrill.

Skill is not talent.  Don’t confuse the two.  I have worked with many talented brokers.  They were naturally charismatic, very astute in a particular element of a transaction or a good negotiator.  Many of us are born with certain talents.  No one is born with a skill.  Skills are acquired through hard work, experience (the aforementioned failures), and practice.   Show me a top producing broker and I will show you someone with skill.  Yes, they may have talent, but they definitely have the skill.

Will is the decision to put in the hours and work on each of the many variables associated with commercial real estate brokerage to truly acquire the skill.  Think about those who are market leaders and they are most likely the hardest working brokers in your office.  If not, they certain put forth the effort early on in their career to create a platform of continued lead generation.  Today there seems to be a belief that the web is going decrease the need for hard work.  The web, if utilized correctly, can be a great source for lead generation but ultimately you must have the will to develop the skills necessary to do something with those leads.

Thrill is the separator of all true top performers.  They love what they are doing and see every day as both an opportunity and a challenge.  Top performers don’t view the work necessary to acquire the skills as necessary evils.  They view these as personal investments in their growth.  They have the will to acquire the skill and even more so, they are thrilled to do it.

To succeed in this market and to be a leader in any market, you must have all three.  There is no doubt a wide range of SKILL among the brokerage community.  I assume all of you are WILLING to do this, or you would not be doing so.  Lastly, but most importantly, you must have the THRILL.  Are you passionate about your business?  Do you see each and every day as a challenge and an opportunity?

Possess all three of these keys and you will greatly enhance your probability of success.

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Top 5 Reasons for Hiring a Commercial Real Estate Coach in 2012

December 20th, 2011 No comments

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. 

The very first question we ask anyone when they contact our company regarding our coaching services is “Why do you feel you need a coach?”  This is followed up with a more telling question “What does a successful coaching relationship look like to you?”  Time and time again the inquirer outlines the main reasons our client’s desire, select and value coaching.

1)      A coach will work with you in defining what the most important elements to focus on based on your personal vision of success.  Your role in your organization and possibly on your team has a significant impact on what is going to maximize your and/or your teams’ production or commission income.

2)      Coaching will create clear, and more importantly, relevant metrics to measure your progress and provide the critical feedback during the journey.  Goals and vision are great, especially if they are clear and committed to, but without a metrics, they are meaningless.   More often than not, sales meetings and pipeline meetings are focused on the result or effect and not the metrics that drive the cause.  Without metrics, success is not planned, it is simply accidental.

3)      A coach should work with you in not only monitoring and providing feedback on your behavior, but should also assist in defining the actions to reach specific goals.  The bridge between planning and production is performance.  If you are going to achieve a goal you have not reached before, you must change your behavior.

4)      The coach will highlight both the positive progression as well as any regression made.  A coach will help identify alternatives if there is an obstacle to performance or behaviors.  Without a consistent review of the aforementioned metrics, action plans and results, the likelihood of achievement on what truly drives income depreciates exponentially.

5)      Hiring a coach is an investment in your greatest asset – YOU.  A professional commercial real estate coach will be your partner, your motivator, your confidant and your trusted advisor.

Coaching is certainly not for everyone.  No doubt many less seasoned and less successful commercial real estate brokers look at items such as coaching, training and education as a cost.  With this perspective, coaching would rarely be successful.  Coaching is an investment.  The dividends are real, but they are also earned.  If you are truly committed to success, than hiring a commercial real estate coach may be one of the best investments you can make.

The Massimo Group is proud to include every major commercial real estate firm and/or their individual brokers as clients.  In addition we provide services to many regional and local firms as well as associations.  To learn more about our services, please see our 2012 Service Offering package.

 

 

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