What Can A 5 Month Old Take For A Cold The 12 Step Commercial Real Estate Basic Broker Program

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The 12 Step Commercial Real Estate Basic Broker Program

I was on the phone recently with one of my clients who is considering hiring a junior leasing rep to help with their business (it’s exploding!) and we decided to come up with a to-do list. After it was completed, I sent it to a few other customers who raved about it. I decided not to keep it a secret and share it with my readers.

  1. Set 12-month goals – Goal setting is essential because it sets the conditions for what needs to happen in the next 12 months. Having goals makes it easier to take action that supports your goals. Making choices about what work to do and what not to do. Make sure your goals are specific, measurable and timed. Develop a 90-day plan with daily action steps that support your yearly goals. Then, make sure you block out time each day to complete tasks. If you follow your plan without cheating, success is yours.
  2. Manage your time – Now that you have goals you need to manage your time properly to be able to complete everything. The 6 keys to effective time management are: attitude, goal setting/planning, prioritization, planning, vacation management, and delegation. If you have a firm grip on these 6 strategies and block out time for necessary activities, outsource what you don’t do well or can pay someone else to do, and manage vacations while remembering to schedule each day – your income will soar on high level. Guaranteed.
  3. Be organized – Are you organized? Do you know where everything is? Have you installed archives where all documents are kept? Folders on your desktop? Do you know what must happen every day by thinking about it too much? Anyone who tells you despite the chaos in their office that they know where everything is – don’t you believe them? IT’S IMPOSSIBLE! Don’t fall into this trap – take the time it takes to get organized once and for all. Staying organized requires creating new habits – start today.
  4. Coldcall – as much as I write about other (and maybe better) methods, nothing replaces good old fashioned cold calling. Have a script ready before making any calls, modify it as needed. Choose a Specific number of calls you will make each day and stick to it. Start with 5-10, make it a habit. Look to a variety of sources to gather names to call: internal directories, subscription directories, online searches, CoStar, Loopnet, and even your own personal database. Knock on the doors. knock on every door within your competitive property area. Leave a brochure and business card. Be friendly and professional. Add each name to your personal database and track who you’ve called, when you called and the result.
  5. Develop a Tickler system – The only way to keep track of what needs to happen and when is to set up a tickler system. A tickler system is a system that monitors what needs monitoring and when. You can maintain this information electronically or manually – just know what to do, who to call and when!
  6. Make Meetings – I have a client who loves to tell me that his #1 goal is to get meetings. He knows that if he is able to have a face-to-face meeting with prospects, he has a good chance of at least getting to the next step of converting the prospect into a customer. In other words, he has a high conversion rate to get new clients as a result of meetings he has organized. Of course this requires that you have a strong lead generation system in place so that you have prospects to set up meetings with. But… that’s another matter.
  7. Qualify your candidate – This is a key to time management. Prepare a list of 5 key questions that will allow you to distinguish who to work with and who not. DON’T MEET IMPOSSIBLE PROSPECTS. You will never win with these people today (however, learn to identify who might be a customer tomorrow).
  8. Boost the markets – Drive every market in your territory and really know – become an expert. Don’t go to the next market until you finish the first one and so on. And don’t forget to make follow-up calls and get any additional information you need as a result of the drive. Tracking is the key to making this activity fully effective!
  9. In Personal Coldcalling – Knock on doors – every door in your market. Have conversations. leave flyers and business cards (maybe even a PayDay candy). Be friendly and professional.
  10. Update Comps for your area quarterly – This is a joke. Information is King. Don’t get caught with your pants down because they don’t know the information.
  11. Marketing/Prospecting – Marketing is anything you do to promote yourself, your company, your product or your customer. Be professional at all times – Dress well, carry crisp new business cards, produce materials you’re proud of and have no mistakes. Do what you say you’re going to do. – Lead generation – Establish a marketing program. Touch each prospect 1 – 2 times a month. They need to hear or see your name 5-9 times before they feel like they know you. Remember that people buy from those they know, like and trust. – Have at least 3 lead generation activities per week. Continue with your searches even when you are busy. This prevents the up-and-down cycles that many agents experience with a steady flow of clients. – Marketing Pieces – develop good, strong direct response advertising pieces. Write about 3 FREE REFERRALS to share.
  12. Be tech savvy – Learn how to develop a website and what should go into one. Learn how to send email, fax, and voice broadcasts. Technology is a fact of life today. you have to be on top of it (or hire someone who is).

Bonus: Follow Up – This is where most fall short! I don’t need to tell you how to do this – just do it. Create a system with a checklist and STICK TO IT. Don’t let things fall through the cracks.

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