You can learn from the young’ins. I met with a student today who asked me a question that made me reflect on my first year in the business. Six months into my career, I transitioned from office to retail. In order to better understand retail leasing, I spent an hour every night with my boss reading through the lease form LINE BY LINE. I learned WHY each sentence was in…
If you are in commercial real estate, then you need to know how to use social selling to close more deals. Watch this highlight from ICSC Florida Conference 2017: "Social Media is the New Internet" with speaker Beth Azor
So you did a good thing and brought in an intern for the summer. Yeah!! I'm so excited you did this! Many companies in commercial real estate do not do this and it hurts the Industry. By not exposing our younger generation to what opportunities exist in commercial real estate, they are in the dark. We wonder why we can't find younger folks to hire. Just today, I got an…
"By failing to prepare, you are preparing to fail." - Benjamin Franklin Hi guys and gals! It's just two months until RECON 2017! Are you preparing? Here are the top 5 tips to make sure you have a fabulous conference! Pick the top 20 retailers you want to meet with at the show (I know that's light for some of you, but hang with me here). Check to see if…
To be honest.... I abhor this statement, and why-oh-why do the youth I speak to weekly have this clause as a normal and regular part of their jargon? I meet with approximately 3 or 4 recent college graduates per month to assist them with their job search, internships, shadowing, etc. I would say 9 out of 10 use the phrase as a very familiar communication insert. I usually don’t stop…
Vulnerability = Strength Strength = Vulnerability Most everyone agrees that listening to your prospect is the best path to a sale. But many people that I observe on a daily basis practice the “show up & throw up” technique of selling; they think their job is to verbally download every last feature and benefit of their product, and hope while they are talking (i.e. not listening), something they say will…
I just finished reading a great book “Love & War” by James Carville and Mary Matalin (prominent political strategists – he: Democrat, she: Republican). I found it very interesting how this couple so diametrically opposed in their political beliefs could stay successfully married all of these years. I loved the behind the scenes stories of their “friends” in and out of the White House. Jim was talking about one of…
This week, millions of Americans will be sitting in front of their TV watching the Superbowl. Football is an American sport which brings joy in many ways: the competition, the physical ballet-like catches, the strategies of the coaches’ calls, the excitement of the close games, rooting for the underdogs, rooting for the rookies, and of course, rooting for the veterans. As we watch these pros perform at the top of…
As 2015 comes to a close, ask yourself one very personal question…. Did you give 100% to your LIFE? Did you give 100% to your family, your career, your business, your health? If you reflect and feel “No, I did not”, the beautiful thing is we all have another shot. Every day, every week we get to wake up and start all over. Tonight the 7th Star Wars film, The…
Are objections good or bad? Before I tell you what I think, have you ever been in the market to buy something (like say a car) but it had to have a specific feature? For example, it needed to be either Garnet or Gold? (YES, my van is Gold and my SUV is Garnet). If the salesperson had a similar product let’s say in another color (God forbid blue or…
