Happy New Year! It’s time to make your business resolutions for 2011.
Here are my recommendations to better serve your clients’ needs and to achieve your own realistic success in the coming year:
1. Determine which client types best fit your expertise and service offerings, and then focus the majority of your efforts on those sectors
2. Develop a business-centric approach to advising your clients and delivering real estate services
3. Customize your service model to one that achieves your target clients’ business objectives, while satisfying their real estate needs
4. Develop an approach to serving your clients that is transparent in all you do, with “Honesty is Our Only Policy!” as your motto
5. Make conflict-of-interest identification and resolution an integral part of your service offering
6. Be crystal clear in your compensation expectations to minimize confusion, especially if yours is a performance and risk based commission model
7. Always put the needs of your client first, without fail, so long as your client recognizes that you are entitled to fair, reasonable, and timely compensation
8. Resolve to agree to no compensation bonuses, but accept no discounts
9. Recognize that, as a service provider, you have your own business risks, and that your role does not include discounting, delaying, or risking your performance based compensation as a means of guaranteeing the creditworthiness or performance of either tenant or landlord
10. Negotiate on your clients’ behalf like you and your client don’t need any particular deal, that you have multiple alternatives, and that you’ll always walk away in the absence of a favorable, but reasonable transaction
11. Recognize that as a service provider and advisor, your only role is to protect your clients’ and satisfy their needs first, that your job is to maintain relationships that your clients permit you to have with them, and that without sustainable relationships with great clients you will not achieve your own success objectives, those of your company, or those of your clients.
Are there more important steps to take to achieve commercial brokerage success in 2011? Let me know.
About Real Estate Strategies Corporation
Real Estate Strategies Corporation is a respected corporate advisory and transaction services firm that provides thought-leadership, decision-making, planning, project management, and transaction execution services to finance and senior executives at management team-led public, private, and portfolio companies, and not-for-profit organizations. Under the leadership of its award-winning CEO, Andrew Zezas, RealStrat’s clients engage the firm when acquiring, disposing of, renegotiating, or enhancing occupied leased or owned real estate in New Jersey, Pennsylvania, New York, Connecticut, and throughout North America. By creating and executing Business DRIVEN Real Estate Solutions and identifying hidden Opportunities, RealStrat drives greater operational and financial performance in support of its clients’ stakeholder objectives, M&A requirements, and exit strategies.
In the current economic environment, RealStrat’s efforts are focused on uncovering, capturing, and re-purposing hidden liquidity and minimizing risk in its clients’ leased and owned real estate. The firm provides counsel as to competitive advantage strategies in preparation for the eventual economic recovery. Visit www.RealStrat.com. Read about timely commercial real estate issues at RealStrat’s blog at www.CorporateAdvisor.wordpress.com. Follow RealStrat at
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