In the Year Called ’10’, Take 10 Steps to Make Your Career a ’10’

 As a commercial real estate broker, you are always on the lookout for opportunity…to make more deals, to make more money, to build more relationships.  If you really wish to achieve more, consider these 10 steps to help you make 2010 a  real 10!

1. Communicate more effectively with your clients, in more ways, and more often  (Why don’t you call them all right now?)

2. Remember that meaningful business relationships don’t grow just because you bought lunch!

3. Understand that while being friendly is the only way to handle yourself, your clients aren’t looking for new friends. They’re seeking business advise and real estate expertise. (Give them what they need!)

4. Continually search for hidden opportunities to create value for your clients

5. Think “superior service”, not “commissions.” (Don’t worry, if your service really is superior to what your competitors offer, commissions will follow!)

6. Clarify your role.  Too many brokers try to be all things, and end up confusing their own clients.  Make it clear to your clients what components of the real estate industry you focus on, so your clients can focus you on their needs

7. Remind yourself that your clients’ real estate is supposed to support their businesses, not the other way around

8. Become a real estate technician (prospector, researcher, presenter, market expert, negotiator, analyst, communicator, closer, or a combination of the above).  Know your stuff, know it well, and don’t learn on your clients’ time

9. Educate your clients that the best deal is not always the cheapest, and in real estate what may appear to be the cheapest very often isn’t!

10. Know that the best way to accomplish your objectives (income, number of closed deals, etc.), is to first make certain that your clients accomplish theirs

Any others?  

You’ve got two choices.  Keep telling yourself how bad you think the market is, or run right past your competitors and achieve greatness for your clients and for yourself.  Here’s to a profitable 2010!

Good Luck!

Copyright Real Estate Strategies Corporation 2010.  All Rights Reserved.

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2 Responses to “In the Year Called ’10’, Take 10 Steps to Make Your Career a ’10’”


  1. 1 Jeremy Cyrier, CCIM January 31, 2010 at 12:57 am

    How about if we make it “20” for 2010?

    11. No problems, no business. No business, no problems. Focus on uncovering your clients’ problems and solve them.

    12. Be willing to give a positive no. Say yes to what your common objective is with your client, that you’re not willing to assume all risk in the assignment, and that you can work together in partnership to accomplish their objectives.

    13. Use the Site To Do Business: it’s an amazing tool and will amaze your clients when you can show them the power of GIS in understanding their logistics from delivery times, CEO drivetimes to work, customer locations, and employee commutes.

    14. Be willing to be dynamic. The market’s volatile and you should be too. If your old tricks aren’t working, throw them out, try something new, and be willing to try again.

    15. Talk about money upfront. Clients that are kept in the dark about how you work aren’t to blame when you come up on the bad side of the deal. Remember, there are no bad clients, only bad salespeople.

    16. Use video to communicate your message. It can be a lot more interesting than reading a white paper.

    17. Invest in your education. The pool of competitors has thinned, but those who remain in our business are sharp, and they’re the best. Be one.

    18. Keep on top of your market news. As things get worse this year, be prepared to tell your clients why and what to do.

    19. Earn your keep. Brokers are being fired from top firms. Those that pay for themselves are as good as gold.

    20. Read Andy’s blog. It’s topical, current, and he’s not trying to sell you anything. It’s good content and it’s rare to find a commercial real estate advisor with such insight and transparency.


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THIS WORK IS DESIGNED TO PROVIDE PRACTICAL AND USEFUL INFORMATION ON THE SUBJECT MATTER COVERED AND REPRESENTS THE OPINION OF THE AUTHOR. HOWEVER, IT IS PROVIDED WITH THE UNDERSTANDING THAT THE AUTHOR IS NOT ENGAGED IN RENDERING LEGAL, FINANCIAL, ACCOUNTING, OR OTHER PROFESSIONAL ADVICE TO THE READER. IF LEGAL, FINANCIAL, ACCOUNTING, OR OTHER PROFESSIONAL ADVICE IS REQUIRED, THE SERVICES OF A COMPETENT PROFESSIONAL SHOULD BE SOUGHT. THE AUTHOR SPECIFICALLY AND EXPRESSLY DISCLAIMS ANY LIABILITY THAT MAY BE INCURRED AS A RESULT OF THE USE OR APPLICATION OF THE INFORMATION THAT IS CONTAINED IN THIS WORK.

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