This has completely changed
how I do business!

It has freed up more of my time, but more importantly, my people are producing more in a shorter amount of time, I have more money in my pocket, and I don't have to be the cheerleader who must always be there to keep my people going.

My name is Bob McComb, and I'm wondering if you're like I was. I was a partner in a commercial real estate firm in San Francisco. If you're like I was, you've known the joy of hiring people to do what you do, teaching them how to do it and then having them be wildly successful. I have reaped the rewards that come from having great brokers and sales people work for me.

 If you're like I was, you've also known the frustration of hiring people who seemed great, spent countless hours working with them, teaching them, mentoring them, encouraging them and pushing them to be successful, only to have them either leave your firm or fail miserably. I have felt the pain of feeling like I've wasted my time, and I've had the urge to say "To hell with working with my people! I'll just do what I do best and forget about them. It's sink or swim. If they swim, they'll make me money. If they sink, at least I haven't spent useless time on them."

 If you're like me, you've also had more rational moments and gone back to working with your people. Because if there's one thing I've learned over the years, it's that...

"Most people are afraid of teaching and  training people and then having them leave. What's actually worse is to not train them and have them stay!"

So I decided training was necessary, but I sought ways to eliminate my time involvement.  I wanted to help my people to develop great skills, but I wanted to do it in a way that minimizes the time I spent teaching and training.

 In an effort to do this I bought all sorts of training products and sent people to all sorts of courses.  There was certainly some value in doing these things, but I also made two observations.  My first observation was that for a commercial real estate broker to be truly successful, he/she has to have a level of competence in three different areas:   

1)  They must know and understand a lot about commercial real estate and how to give clients what they are looking for.  This includes things such as how to get and profit from property listings, how to analyze and positively affect leases, how to value a property or space, and so much more.

2)  They need the ability to generate leads and convert those leads to clients - the marketing and sales skills that a great broker must have.  These skills include things like how to build prospect lists, how to create interest with the people on your list so that they meet with you, how to build rapport and listen to what they really want and need, how to do great presentations, how to handle objections and negotiate effectively, and so much more.

3)  They also need what I call personal power - the ability to get yourself moving.  This includes motivation, time management, goal setting and planning, and so much more.

 In searching for ways to train my people effectively, I didn't find anything that addressed all three of these in a comprehensive manner.  Oh I found a lot of tapes and books that addressed one or two items, courses that taught elements of what's necessary, but nothing that had it all. 

 My second observation was that no training program or product presented consistent reinforcement.  People might go to a course and when it was over have some good ideas, but there was very little follow-up.  It was the sunburn syndrome - once it wears off after a week or two there is very little left behind. 

I realized that I needed a training program that was presented over a period of time so as to create consistent reinforcement that was customized for commercial real estate brokers and salespeople.

 So I put together my own training program to teach all of the elements necessary for success in commercial real estate.  I figured that I could teach the industry specific knowledge that I have gleaned from 20 years of success in commercial real estate, but in order to leverage my time, I decided to look for and hire an expert in sales training and personal development.

 I spent some time searching because I didn't want one of the hundreds of speakers and sales trainers who offer run-of-the-mill skills in a very boring way.  I finally found and hired one of the best I've ever seen.  His name is Pete Droubay. He's an outstanding sales trainer who's taught thousands.  He has been sought after by major corporations and organizations and maintains a very full schedule of training classes for these organizations.  I was referred to him by a friend and attended a training class that he conducted.  I was impressed by the fact that, in addition to providing tremendous content, he was very entertaining and inspiring.  Everyone who attended the class with me was riveted to what he was saying for the whole time they were there.  I have seldom seen a more captivating speaker or teacher.

 I hired Pete to join me periodically in my in--house training sessions and help my people develop the skills they need to be successful.

 It's worked!  I set up a schedule of classes for my brokers and agents in which I taught them the fundamentals of commercial real estate and Pete taught them the sales skills and personal development skills that they needed.  Each class had specific topics with corresponding assignments.  I was able to monitor the progress of my people by watching how they completed the assignments, and I was able to tell very quickly whether some one was going to make it or not.  I was able to weed out a lot quicker the people that weren't going to make it, and in the process I saved a lot of money, time and aggravation.  Even better, my people loved it!  They were fired up and producing more than ever before! They didn't view me as the person who was constantly badgering them anymore, and they were very appreciative of the investment that I had made in them.

 There was one downside though.  If you're like me, you don't like spending money and this cost me an arm and a leg - several thousand dollars per person.  True, it was only a fraction of the cost that I spent on them for other things such as desks, phones, etc.  It was also a fraction of all of the money that was brought in by the increase in production we experienced.  But regardless of how I justified it, it was still tough to write the checks for it because I hate spending money.  I knew that there had to be a way to reduce the cost.

 So I discussed the dilemma with Pete.  We agreed that the best solution would be to produce a video series.  Something that each new person I hire could use when they begin in the business.  Something that used Pete's expertise in sales and marketing, as well as his expertise in personal development, to teach my people without having to pay him to be there.  Something that used my expertise in commercial real estate to teach my people how to become experts in the business, without me having to be there.  Something that could include a lesson each week which is delivered via video.  Something that would give assignments for my people to complete each week.  Something that would give me a way to know for certain what somebody should be doing each week and determine quickly whether someone is going to make it or not.  Something that would form the foundation for my corporate culture because of the common language it creates amongst my people after they go through the course once, twice maybe even three times.  Something they could even refer back to for answers to questions they might have later.

 So we produced
Top Dogs: How to Run With the Big Dogs in Commercial Real Estate.

Top Dogs: How to Run With the Big Dogs in Commercial Real Estate is a course which is divided into 13  lessons (if you work through one lesson per week, you can repeat the course four times in one year). Each lesson covers knowledge and at least one skill from each of 3 areas critical to success in commercial real estate: sales skills, industry specific knowledge, and personal productivity skills.  While they can be taken out of context, each lesson builds on the previous one.  Each lesson gives practical hands-on assignments that are designed to get the participants applying what they learn and producing right away.

 The course is delivered on video DVD.  I was a little intimidated at first about putting myself in front of a camera because I'm no showman or actor, but my colleagues encouraged me - after all, they said, it's not meant to be entertainment.  It's meant teach fundamental skills and deliver great content.  It really comes down to the content, and this course has great content!

 I invite you to experience the same success with hiring and training new brokers as I did.  Read everything we've supplied for you here on this sight.  Download the reports and brochures which are available.  Then call us and order the training videos and a participant manual for each of your agents/brokers.  I'm so confident that you'll enjoy some of the same results I did, that I've put a one-year money-back guarantee on the product.  There is nothing to lose and everything to gain.

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