Tag Archives: commercial brokerage managers

Master the Art of Commercial Real Estate Brokerage, The Easiest Way to your Financial Goals!

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The best in every industry are those who invest the time and effort to master their craft. Commercial real estate brokerage is no exception. Those who truly master this industry will be rewarded handsomely. It is our mission to help you to earn more money with less effort. To do so, take the following three steps:

1. Fast-Track Your Expertise: Start by learning the fundamentals as thoroughly and as quickly as possible. While others teach aspects of the fundamentals of commercial real estate in lengthy and costly ways, no one teaches them as thoroughly and as quickly as the Top Dogs.

2. Build Your Practice: Once you understand the academics, you must build your practice. In other words, you must build the systems that will bring you business: Lead generation systems, lead conversion systems, and systems for delivering outstanding service,

3. Refine and Grow Your Practice: Once business is consistently coming in, you must continue to refine the systems you have in place so that you can handle more with less effort. Go from earning a few hundred thousand dollars per year to earning millions every year.

To master each of these steps, we invite you to explore the tools that we offer to help you master the art of commercial real estate brokerage:

● Top Dogs: How to Fast-Track Your Expertise in Commercial Real Estate Brokerage
● Top Dogs: How to Run With the Big Dogs in Commercial Real Estate
● Coaching Programs

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Six Ways to Market on the Internet

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For the last ten years, I’ve told commercial real estate agents and brokers that the Internet will not sell for you. I stand behind this statement. During the dot-com boom, it was proposed that you could sell everything over the Internet. People loved this idea because it took away their need to work at selling their services. The thought was, “If I just develop a good Internet presence, I won’t have to do all the work I currently do to sell.” We all found out this wasn’t true.

The Internet is a very valuable resource though. It won’t sell for you, but I’ve found that there are currently several great ways to generate leads for commercial real estate clients on the Internet. They include:

1. Website: You need to have a personal website. In our training videos and classes we share with you some tips on how to quickly get one going. They are cheap and easy to create these days. If your website is going to be a lead generator, it needs to offer your ideal clients resources that they can access for free or for a price. To produce a lead, you simply require some form of registration in order to access the resources available.

2. Email: I do not advocate huge email blasts to people with whom you have no relationship (otherwise known as SPAM), but there are many other ways to use email, including auto-responders, opt-in newsletters, endorsed offers sent to other people’s lists, and several other ways. When you send out email, make sure it offers good education or information. I suggest that the content not be contained completely in the email. Instead, the reader should need to click a link to access the information. The link then takes them back to your site or to a place you would like them to be. This allows for good tracking of your marketing efforts and creates better traffic on your site.

3. Search Engine Placement: You can pay to be listed at the top of the list for any set of “keywords”. This means that when someone searches for information on certain terms, your listing comes up at the top. This is a great way to drive traffic to your site or to a site that makes a specific offer to your potential clients. Check with the major search engines for more information on key word advertising. Over time, you can work to achieve high “natural” rankings for those same keywords.

4. Advertisements on other sites: This can range from reciprocal links to banner ads, pop-ups and pop-unders. If there is a site that your ideal clients frequent, check to see what linking or advertising opportunities exist on that site. One tip I can give you is that your ads should not simply be for you or your service. Instead, post ads for information, such as lists, reports, books, and more. Potential clients are much more likely to click on a link offering a free list of investment opportunities or available space than they are to click on a link that simply has your name and picture.

5. Article and information submission to online news and information outlets: This is very similar to a traditional PR campaign that submits articles and information to print, radio and TV outlets. The main difference is that you are submitting to online newsletters, industry sites, news sites and anyone else who is sending information to your desired audience. You can also self-publish this information by posting these articles to your own site or connected to your site. Either way, the goal is to create more ways for people who are searching for information and services you can deliver to find you. As was already mentioned, we offer a wide variety of articles that can be submitted.

6. Social networking sites: Much like networking in the real world, online networking can be a great way to meet people who can either become clients or refer you to clients. No different that networking in the real world, online social networking requires a fair amount of work for it to pay dividends. Networking online also has the added benefit of providing more ways for people to find you online, which provides a lot more opportunity for you to market using the previous five ways listed.

A well-rounded Internet campaign will use each one of these methods to contact potential clients and generate leads. Ask yourself, “How many of these methods am I using?”

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Focus on the Results

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We all use “to-do” lists – and they are useful for managing certain types of activities. However, commercial brokers get paid for results, not activities, and “to-do” lists can cause us to focus on activities.

Here is what often happens: Whatever you consistently focus on you will get more of; focus on activities and you will get more activities. It’s easy to get caught up in the illusion of progress instead of achievement.  The satisfaction of checking off a series of “to-do’s” perpetuates an illusion of progress. Thinking becomes short term, rather than strategic. Endless streams of activities can pile up unless you “keep up”, causing stress. Meanwhile, important things get crowded out because our focus is on urgency rather than what is truly vital for success. So what can we do about it?

Instead, make sure you have a written business plan. Then schedule the actions to implement your plan. Focus on the most important results – specifically, which properties do you want to list, sell or lease right now? Prioritize the actions that will achieve these results.

Innovative simple ways to accomplish results, opening the door to improved ways of doing business.  Use the Top Dogs programs to create your step-by-step action plan for next –level success!

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How to Win at Commercial Real Estate Brokerage

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As an adult, have you ever wanted to learn a new competitive sport? For me, it was competitive sailing. I moved the San Francisco bay area in my mid-30s, and had my first opportunity to go on a bay sail. I never dreamed that I would become a strong competitor in sailboat racing. How does this connect to winning in commercial real estate? The answer is, it connects in many ways.

Shortly after that first sail, I entered a boat partnership with somebody who knew how to sail. They were going to be my mentor. The problem was he had very little time, and we only sailed together a couple of times. I did not learn enough in those session to be able to sail alone. What was the solution? Learn quickly! To get started, I bought a handbook on small boat sailing. I had to learn the language of sailing. Commercial real estate has a language, and we must know it too. I had to learn all the component parts of the boat and how things worked. Commercial properties have a large number of components that we must learn. There are certain principles on how to approach the winds, tides and currents. We must understand commercial real estate principles, and there are also market winds, tides and currents. They can run can fair and foul. I also found some videos that taught me how to maximize my sailing progress.

After working on the basics and practicing, I had learned the fundamentals well. It took me substantially less time than a lot of people because I was willing to study and learn from a variety of sources. One day I had the opportunity to go on a sailboat race. The truth is, I really knew little about what was going on during that first race. But my sailing fundamentals were solid enough that, as long as I was directed properly, I could do my part. In essence, I was a junior team member, in the same way that newer commercial agents are junior team members. I quickly recognized that I didn’t want to be a junior team member. I wanted to win races! To do that I needed to learn to do two things well:

1) How to make the boat go fast, and
2) How to sail the course intelligently.

Fortunately, in my area, there were courses that taught these skills. The first focused on how to get the boat to perform at the highest levels. The other taught intelligent racing strategies, such as, how to get a great start, which way to go, when and how to maneuver, and how to perform in the presence of other competitors. Even if you have never sailed, I hope you can see the similarities to what we experience in the commercial real estate world.

Later, I found a next-level course on racing strategies and tactics taught by people who owned Olympic gold, silver and bronze medals. That allowed me to move into a class of boats called sports boats. These are high-performance sailboats. In that fleet, I had the opportunity to compete with some of the best sailors in the U.S. In order to be able to race with them, I needed coaches who had sailed at that level. Two of my coaches sailed in America’s Cup races and one of them, in the Olympics. In just a couple of years of sailing, I was able to compete effectively with people who had been sailing all of their lives. Trust me, that’s not easy to do, and it wasn’t based on luck. I made a fast rise in sailing for someone who came to it late in life, becoming a strong competitor and I won my share of races. During these years, I also raced on other people’s boats, many of which had done very little to prepare to win. And while I could help them to move up in fleet, I couldn’t help them win, because they were not prepared to win.

To win at commercial real estate, you must be prepared, you must learn the fundamentals and practice the skills needed for success. The reason that so many people struggle and fail for several years before they make it, if they make it all, is because they are not willing to do what it takes to win. They dream about competing with the gold, silver, and bronze level commercial brokers in their market, but without doing the heavy lifting. Winning at commercial real estate can be done fairly quickly. It takes proper preparation, planning and execution. And like earning a trophy in competitive sailboat racing, you must learn before you earn, so you, don’t get burned.

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Expanding Your Business With Commercial Real Estate

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Expanding Your Business With Commercial Real Estate - TDogs.com

 

One of the most pervasive myths is that commercial real estate is difficult and takes years to break into. Thousands of real estate agents have discovered that they can expand their existing business with commercial real estate transactions quickly and easily. They also discovered that they love doing commercial transactions because they are interesting and the money is really good. Plus, they have proven that they can get the results their clients want.

 

That is because they discovered that all of the old barriers that kept them out of commercial transactions are gone. In the past, the mainstream commercial companies controlled the information and resources and that kept residential agents out of the commercial markets. That means that these residential agents left thousands of dollars in commissions on the table.

 

For you to earn big money in commercial real estate you don’t need to go to a mainstream commercial house or to set up a commercial practice, all you need to do is to ask your clients about their commercial real estate needs. How many of your clients own their own businesses, want to start a business, or have a position of authority in a company that occupies commercial property? How many already own or want to own commercial real estate? All you need to do is to tap into the commercial real estate needs of your existing clients.

 

To do that you need the fundamental knowledge. And luckily you can get that knowledge quickly and stop leaving your commercial commissions on the table for someone else to pick up. What that really means is that you can dramatically increase your income by tapping into the big commissions that commercial agents routinely earn.

 

To learn more, check out the Top Dogs programs which are instantly available via streaming video with e-book manuals. Or on DVD with a hard copy of the training manual. Both include downloadable property and financial questionnaires and client requirement assessment tools.
 

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