You are responsible for your own success (or failure). Following the fundamental rules of commercial real estate selling success will lead to sales success faster than anything else. In part 1 of this article, I will reveal the first 13 rules. Here they are:

1. Have a Positive Mental Attitude
   Failing to do so will result in sales failure faster than anything else. Your commitment to a positive mental attitude will put you on the path to unstoppable commercial real estate sales success. This is a fundamental success principal.

2. Believe You Can
   Are you familiar with the well-known saying: You can achieve what your mind can conceive? Your beliefs are the most important sales tool you possess; use them well!

3. Set Goals
   Goals are your roadmap to success.

4. Learn Sales Fundamentals Daily
   Never stop learning how to sell. Learn something new everyday and then execute.

5. Understand your Clients Problems and Be the Solution
   Ask the right questions and be able to offer a solution specific to your clients needs. Top producers do this with excellence.

6. Sell to Help
   Be in business to help your client and the commissions will follow.

7. Establish Long-term Relationships
   Simple, we are in the relationship business. Treat yours like gold. Connect with yours regularly.

8. Believe in Your Service
   Be committed to providing the best service in your niche. If you believe your client will be best served by using you, it becomes the truth.

9. Be Prepared
   The level of your preparation will predict your success. This is not the place to fudge! If you’re well prepared you will win the assignment.

10. Be Sincere
    If you are sincere about helping it will show.

11. Qualify the Buyer/Lessee
    Nothing wastes your time faster than working with unqualified clients. If you aren’t super at qualifying brush up on this skill immediately. This is especially true in commercial real estate today as a result of this “new economy” we find ourselves in.

12. Be on time, always
    There is no excuse for lateness, period. Being late for an appointment shows disrespect; in fact, be 10 minutes early.

13. Look professional
    If you look professional it is a positive reflection on you, your company and your service.

Success is being confident and performing at your best resulting in winning experiences. Failure is simple a lack of good planning and execution.

Look for parts 2 and 3 in the following weeks.

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