I recently attended a bootcamp designed to teach the attendees to attract clients like crazy. While reviewing my notes realized each presenter had 5 common elements, so I’d like to share these elements with you. Pay attention because each presenter earns multiple 7 figures each year!

1. Planning
   You must get into the habit of setting measurable goals and then planning daily, weekly, monthly and annually the required action steps to achieve these goals. Planning brings clarity for what needs to happen in order for you to achieve your goals.

   Just think of a day when you went to work and knew exactly what actions steps you needed to take in order to achieve the results you expected to achieve that day. Then, think of a day when you weren’t focused and seemed to spin your wheels all day long. The difference between the two days was your planning!

2. Marketing Mindset
   You need to understand you are not just in the business of delivering a service – you are in the business of marketing as well. When you learned the business, you were taught how to perform the specific services required of your client. You were not given a course on marketing.

   You might be a terrific broker, but if you can’t or don’t know how to be a marketing master you will never be able to keep your pipeline full.

   Just the same, you might be a mediocre broker but a master at marketing. If so, you will never have a shortage of clients!

   Learning how to market your services will give you more bang for your buck than anything else you can do.

3. Have Systems and Processes in Place
   I cannot stress the importance of having systems and processes in place. Why re-invent the wheel every time?

   Some examples for useful systems include: marketing, prospecting, time management, and follow-up (join my Commercial Real Estate Success Inner Circle being re-launched next month for these system templates).

   The result of taking the time to implement systems and processes is simple – more time for you!

4. Have a Winning Team in Place
   I think I have always underestimated the importance of a having a winning team in place. A winning team extends beyond your assistant and perhaps a junior broker or two.

   My winning team includes:

   1. Assistant
   2. Webmaster
   3. Transcriber (from audio to word)
   4. Office Organizer
   5. Lawyer
   6. Accountant
   7. Marketing Coach
   8. Mastermind Group
   9. Technology Expert

   My team allows me to grow my business. Without these people in place, I could not do what I do.

   The biggest mistake people make when building a business is putting team members in place after they are needed. This style of growth DOES NOT work. The team needs to be in place before the growth occurs because the team supports your growth.

   Who’s on your team? Just for fun, list them out . . . who’s missing?

5. Make Choices
   Everyday you make choices for better or worse. For example you made the choice today to read this newsletter and maybe, just maybe, you picked up a tip or two that will improve your business.

   You make the choice to show up to work every day (or not), to exercise daily (or not), to take action steps that will put money in your pocket (or not); you get the idea.

   The choices you make reflect the life you are living. No one else makes these choices for you; you are in control.

   So, why not choose a little more thoughtfully? Ask yourself what results the choices you are making will bring you. For example, if you decide to skip following up with that prospect you’ve been thinking about, you may lose the opportunity to a competitor. If you choose not to write and submit the report for your client when it’s due on Friday but instead send it on Monday, you have chosen to be late and therefore broken a commitment to get things to your client as promised.

   Make choices that reflect what you stand for and that support your goals.

I hope you will take some time to think about these five golden nuggets for commercial real estate success and choose to adopt them for your business.

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