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 3 of this article, I will reveal the final 13 rules. Here they are:

1. Get the “Meeting”
   The goal of prospecting is to get new clients; but you only want to meet with pre-qualified prospects. If you aren’t superb at qualifying, it is worth your time to improve this skill; it will save you lots of time in the long run.

2. Follow Up, Always
   Please make this a habit. The lack of follow-up is the number one reason assignments are taken away and given to another broker.

3. Learn to Acknowledge Rejection
   The goal of a good salesman is to get to a “no” and then be able to discern if it’s really a “no” and you need to put the prospect in the “dead” file or if you need to persevere.

4. Be Comfortable With Change
   Change is part of today’s business world so it’s a good idea to get used to it. In fact, change is good!

5. Follow Rules
   This one is hard for me and I have had to work hard at getting better at it, but the truth is rules aren’t just for others; they apply to you as well.

6. Have a Team
   Just like the saying “It takes a village to raise a child.”, it takes a team to get a deal done nowadays. And, I am not referring to a team of brokers, but a team possibly including a lawyer, architect, space planner, assistant, marketing director, and so on. . .be resource rich with possible team members.

7. Work Hard – Every Day
   There is no shortcut to success. Successful people simply work harder.

8. Take Responsibility
   Take responsibility and fix the things that need to be fixed without placing blame or finger pointing.

9. Know When to Be Persistent
   The key is to know when to persist and when to back off. You learn this with experience.

10. Develop Your Success Formula Through Numbers
    Determine how many leads, calls, appointments, proposals, presentations and so on that you need in order to land a client and ultimately a commission.

11. Be Passionate
    Be the best and do what you love. Sales, leasing, consulting, whatever.

12. Be Memorable
    Create great memories for your prospects and clients through superb service and follow up.

13. Have Fun!
    This is one of my top values – I like to have fun with my work!

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

No comments yet.

Comments RSS TrackBack Identifier URI