Today’s commercial real estate professionals are eager for new clients. 2011 has been a challenge for many and yet outstanding for a few. What contributes to this disparity? Well a great many things: skills, habits, experience, geographic location, a staff to help, energy levels and so on. I didn’t include time because we all have the same amount of that! Plus, the bottom line is most of you won’t take the time required to do what’s most important for ultimate success and that’s research.

Why research? Because that’s the only way one can access the information you really need. Information like companies expanding, landlords in desperate need of your service, and the most important thing – the contact! Who to contact and the contacts vital statistics, such as email and phone number, are getting harder and harder to find and yet are more available then ever before (an oxymoron?).

I recently Googled “retailers expanding” and wound up with access to a list of just about every single national and regional retailer and their 2011 expansion plans – a small goldmine for any retail broker! The information I access on the internet just by spending a little bit of time each day is astounding (and has been extremely profitable).

If you spend just 30-minutes a day on research everyday between now and January 1st, what difference do you think it will make? How about a hundred new prospects? How about knowing who the decision maker is for those 100 prospects? How about the renewed energy you’ll get because you know so much more then you did just yesterday? The possibilities are endless.

If you stop and think about Top Producers you’ll probably agree they are walking information databases; how did they get there? Hmm . . . now there’s something to ponder!

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