By: Jerry Anderson, CCIM
Source: SVN Florida
- Get in front of market conditions.
- Spend 5-10% of your time educating yourself.
- Spend 10% of your time marketing yourself.
- Spend 40% of your time with prospects/clients.
- Immediately improve your efficiency/effectiveness.
- Connect with a personal mentor or coach.
- Immediately implement “contact management” software.
- Improve the quality of relationships with 10 prospects.
- Have past clients write to target prospects.
- Probe, study and understand controllers of product.
- Establish and focus on solid relationship with #9 and #10.
- Be less deal driven, focus instead on relationships.
- “Unbundle” your services and charge fees for your time and expertise instead of giving them away.
Remember – Strategy and implementation are separate functions. In many cases there may never be implementation.
Working “on the come” hoping to get paid if there is implementation should be history for you.
What I didn’t tell you at the beginning of this blog is that this is from a presentation I made at the annual NAI conference in 1993!!! Egads, it is back to basics ladies and gentlemen. 17 years later, what is old in the CRE brokerage business is still critical, not only to thrive but to survive.
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