March 19, 2007 Ezine

March 19, 2007





































Read by More Than 30,000 Agents

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on  Creating a Ton of New Leads
in Your Commercial Real Estate Business
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In this Issue:

The Power of Giving Gifts
to Your Clients and Prospects

Creating a Ton of New Leads
in Your Commercial Real Estate Business

The Power of Giving Gifts
to Your Clients and Prospects

One area that commercial brokers often fall short in is in giving gifts to their clients and prospects. But giving gifts on an ongoing basis solidifies relationships at a deeper level and makes people feel more committed to doing business with you.

Imagine you have an accountant who sends you gifts 2-4 times a year. Doesn't this make it more difficult for you to think of changing accountants as long as the person is doing a decent job for you?

The same applies in your real estate business, too. But in real estate you often won't have an ongoing relationship with someone throughout every single year like their attorney or accountant will. This is simply because the person may not need to close a real estate transaction every year, but they'll probably need to discuss business with their accountant and attorney during the year. So ideally you want to create the feeling that you have an ongoing relationship with your people even when they may not have a real estate requirement for sometime in the future.

If you send gifts to your people 2-4 times a year, this causes a great leap forward in accomplishing this for you. If for example your average commission per transaction is $20,000.00, and a client does one transaction on the average every three years, and you spend $100.00 on gifts for them every single year...this equates to $300.00 spent over a three-year period to maximize the chances of you earning the $20,000.00 commission. And I must tell you, your chances of having them work with you on that requirement where you'll earn the $20,000.00 commission are much higher simply because of the $300.00 you've spent on them. If you had spent nothing on them over the three-year period, there's less "glue" holding the two of you together, and they'll find it much easier to work with one of your competitors instead. But if you've spent the $300.00 over the three years on them, most people you do business with won't want to experience the guilt they'll feel when they see you and talk with you again if they've closed a transaction with another broker. So they're more likely to feel that they simply must work with you instead.

Finding new clients is an important part of the commercial real estate brokerage business. But keeping your clients loyal to you throughout your career will make you much more money than constantly having to find new prospects while you're letting your old clients get away from you.

When you constantly give gifts to your clients and stay in great relationship with them, you'll generate great repeat business for yourself in addition to the new business you're constantly generating through your own continued prospecting.

Click here for downloadable E-books and live audio interviews with top-producing commercial real estate agents. These interviews are with industry experts who show you exactly what they do to continually make $500,000.00 to over a million of dollars a year.

 FREE Teleseminar Wednesday Night

Creating a Ton of New Leads
in Your Commercial Real Estate Business

If you've never been a member of my Commercial Real Estate Inner Circle before, I'm inviting you to listen to my teleseminar this Wednesday night on "Power Prospecting" for FREE. During this call I'll be interviewing a company that specializes in providing leads for office and industrial brokers, in addition to interviewing a one-on-one coaching client who will tell you exactly what he's been doing with his prospecting and mailing system that's been producing outstanding results for him.

If you'd like to join me on this call  and receive the audio CDs from it, the written transcription, and the highlights of the call all sent to you in the mail for FREE, click here:

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I look forward to having you join me on the call!


Click here if you'd like more information on my one-on-one coaching program to take your real estate productivity to the next level. One-on-one coaching is available for both commercial real estate agents and company management.

"Under Jim's guidance and direction we designed and mailed out 12 postcards that generated an additional $500,000.00 in new commissions within one year."

Mike Brown and Blair White
Landmark Realty Corporation

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Click here to visit my Web site. There you'll find many articles and previous editions of my Ezine to assist you in taking your real estate career to the next level.

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If you find yourself trying your hardest in your real estate career and still not making the amount of money you know you can, you may want to find out more about my one-on-one real estate coaching program. If this is something you may definitely be interested in, please send me an E-mail and let me know.

If you arrange for me to lead a seminar or training for your real estate company you qualify for FREE coaching! Call me or E-mail me for more information.

Please forward this Ezine to anyone you know who is interested in becoming a better, more productive real estate agent.

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