For Commercial Real Estate Agents

June 12, 2006 Ezine

June 12, 2006



































Read by More Than 30,000 Agents

Dedicated to Transforming Your
Commercial Real Estate Brokerage Business

In this Issue:

Becoming the "Broker for Life" for Your Clients

When we begin our careers as commercial real estate agents we normally don't have any clients or prospects at that time. So we begin prospecting to locate people we can begin working with, then we work on closing transactions with these people, and then oftentimes we drop out our communications with these people after we've closed these transactions.

If we don't think the people we've just closed transactions with have any additional real estate needs in the near future, we can end up forgetting about them if we don't watch out, and just continue looking for new people we've never worked with before to close transactions with.

If you plan on being in this business for 10, 20, or 30 years or more, you're going to close a lot of transactions with a lot of people. But if you don't pay close attention to your follow-up with these people in the months and years after you've closed a deal with them, you'll just be fighting with your competitors to represent them the next time they need to do a real estate transaction. So in effect even though they've already become clients of yours, it's as if there's no ongoing broker-client relationship being maintained by you. And as a result this can feel to them like you're no different than all the other brokers years down the road when it's time for them to choose an agent they'll begin working with.

Now once you've been in our business for 10 to 20 years or more, at this time in your career the total number of transactions you've closed will probably be in the hundreds. And if you maintain great ongoing relationships with these people, the amount of repeat business you'll obtain from them can be immeasurable. And if you don't maintain great relationships with these people, you can always feel that you're kicking, scratching, and clawing to represent every prospect, much like the way you felt when you were new in the business.

But if over the course of your career you close transactions with hundreds of people, and you keep one hundred of them loyal to you, if these one hundred people average only one transaction every five years, that's twenty transactions you can count on every year just from these people alone. And when you add to this the number of additional transactions you're closing with new clients every year, this can add up to some very serious commission dollars!

So stay in contact with everyone you've closed transactions with. Call them throughout the year just as you would new people you've never worked with. These warm calls with your past clients are normally much more enjoyable, you're more likely to get through to the decision maker, and the phone call is more likely to lead to new business and new referrals for you, too.

Include your past clients in receiving all of your mailers. This will keep them thinking of you even if it's been awhile since you've seen them or talked with them. And if they're thinking they may have an upcoming real estate need right around the time they receive one of your mailers, this increases the probability that they'll pick up the phone and call you immediately.

Tell them you want to have a long-term relationship with them for many years to come, and ask them what they'd like you to do for them over the years so they feel they want to continue this long-term relationship with you also. Just the fact that you've mentioned this will make it more difficult for them to not be loyal to you, provided of course that you follow through and do what they've asked you to do for them.

If you set the tone for this kind of relationship from the very beginning with your clients, follow-up with them throughout the year, ask them if there's anything you can do for them, mail them information on what's going on in the market and keep them informed, and ask them to call you whenever they have any commercial real estate needs, you'll be well on your way to building relationships that will lead to many more transactions, and many more commission dollars, throughout your commercial real estate career.

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 more than a million of dollars a year.

Sending Out Mailers That Generate
a Ton of New Commission Dollars

How much mailing are you doing to your clients and prospects in your commercial real estate business? Mailing is a great way to generate new business for yourself, but very few commercial real estate agents seem to do very much of it.

When you mail consistently, you brand yourself as the best agent in your territory to your clients and prospects, and they begin calling you when they have a requirement. This certainly beats the heck out of you having to constantly prospect them all the time!

Mailing is one of the most underutilized ways to generate great new commissions for yourself, and when you learn how to master this form of prospecting, you can literally leave your competitors behind.

One of my coaching clients designed and sent out a specific mailer under my guidance and direction, and the first time he sent out the mailer he generated over $14,500,000.00 in new listings from it! And I'm going to tell you exactly how to design and send out this same kind of mailer yourself during my next Inner Circle call.

If you want to learn how to get your prospecting on autopilot through mailing, and generate a ton of new commissions for yourself when you're just too busy to do your prospecting, you'll definitely want to hear what I have to tell you during my next Inner Circle call. I'll be talking about how to design, write, and send out mailers that will get your phone ringing with action, and I'll tell you how to design your mailers just one time so you can send them out over and over again throughout your career! Imagine how much time this will save you and how much money it will make for you for the rest of your career!

So join me on my next Inner Circle teleseminar call on Wednesday, June 21st, at 8:00 p.m. Eastern Time, where I'll explain exactly how to start sending out mailers that will generate a ton of new commissions for you in your commercial real estate career. And if you can't join me on the call that evening that's OK. I'll send you an audio CD recording of the call along with a written transcription of it and important highlights from the call in the mail!

My normal monthly rate for my Inner Circle program is $297.00. But to learn how you can join me on both this call and the following month's Inner Circle call for FREE (a $594.00 value), receive audio CDs and written transcriptions of both calls sent to you in the mail, ask me questions on how you can improve your brokerage business, and learn how to immediately start taking your commercial real estate business to a whole new level, click here.

And remember, just learning how to design and send out the one mailer that generated over $14,500,000.00 in new listings for my client in it's first mailing will definitely put a lot more commission dollars in your pocket!

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.

"Jim has me much more focused on doing the things that make me more money and he holds me accountable to make sure that I do them."

Greg Barsamian
CB Richard Ellis

Click Here for More Testimonials

Click here to visit my Web site. There you'll find many articles and previous editions of my E-zine 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 email me for more information.

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

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Advanced Real Estate Sales Coaching

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