For Commercial Real Estate Agents

June 19, 2006 Ezine

June 19, 2006



































Read by More Than 30,000 Agents

Dedicated to Transforming Your
Commercial Real Estate Brokerage Business

In this Issue:

The Client Every Commercial Broker Should Have

The first client I ever met in my commercial real estate career turned out to be one of the most enjoyable and memorable ones I would ever know. I wish that I would have closed even more business with him than I did, but it was the time spent with him and the way he treated us commercial brokers that I'll always remember the most.

His name was Ben Friend, and most of us brokers who knew him wish we had ten clients just like him. He was one of those rare individuals to work with who was very simple, straightforward, and knew exactly what he wanted in real estate. He never played games, and you knew that once you had a deal signed with him, he'd close the transaction once all the contingencies had been cleared.

But it was his lifestyle and how he conducted his business throughout the week that has always left a smile on my face. Every day, Monday through Friday, he'd arrive at the same little coffee shop in South Central Los Angeles between 8:00 and 8:30 a.m. to have breakfast. He'd be surrounded in his booth by other investors he owned properties with, and commercial brokers who had properties they wanted to sell him. And for any broker who showed up in the morning at the restaurant, he always offered to buy them breakfast.

This morning routine continued every week for more than 20 years, maybe even more than 30 years, in the exact same coffee shop. It even got to the point where Ben had the coffee shop allow him to install his own private phone line in the booth where he sat every morning, and every morning a phone would be plugged into the wall so he could make and receive phone calls from people who wanted to talk about real estate. (This was of course before everyone began utilizing cell phones.)

So this routine would go on every weekday morning at the restaurant until about 9:30 or 10:00 a.m., and at that time it was time for Ben to transition onward with his day. He'd then go out with brokers to tour properties they had available for him, and oftentimes they'd be properties that weren't yet listed on the open market, where investors oftentimes find their best bargains.

This activity would continue until about noon, and at that time Ben would then arrive at the casino in the nearby city of Huntington Park for lunch.

Then after lunch he'd sit down for a friendly game of poker at the casino until about 3:00 p.m., whereupon he'd then get in his car and drive back home to Westwood, about 30 minutes away, and beat all the rush hour traffic.

Since we commercial brokers knew exactly what his daily routine was, many is the time I showed up at the casino and pulled him away from his poker game to sign an offer or a counter-offer, and then quickly be on my way again while he returned to the poker table. And I really had to hand it to the man--between the coffee shop and the casino he had everything he needed in terms of a place to do business, without actually needing an office!

One time I was showing Ben a 400,000 square-foot building that had just come on the market, and the listing broker was arguing with us at the showing that he had previously presented the building to Ben. When Ben said that he didn't remember the broker having presented the property to him, the broker then responded with, "You know that coffee shop where you have breakfast every morning?"

And Ben responded with, "Yes."

Then the broker came back with, "Well I went to the coffee shop and you weren't there, so I gave the waitress the information and told her to give it to you the next time she saw you."

Well of course Ben never received that information, and if we had ever made a deal on the property things could have gotten really interesting. The listing broker followed-up after the showing by sending me a letter telling me that their company would be collecting all the commission on the transaction if a sale were ever closed with Ben. And in this letter he stated his contention that the property had been "well-presented" to Ben by him before I had ever brought it to Ben's attention. (And this was a guy who was a 15-year veteran at the time with one of the top 3 commercial real estate brokerage companies in America!)

So anyway, you see how strongly some people thought the coffee shop and Ben were associated with each other! My only regret in this situation, outside of not closing the deal and getting paid the commission on it, was missing the opportunity to hear this broker plead his case in front of the arbitration panel of brokers within our commercial real estate association had the deal closed. Seeing and listening to that would have been absolutely priceless!

The truth is I wish I had many more clients like Ben throughout my career, and unfortunately he's no longer with us, having passed away a number of years ago. He's the one client I had who would buy just about any property imaginable, as long as he could buy it at a price that made sense to him. Whether it was a beautiful building in the best part of town, or an old, beat-up building in the roughest part of town, he was always willing to write an offer on it to see if he could buy it.

He was loyal, gracious, honest, very easy to be around, and someone who respected us as commercial agents and knew the value we brought to him.

Every commercial broker needs a client like Ben Friend.

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 this 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.

"I was skeptical at first, but after working with Jim I'm now producing much better results in my real estate business. His coaching program definitely produces FAST results."

Bob Hoyer
Delphi Business Properties

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.

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