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CRE Success Principle: Prioritise your best prospects, because until you define who truly matters, you risk over-servicing low-value relationships and under-investing in people who can actually grow your business.
At the end of last year, I sat down and built my Dream 100.
Not just a list of prospects, but a focused group o...
CRE Success Principle: Don’t confuse a lack of results with a lack of commitment. When someone is doing the right activities but not getting outcomes, your role is to restore their confidence and focus, not to manage them like a poor performer. Encouragement at the right moment can be the turning point in their year.
At the end of...
CRE Success Principle: When asset values and transaction volumes are already under pressure, accepting a lower commission rate magnifies the problem. Believe in the value you deliver and be willing to walk away from clients who only select an agent based on their fee.
Right now, many commercial real estate businesses are dealing w...
CRE Success Principle: Too many agency leaders set targets based on repeating last year’s performance or adding a modest 5%. But when inflation, market expansion, and rising costs are factored in, standing still actually means going backwards.
If your commercial real estate agency business is not growing, it is dying.
That ...