[Free Webinar] How Your Marketing Can Win You Listings

Commercial real estate is changing. The internet has helped in leveling the playing field. Best practices are now easily shared – within companies and without. It is now harder than ever to differentiate yourself from your competition.

This month’s webinar with my friend Kris Krisco of Buildout.com is all about how your marketing should actually win you listings. You can register for the webinar – at 3pm Eastern on August 5th – by clicking here.
by ShadeON via iStock.com

by ShadeON via iStock.com

The marketing of your listings is for the purpose of finding the most potential buyers. The more buyers equates to more offers. More offers, if the listing is priced right, can generate a quasi-auction environment. So not only do you find a buyer, but the best buyer – and, get the most out of that buyer.

But you can also use your marketing to win listings.

I shared with you last month how I would use Buildout.com to produce brilliant and beautiful proposals quickly. I was asking one of my Massimo Group coaching clients last week how long it takes him to prepare a proposal. For a good one, it takes him 7-10 days. That’s just too slow.

Moving faster than your competition is a great way to win business.

Another tactic Buildout allows you to do to win business with your marketing is creating websites at the click of a button.

I remember doing this a few years back. I was preparing for a listing presentation. So I created the listing website as if the property were being marketed. With Buildout, this took one click of the button. I then uploaded my proposal to the site.

I went to the meeting with nothing in my hands. I logged on to the prospects computer and brought up the website for his property. He was impressed. I then showed him how to download his proposal. He was really impressed.

I then showed him how I just need to perform a few more mouse-clicks and the world would know his property is for sale. He thanked me for the demonstration and said he would make his decision the following week.

When I got back to my office, I logged in and took his website down. He called me that evening asking where the site had gone. He wanted to show his wife. I shared that the site will go live when he signs the listing agreement.

I won the listing before my competition was even able to put their proposal together. That is what Buildout gives you the tools to do.

FREE Webinar: How Your Marketing Can Win You Listings

When: Wednesday, August 5th at 3:00 pm Eastern

Capacity: 100 (we filled up last month)

Register: Click Here

Why You Should Register:

  • Regardless of whether you sign up to use Buildout or not, you are going to hear some great ideas that you can do own your own.
  • The webinar is free!
  • I have negotiated an offer with Buildout that you can’t get anywhere else.
  • And if you just like seeing cutting edge technology, then this webinar is for you.

Who the Webinar is for:

  • Brokerage Owners – if you have as few as 2 brokers in your firm, Buildout is a no-brainer.
  • Marketing Directors – if you are responsible for preparing the proposals and packages for your firm, you are going to love Buildout – and you can thank me later.
  • Brokerage Teams – if you are on a team of brokers, Buildout will make you more efficient and keep you in front of your prospects and clients.

Who the Webinar is NOT for:

  • Tenant Reps: Buildout doesn’t quite have what you need. But stay tuned…it will!
  • One-man shows: There will likely be a product for the one-person shop in the future, but not yet.

Get Me My Seat for the Webinar!

5 Reasons Why There Is No Magic Prospecting Script

I’ve recently had a number of my New to the Business (N2B) coaching clients ask me for prospecting scripts. They are new clients, and they are new to commercial real estate (CRE). Had they been with me for a while, they would have known not to ask. I want to share with you why in this post.

But first, a story…

Image of young upset female in quarrel with her husband

Image from shironosov via iStockPhoto.com

I’m in my 15th year of marriage. I love my wife more today than I ever have. She is incredible, and I count myself one of the most blessed men on the planet.

But…we still deal with conflict. She is not married to a perfect man. And despite her awesomeness, she isn’t perfect either.

Recently, we were dealing with some conflict in our marriage that had gone on for a number of days. My wife was frustrated with me. I was frustrated with the situation. Life in the Barron household was not smooth or enjoyable…at all.

The 7 Proven Steps to Finding and Winning More Business

Do you remember the scene in Good Will Hunting where Robin Williams and Matt Damon are discussing the painting? Williams has this great line. “You know the real b**** of it? It’s paint by numbas [hear Boston accent].”

I’ve got some great cheat sheets for you. The first one is on prospecting, and you can get it at the bottom of this post. Can’t wait? Click here.

There is a real wisdom in the idea of paint by numbers.

What you need to know about finding and winning the business you want.

What you need to know about finding and winning the business you want.

In bootcamp, they taught us everything “by the numbers.” I’m not exaggerating. They taught us how to get dressed like a Marine – by the numbers. They taught us how to eat like a Marine – by the numbers.

The Marine Corps is fanatical about systemizing everything based on best-practices. They debrief after every exercise. What went well? What didn’t go well? What could be improved? The result of this disciplined approach to learning from everything is they have a specific way of doing everything. And it works.

The One Marketing Tool You Need to Drive Your CRE Business – Free Webinar

I remember the first time I saw a real property package. You know the ones I’m talking about. They are beautiful. Maps. Demographics. Graphs. Comps. All branded beautifully and consistently. I was blown away.

I had been in the business for about a year before I saw one. Our firm was small town CRE. Not only did we have relationships, but we had them going back generations. Business walked in our door. We didn’t have to compete or present (not much, at least).

Businessman having stress in the office

But then I got called into my first dog and pony show. I was one of three brokers who would present to win the business. I knew the other brokers would walk in with these beautiful proposals.

I spent days trying to create the package that would stack up. It was futility. I was beyond frustrated.

How You Can Become a Top Producer

So many settle for mediocrity.  I have done it myself.  I despise that place.  You can see others around you excelling at what they do – what you could do.  You may find yourself asking, “Is it even possible for me to have that kind of success?”  Good question.

The Four  Not-So-Secret

I started playing the guitar when I was 14 years old.  I was looking for something that I could be good at.  I had already realized it wasn’t going to be sports.  I took a few months of lessons and then kept playing.  By the time I got to college, I was OK at best.

Then Dave Matthews and Tim Reynolds played a show at my college.  They were incredible.  Two guys with their acoustic guitars on stage playing.  No band.  Just them.

The Answer to the Most Asked Question – CRM’s

As I coach commercial real estate professionals, the most asked question is, “What CRM should I use?”

What is the BEST CRM

To answer this, I always tell them the same story. Over a year ago, my church hired a new senior pastor. One of the first things he did was change the pew bibles from one translation to another.

I remember him giving the congregation a heads-up in a sermon about the coming change.

He asked everyone, “What is the best translation of the bible?” When he asked that question, I cringed. I knew how passionate people can get over this issue.

I thought to myself, “This may not be a brilliant way to start your time here.” But then he gave his answer. It was brilliant.

He answered by saying, “The best translation of the bible is the one you will read.” Great answer!

[Video] Ask Bo – A Question from Brian Fleming

In this edition of Ask Bo, Brian Fleming submits his question.  Brian is a CRE pro from Fort Lauderdale and wants to know my take on all the new CRE tech apps that seem to come out on a weekly basis.

How can you remain productive if you are spending all your time trying to learn new applications?  Great question.

I share the 4 essential CRE applications (or software) you absolutely need to remain competitive.  And I also share a huge need that the CRE industry needs.

Be sure to connect with Brian on these platforms:

Links from the video:

How The Voices In Your Head Can Hold You Back

I heard a great story this week that has had my wheels turning ever since.  I’m going to share it with you in a minute.

But first, I want you to consider how you talk to yourself – in your head.  I think I’ve heard someone call this self-talk.

eye

Photo by David Meier

The way I talk to myself holds me back all the time.  My first couple of years in commercial real estate, it held me way back.  I would talk myself out of making a call.  I would decide for a prospect that they weren’t interested…before I made the call.

This self-talk makes a difference.  What does the talk in your head sound like?  Consider this story.

A rich oil sheik decided he wanted to learn how to play golf.  So he built one of the world’s best golf courses.  It was perfect – gorgeous.

The sheik then invited a US club pro to spend two weeks with him on his new golf course giving him lessons. The pro accepted the invitation.

So the Sheik sent his private jet to collect the pro and bring him to the Middle East.  Once there, the pro spent two weeks in complete opulence.   Everything that he could have wanted was available to him.

The pro loved the course and very much enjoyed teaching the Sheik.

After 2 weeks, the pro was boarding the private jet to go back to America.  The Sheik, being very pleased with his two weeks of lessons, offered the pro anything.

The pro responded and told the Sheik that this had been the best 2 weeks of his life.  His hospitality and generosity were payment enough.

The Sheik insisted, asking the pro if he collected anything.

The 30 Tools I Use For Productivity, Blogging, Social Media, & Travel (18 are free!)

I don’t know how many times I’ve said – “I wish I had more hours in the day!”

I’m sure you’ve had that sentiment as well.  Alas, 24 hours a day is all we get.  That isn’t going to change.  What can change is how much you can squeeze out of each hour.

30tools 3d cover

Before I go on, I want to make this point.  I’m not advocating becoming a workaholic – or even feeding that addiction.  I’m talking about getting more work done faster.  I’m talking about being able to have more time for what really matter.  Time for your family.  Time to take care of your health.  Time for self-development.  Time for care for your spiritual health.

Some of the most valuable posts I’ve ever read have been on the subject of productivity.  I consume that kind of information.  Everything I’ve learned about productivity apps has come from others or just tinkering with them.  All I’ve learned about traveling efficiently comes from experience and what others have shared with me.

So here is my resource list of the 30 tools I use on a regular basis to squeeze more out of every day.  I’m going to give you the highlights here, and you will be able to download it at the end of the post.

Productivity

When I did my reader survey last month, the subject of productivity was the number one topic of choice.  In this section, I give you my favorite free and paid tools for increasing your productivity.  And here’s a little hint – 1password and Tripit are completely awesome.  Awesome!

Blogging

Blogging has revolutionized my online presence.  It is not easy to do.  But it is so worth it.  The key to blogging well over time is to systematize it.  I have a few templates that I use for most posts.  It saves me a ton of time.  These are the tools I use to build my email list, optimize for SEO, etc.  These tools will save you a ton of time and allow you to maximize your ROI.

Social Media

I’m almost sick of social media.  I believe most people have accepted that social media provides value – sometimes a ton of it.  Though I’m sick of talking about, I use it everyday.  And if you’ve never heard or used BufferApp, you need to check this section out.

Travel

I traveled a ton for work last year.  I think I was on 65 airplanes.  If there is one thing I’m good at, it is navigating airports.  Traveling is a drain on your energy no matter who you are.  Being able to minimize the frustrations of travel while remaining productive saved me a tremendous amount of stress.  These are the tools I used to do it.

Bonus Section:  Recommended Books

As a bonus, I’ve included some of my favorite books in the following categories:

  • Platform building
  • Productivity
  • Business
  • Leadership
  • Stewardship
  • Parenting
  • Marriage
  • Commercial Real Estate
  • And others…

These are books that I’ve read and personally recommend.  I’m no expert in any of these subjects.  However, these are books that have helped me grow in these areas.

To download your copy of this free resource list, simply click the button below!

Download Your Free Resource List

11 Benefits theBrokerList Provides the CRE Industry

TheBrokerList is a powerful and free tool for CRE professionals. I asked its founder, Linda Day Harrison to share with my audience its benefits. She has been gracious enough to do so. You can connect with her on LinkedIn or follow her on Twitter.

First of all, theBrokerList site is FREE to its Broker and CRE Professional members and is designed to provide a place for  Brokers and CRE Professionals to hang their “digital shingle”. Our site enables our  members to transact business with verified colleagues, supported financially by the tBL Marketplace Partners.  That is the win-win theBrokerList seeks to achieve.

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The database within theBrokerList covers all CRE segments, affiliations, organizations, practice focus types, corporate networks and geographic areas, plus theBrokerList permits the inclusion of any size national organization’s local chapters, no matter how small or large.  An organization simply provides us with their member list and those members are pre-approved! In addition to supporting the search for potential colleagues and deals in different markets, this enables tBL members of these organizations and networks to utilize the powerful broadcast email feature to share HAVES and WANTS of theBrokerList platform, with laser-pointed precision to only those colleagues who wish to receive those emails. This provides extensive benefits to local or even national organizations.

tBL-Icon-512x512To help provide B2B resources for leasing, brokerage, property management and consulting, you can find a wide variety of commercial real estate experts on theBrokerList within all of the industry disciplines.  The difference we make and the added value we bring is that we verify that our members are real people (not fake profiles), and verify those members are active in commercial real estate.

Our verification process protects the quality of our site and creates the only free resource of its kind that is completely focused on only commercial real estate.

11 Benefits Provided by theBrokerList

  1. Post your professional PROFILES (backgrounds, business focus, etc.)
  2. Post, Export or Upload HAVES ( your listings for sale or lease)
  3. Post WANTS (your targets, or your client’s targets, for acquisition or lease)
  4. Post TRANSACTIONS (your completed deals you wish to note for the record)
  5. Unlimited team members, admins and property posts can be added
  6. HTML friendly text fields, and YouTube embeds on posts
  7. Unlimited URL fields and types (hyperlinks to your company or personal website, blogs, Loopnet, Showcase, and all Social Media: like Linkedin, Twitter, Facebook, , etc.)
  8. Broadcast email lists automatically created for your Affiliations and Organizations
  9. HTML code for ease in posting to Craigslist, or any other online system
  10. tBL email message tool to enable selected contacts to be emailed
  11. Saved Broker and Search features

The benefits and advantages of these tools to help grow and expand the businesses of tBL members are numerous, and many of these functions have important meaning and correlate well with your social media plan and strategies.

For the more advanced social media and blogging members, direct access to the well-read tBL blog is advisable as our members can easily post their blogs on the site and be part of our exciting and constant flow of editorial content directed to a large audience of commercial real estate professionals.

A daily HAVES and WANTS email blast is also distributed, which  currently includes ALL of our member posts.  Our members’ listings are emailed to all subscribers of those lists as well.

tBL is very customer service focused.  We always answer our phones and do our best to help our members and Marketplace Partners.  We frequently discuss marketing strategies, and offer ideas on how our members can improve their image, their brand or any topic they wish to discuss pertaining to commercial real estate today. Let theBrokerList be your “BFF” and join us or ask your local organization or chapter to partner with us.  Once you do, make sure to use all of the features tBL provides to help you grow your business.

We look forward to meeting you and we kindly ask that you suggest our site to other commercial real estate professionals.  theBrokerList relies on word of mouth, and we verify all prospective members as we do not want non-CRE folks trying to join.  The more Broker and CRE Professional members we have, the more useful the site will be for everyone.  Our team is dedicated to doing the best job we can to keep our database accurate and our features useful to a wide group in CRE.

Photo credit:”Pack Of Money” by Gualberto107 FreeDigitalPhotos.net