Top 5 CRE Posts of 2012

It is that time of year when we pause and reflect.  Over the remaining days of 2012, I will be posting my “Top Posts” of 2012 in the categories of Commercial Real Estate, technology, and productivity.  Even though I just started blogging in earnest in Sept, we have over 50 posts to choose from in these categories.


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Top 5 CRE Posts of 2012

The Difference Between a CRE Broker and a Drug Dealer – Here’s what I mean.  To say that I am a Commercial Real Estate Broker I would literally say:  ”I am a broker in the buying and selling of real estate.”  The problem is that the word for real estate is also the word for illegal drugs.  So, if you don’t know me or have any context to give you a clue, you would not know if I’m saying that I’m a CRE broker or a drug dealer.  Context is everything.  Read more…

The 8 Steps to a Killer Prospecting System – I want to clarify what I mean by prospecting.  Prospecting is a form of business development.  Networking and building a presence – or a platform – is another form of business development.  Their activities are similar.  Their purpose is completely different.  (To read about the difference between prospecting and networking, click here.)  Prospecting involves asking for the business.  That is its only purpose.  Read more…

The Difference Between Top Producers and the Others – In my coaching business with the Massimo Group, I have also had the great privilege of coach CRE throughout the United States and Canada.  From the catbird’s seat, I have gotten to see what top producers do that all the others do not. Read more…

The 12 Keys to Becoming a Top Producer – Faster!  Part 1 – The Commercial Real Estate industry – or any industry really – is often so different from the Marine Corps.  I’m specifically thinking about advancement – growth – achievement.  In the Marines, there was a formula for promotion – at least at the lower enlisted ranks.  I knew exactly how to earn promotion.  Read more…

The 12 Keys to Becoming a Top Producer – Faster!  Part 2 – Top producers are team oriented.  Top Producers are not loners.  They don’t try to do everything.  They understand the value of a team.  And not only just having a team, but maximizing the production of that team.  Rod Santomassimo discusses this in his best-selling CRE book – Brokers Who Dominate.  Beyond the fact that I am profiled – along with about 22 others – this is must reading for any CRE practitioner.  Read more…

As I began this post, this is the time of year to reflect.  What were your Top 5 most productive activities this year?  Please share them with us.  We’d love to learn from you!

Please note: I reserve the right to delete comments that are offensive or off-topic.

  • bill anderson

    My top 5: (1) Having a serious mission statement for my life; (2) Having a specific plan for each area of my life (Business, Spiritual, Family, Physical, Financial, Etc) to help stay in balance; (3) Checking #1 and #2 at least twice to see where I am; (4) Meeting weekly with a group of business leaders to discuss leadership; (5) Giving my time to serve as a mentor to others

  • 1. Defining a plan, working the plan and having the flexibility to execute the plan! I am a big believer in long term plans and seeing the visual of my 30/60/90 day plan and checking off as I go along.
    2. Worked with Colleagues,Mentors/Coaches in both professional and personal – asking questions and reaching out is a good thing – you can learn a lot by listening to others who have found success.
    3. Scheduled time for gym – clears the mind, makes me more productive.
    4. Read a book a month. I also Re-read Dale Carnegie’s Books – I took the Sales Training Course long time ago and it was a great refresher.The only diploma that hangs in Warren Buffett’s office is his certificate from Dale Carnegie Training. Lee Iacocca credits Carnegie for giving him the courage to speak in public. Dilbert creator Scott Adams called Carnegie’s teachings “life-changing.” We may communicate today with different tools and with greater speed, but Carnegie’s advice on how to communicate, lead, and work efficiently remains priceless across the ages. – Highly Recommend Dale Carnegie.
    5. Connect with 5 new people a day leads to bigger pipeline and referral opportunities-but didn’t forget to keep warm and hot leads top of mind. Follow-up is key – phone calls, handwritten notes, adding value whether you send an article pertaining to prospects business or invite to webinar pertaining to prospects goals, whatever it takes to keep the ball in play and build a relationship. Make your time count and make sure you are always thinking of your client and how to add value to your client.

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