There is no such thing as a "good closer"! I don't believe that in sales, you need to be a good closer. I believe it all has to do with what starts at the very beginning, during the first call. If you take a few extra minutes to really qualify the prospect, you'll know with 75% certainty if this prospect is a candidate to buy. But many of us rush…
If you were a NASDQ stock, would you invest in yourself? Are you growing? Are you learning? Are you improving? Expanding? Self-improvement experts say after the first 2 years in a job or position, the employee feels they have learned all they can, and they begin to coast... In what direction does one coast? Downhill... It is said that to be at the pinnacle of your career, the top 1%…
Attention property owners who have hired 3rd party leasing professionals! I have heard from more than a few leasing agents lately in my workshops that you all are a little stingy with information on your assets. I am dumbfounded by this. When I've asked why would the property owner not disclose current delinquencies, tenant sales, kickouts, and lease expirations, the agents tell me that you, the property owner, is worried…
Today, March 28th, 2015, is celebrated worldwide as "Something on a Stick Day". It is believed that the origin of this holiday dates back to ancient days when merchants began selling skewered meats on a stick… The celebration of “Something on a Stick Day” is really easy: 1. get a stick; 2. push something on it; 3. have fun! But instead of going out and eating a Popsicle, shish kabob…
Dr. Seuss's birthday was March 2 and I am reminded of one of his famous quotes: "Sometimes the questions are complicated but the answers are simple." That is exactly the truth when it comes to the #1 question I get from leasing agents around the country! "How do I get retailers to respond to me?!" The following are five tips and one EXTRA CREDIT tip on how I'e been getting…
...And Why Are They So Profitable in Any Market... I'm very much a glass half full person, but there's no denying that I held out longer than most before saying out loud (or on my blog) that happy days are here again for retail real estaters. Why? Because pain is a heck of a motivator - I actually like down markets. They ignite our creativity and move us to action...and…
Dear Fellow Leasing Professional, While on a recent flight home, I came across an interesting story in - of all places - Travel & Leisure Magazine. It's title, 'Let's Get Lost', caught my eye, but it was the content that really resonated. The article chronicled a couple who accidently typed 'Carpi' for 'Capri' into their navigation system and four hours later were shocked to find themselves in a landlocked city…
