11 Important Steps to Achieving Commercial Brokerage Success in 2011

 

Happy New Year! It's time to make your business resolutions for 2011. 
Here are my recommendations to better serve your clients' needs and to
achieve your own realistic success in the coming year:

1. Determine which client types best fit your expertise and service
offerings, and then focus the majority of your efforts on those sectors
2. Develop a business-centric approach to advising your clients and
delivering real estate services
3. Customize your service model to one that achieves your target clients'
business objectives, while satisfying their real estate needs
4. Develop an approach to serving your clients that is transparent in all
you do, with "Honesty is Our Only Policy!" as your motto
5. Make conflict-of-interest identification and resolution an integral part
of your service offering
6. Be crystal clear in your compensation expectations to minimize confusion,
especially if yours is a performance and risk based commission model
7. Always put the needs of your client first, without fail, so long as your
client recognizes that you are entitled to fair, reasonable, and timely
compensation
8. Resolve to agree to no compensation bonuses, but accept no discounts
9. Recognize that, as a service provider, you have your own business risks,
and that your role does not include discounting, delaying, or risking your
performance based compensation as a means of guaranteeing the
creditworthiness or performance of either tenant or landlord 
10. Negotiate on your clients' behalf like you and your client don't need
any particular deal, that you have multiple alternatives, and that you'll
always walk away in the absence of a favorable, but reasonable transaction 
11. Recognize that as a service provider and advisor, your only role is to
protect your clients' and satisfy their needs first, that your job is to
maintain relationships that your clients permit you to have with them, and
that without sustainable relationships with great clients you will not
achieve your own success objectives, those of your company, or those of your
clients. 

Are there more important steps to take to achieve commercial brokerage
success in 2011? Let me know. 
Wishing you, your companies, your clients, and your families, and profitable
and successful 2011!
 
 

Copyright Real Estate Strategies Corporation 2011.  All Rights Reserved.

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