* Please note, the following blog is a piece that I originally wrote for my syndicated column in the New York Real Estate Journal earlier this week.

Welcome to the fall. The season of preparedness – you know, getting ready for winter. You are ready for winter, right? Do you have a full pipeline that will provide you with consistent commissions, while allowing your business to continue to grow? Bears are getting ready to hibernate, squirrels are collecting their nuts, and commercial real estate professionals (at least the productive ones) – are fortifying their client relationships and filling their pipelines.

If you are finding yourself scurrying around like the aforementioned squirrel, looking for your own food supply before winter comes, here are a few tips that should help you secure clients in this last quarter of 2017:

• Identify who exactly you are going to prospect. Define this as narrowly as you can.

• Define your specific value proposition for this specific prospect pool. What are their current needs and how can you clearly demonstrate why you are the best to service these needs?

• Establish your proactive prospecting plan for these Q4 prospects. How do you intend to share your value proposition? Will you rely on calls, letters and/or meetings?

• Craft your supporting marketing material for your prospecting efforts. Most likely you will rely on digital efforts, but you should strongly consider physical pieces as well.

• Execute your plan. Determine frequency, cadence, prepare for objectives, and prepare for when a prospect says “yes.”

In a season where most of your peers are getting ready to slow things down, your job is to hustle like no season before. There is no better time to outshine than in Q4.


Last week we initiated a new beta program, CRE Navigator, which integrates our flagship coaching content and a new delivery platform. If you are interested, we would love to learn what the greatest challenges to your personal commercial real estate business growth is. If you would like to provide input, and possibly engage with this beta program, please click here to complete a short survey.

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