Happy Summer, 2018. As we have now hit the mid-point of the summer I recognize many folks are completing their travels and resettling into their personal commercial real estate practices.

The number one goal remains the same. Whether it is growing your income, growing your team, or growing your personal time away from the transaction treadmill by creating a self-sustaining business model – we all want to grow.

Whatever your passion, one key to growing – is to be viewed as a valuable resource to your prospects, your clients, and key market influencers.

Becoming a resource is easy to achieve, regardless of your level of success or experience.

A resource is someone who is:

1. Realistic – with their clients on current market conditions and pricing. You are the guide to help navigate your clients to their objectives; it is your market knowledge that allows you to be in tune to what is achievable. This brings us to point 2.

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2. Educated – acquires higher designation in their craft. Your skill set can only be enhanced by your education. Several industry insiders refer to what you bring to a client as KASH (Knowledge, Attitude, Skills and Habits). Are you consistently working on each of these 4 factors?

3. Source – connector of all vendors, information paramount to facilitate a transaction. Make the transaction as smooth as possible and craft the relationships that your clients can leverage.

4. Organized – access to information and the ability to efficiently and effectively provide it. Decision makers want to be put in position to make the best/most educated decision. Your ability to provide, present, and articulate such information will separate you from your peers.

5. Understanding – has personal or relative experience of being an asset owner. Empathy will serve you well in building relationships and being a resource. When others believe you understand their position, they will be drawn to you.

6. Respected – Fellow brokers, managers, lenders, vendors, and clients endorse your ethics. How are you are getting your deals complete? Do you put your client’s objectives first and foremost? How do you treat others, including your counterparts, in a transaction?

7. Concise – ability to efficiently and effectively communicate. See #4 above. Having knowledge and being organized is essential ,but having the ability to clearly relay your findings – is crucial.

8. Energetic – positive and passionate – back to #2 and KASH. Attitude is one thing. People are attracted to positive people, people are also attracted to those with a high level of energy. How do you come across?

Again, becoming a resource is easy to achieve, regardless of your level of success or experience. It will take a little time, but the time will pay endless dividends in your future.


As we move into the late summer and fall of 2018, we all continue to focus on growth. Growing your business is essential, but growing your wealth is paramount. Join me and my special guest and tax strategies extraordinaire, Kevin Basset, CPA — as we explore avenues for maximizing your hard earned, after-tax commission dollars. Our special, free webinar, Personal Tax Strategies for Commercial Real Estate Professionals will be held on Wednesday, July 25th at 4:00pm EST. Click here to register.

8 Ways To Be a Better Resource to Your Commercial Real Estate Clients
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