Hillary Clinton.

Do I have your attention now?

Half of you will feel disgusted, others elated. Regardless, the name draws emotion.

Today, I want to talk about your personal messaging, not politics. Although, I will use a political example to assist in my message. Think about the campaign slogans from the 2016 election. Most would remember “Make America Great Again”. That was President Trump’s sole focus. Secretary Clinton had a significantly different message, “I’m with her”.

While it can certainly be argued that Mr. Trump has an intensely high ego, his campaign platform wasn’t about him. It was about “Making America Great” — it was about you. Now, contrast that with Hillary Clinton’s “I’m with her”. Mrs. Clinton’s campaign slogan was all about her. In fact, many political hacks strongly believe if she simply changed her campaign platform to “She’s with Us”, she would have won by a landslide. Unfortunately, like Mr. Trump, Mrs. Clinton positioned herself as having an enormous ego as well.

You see, Hilary made everything about her. She made herself the hero of the story, instead of making the American people the hero of the story. She allowed herself to get beat, even when she had much more momentum than Trump did when they first announced their respective candidacies.

Enough about politics.

The lesson here is that you need to make things all about your prospect. When you call, speak in terms of them, speak in terms of their problems. When you call and all you do is talk about you, your services and your experience in the market — they tune you out. Prospects want to hear how you can solve their problems, so talk about that. Keep the focus off of you and on your prospects. And who knows, one day you may shock the world and become the President of the United States, too.


Want a proven approach to securing high quality prospects to transform your personal commercial real estate business? Join us March 15th at 2:30pm EST for our FREE How to Set Up a Prospect Call Master Class. This 2-part system will improve your production by showing you exactly what to do before AND after the call to help you find and win the business you want. Click HERE to register!

Recent Posts

RECon 2018 Review – 3 Glaring Negatives

This week I made my annual trek to Las Vegas for the greatest commercial real estate show on earth. ICSC’s RECon 2018 had all the pomp and circumstance as the last 7 years (my consecutive attendance streak), including: the big booths, extravagant parties (shout out to...

The 5 Pillars to Grow a Great CRE Business

When I was running my own commercial real estate firm, I was busy. I would characterize most days as chaotic. Even when I did have a plan for the day, distractions, interruptions, and opportunities would appear from nowhere and knock me off course. I had bought into...

A Simple Yet Powerful CRE Marketing Tool

The following blog post is from HBS Resources President and Massimo Group coach, Blaine Strickland. I am thrilled to share that Blaine has just launched his first book, Thrive: Ten Prescriptions for Exceptional Performance as a Commercial Real Estate Agent. In today’s...

How to Find Your Specialty with 3 Questions

I am continually surprised by Commercial Real Estate brokers who lack a specialty. All top performers in CRE have a specialty. Yet, those mired in mediocrity refuse to hone in on what they can be awesome at doing. In fact, business owners of all kinds often have this...

4 Ways To Make Telephone Prospecting Easy

I once worked with a commercial real estate brokerage manager who said there were two types of people in the world – those that didn’t like to cold call, and those that lie about liking cold calling. He might have overstated his point a bit, but he does have a point....

Here’s My Weekly Plan for Maximum Results

With our coaching clients, we implement a productivity program - appropriately termed I.P.A.I.D.™. This process allows them to look back at every day and answer “yes” to the question: “Was I paid today?” I also use this approach in planning for my week. Every Sunday...