Blog
CRE Brokerage Management Challenge #2: Managing Brokerage Staff
In my last blog we addressed how to recruit agents, of all stages of experience. Once you’ve built a great team, you’re going to need to keep them great. You must consistently help them improve their performance. From my 25+ years of experience as a broker, manager,...
Commercial Real Estate Brokerage Management Challenge 1: Recruiting
If you cannot grow your commercial real estate practice, it will die. After all, no matter how good you are at retaining your existing brokers/agents/property managers, you are going to lose some. Some will retire, some will move, and others will just decide to do...
Overcoming the 5 Biggest Commercial Real Estate Management Challenges
Over the years, we have had the privilege of working with countless owners and managers of commercial real estate firms. In the process of helping them discover ways to build their success (by helping their people grow their businesses), we have identified 5 key...
Commercial Real Estate Rant – 5 Pet Peeves of Brokers and Agents
Today I was attending a coaching session outside the office. I wasn’t the one coaching, but I was getting coached. I have a few select coaches and mentors I work with to build my business -- with this specific group, I meet quarterly to discuss progress in the last 90...
3 Biggest Mistakes Made By Commercial Real Estate Brokers During the Summer
Welcome to June, the first official month of Summer. The first of 3 months where most of the kids are out of school, excluding those “year-round” students” -- and most families are focused on where to go on vacation. Everyone needs a vacation. Yes, even you. The key...
How to Achieve Virtual Freedom
Entrepreneurs suffer from what John Maxwell calls the Law of the Lid. This law says that the entrepreneur is the cap on what can be accomplished. In other words, he or she is the bottle-neck of their own business. Most entrepreneurs I know suffer from some version of...
Stephen Covey Principles to Coaching Commercial Real Estate Agents
I recently found an article by Stephen Covey, best-selling author of the world renowned book, “The 7 Habits of Highly Effective People”. In this article, titled “Sharpen Your Focus”, Covey outlines four disciplines that (if practiced consistently) can vastly improve...
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...
The 2 Minute Personal Commercial Real Estate Practice Assessment
This will be my 7th consecutive trip out Las Vegas for this years’ RECon show. This is the largest commercial real estate show in the United States. Two-days of back-breaking speed walks between meetings, only to jump on a 5+ hour flight back home -- praying for a...
Think My LoopNet Blog Hit a Nerve? Oh Boy, Did It Ever!
Last week I wrote about a disturbing trend of posts I was seeing on various portals regarding LoopNet’s recent price increases. My objective was not to lead a revolt -- but simply to let the brokerage community know you are not alone, others are also frustrated with...
Lookout LoopNet, Commercial Real Estate Brokers Are Mad as Hell
As a commercial real estate coaching organization, we generally have a good pulse on the markets where our clients transact, as well as the obstacles that come along with creating personal, sustainable businesses. When a major distributor of data, LoopNet, made the...
The First Step In Building Your Commercial Real Estate Prospecting Playbook — Your Avatar
This past weekend we held our second live event, the Massimo Immersion – Your 2018 Prospecting Playbook in the last 6 months. As with the November event, this May event drew a full house of dedicated commercial real estate brokers and agents from across the country --...
Why Most Commercial Real Estate Agents Aren’t Consistent Producers
Earlier this week one of my mentors, Jerry Anderson, shared with me a copy of a sales newsletter to which he subscribes. The highlighted blog was titled “Why don't salespeople learn? Are they lazy or over-confident?”, and it was written by sales coach Andy Paul. The...
2018 is One-Third Over – Here is a Quick Progress Test
We are at the end of April. If your 2018 revenue goals as commercial real estate broker, agent, or manager are on track -- great. If not, it’s time for a quick assessment. This is a similar message I received from David Newman, a speaker coach to whom I subscribe. His...
The Big Commercial Real Estate Rat
What does a big inflatable rat have to do with Commercial Real Estate? While on the way to a prospect meeting in New York, Rod shares an unsuspecting lesson in ensuring you avoid being called out a ‘Rat’ in your market.
The 3 Qualifying Questions for Your Commercial Real Estate Prospects
Ideally, you are spending some time this week on your prospect efforts -- whether it be calls, letters, or meetings. You believe your goal is to secure as many meetings as you can, in the hopes of converting these prospects into clients. I would suggest this is not...
5 Tips For Creating Compelling Commercial Real Estate Blogs
BY GUEST BLOGGER, GREG SCHRAFF OF DIGETRY.COM As a CRE brokerage owner, you are an expert in your field. You also know that blogging is an important and powerful medium by which you can express and communication your CRE management expertise. But you aren't an online...
The Answer To The Biggest Commercial Real Estate Marketing Challenge
BY GUEST BLOGGER, GREG SCHRAFF OF DIGETRY.COM The main Commercial Real Estate marketing challenge faced by brokerage owners and agents today is how to cut through the clutter and (not only) reach your target audience, but actually be heard. Before we get to the...
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...
3 Essential Steps to Hiring the Right Commercial Real Estate Agent
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...
The 4 Tactics Top Producers Use to Prospect Better than You
I remember when I was still a commercial real estate broker. Every Monday started with high hopes. I was going to find new leads, full of my ideal prospects. My prospecting system was going to work this time. In fact, this was going to be the week that I executed my...
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....
Exclusive Opportunity to Find and Win More, Higher-Quality Commercial Real Estate Prospects
We know that many commercial real estate brokers and agents struggle to increase their personal production, find high-quality prospects, and win more ideal prospect meetings. For the past 9 years, the Massimo Group has shown CRE professionals like you exactly how to...
8 Traits of Struggling Commercial Real Estate Brokers and Agents
Most commercial real estate brokers and agents struggle. Heck, the majority of professional sales people struggle. It’s just a simple fact. But it is also a relative term. You may consider your personal commercial real estate practice average, compared to that of a...
UMBC, UVA, and Other Commercial Real Estate Brokerage Upsets
Chances are, you are familiar with “March Madness”, or have at least heard of it. Hopefully this does not describe your commercial real estate brokerage practice in the month of March -- but instead, refers to the NCAA college basketball tournament with 64 teams,...
The Commercial Real Estate Broker Prospect Call – Make it AWEful!
Most commercial real estate brokers are challenged at making prospect calls. The calls are impersonal, boring, misguided and lackluster. If only they were aweful, as in 'full of awe'. Not awful, as they tend to be. In his book “The Coaching Habit” by Michael Bungay...
5 Biggest Commercial Real Estate Brokerage Challenges in 2018
Earlier this year we asked the commercial real estate brokers in the industry’s leading Facebook Community, CRE Mastery, what their top concerns were in 2018. We offered a series of responses for them to select based on some of the more common challenges we here when...
Avoid This 1 Mistake Or Your Prospects Will Tune You Out
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....
The 5 Directions to Your Prospect Call Map
Do you have a prospect call map? Meaning, do you have a specific plan of action to control the flow of your prospect calls? After reviewing 1,000’s of prospect calls over the last 9+ years with our coaching clients, we have concluded that every prospecting call can go...
CRE Prospecting Lessons from a Fast Food Chain
Last week our COO, Bo Barron, conducted a powerful webinar on the 7 Deadly Sins of Prospecting and How to Avoid them. Unfortunately, I was unable to hear the live session - but I did catch the recording over the weekend. During the live session, Bo expanded on how one...
An Olympic Size Prospecting Lesson From One of Our Smallest Athletes
Chloe Kim. 5’2” and 115 pounds. Oh, and Olympic Gold Medalist. Ms. Kim won the gold medal in a snowboarding superpipe, or half pipe - or whatever they call that particularly extraordinary, extra cool event. She was unbelievable. Watching how high she soared, and the...
Now That’s a Cool Commercial Real Estate Brokerage Office!
During the last several years I have personally visited over 100 commercial real estate brokerage offices throughout North America. In addition, when I wrote my second book, Commercial Real Estate Teams Built to Dominate, I audited scores of working spaces of highly...
Commercial Real Estate Prospecting Lessons from My Kids’ College Searches
I am of the age where my oldest is now deciding on what school she wants to attend, and my youngest is starting to receive letters from colleges asking him to please consider their school when creating his potential college candidates. Mind you, my son is just a...
3 Commercial Real Estate Articles Brokers/Agents Must Read This Week
Every week I do my best to read as much news as I can about the commercial real estate industry and commercial real estate brokerage. I also recognize most commercial real estate professionals don’t take the time to do the same. They either get caught in the daily...
How the Dow Jones Drop Impacts Commercial Real Estate Brokers
It is fair to say this was a wild week in the stock market, one we haven’t seen in over two years - since the Dow’s last major correction. If you are heavily invested in the stock market, you may have turned in bed a few more times than usual, but probably didn’t lose...
If I Were To Start a Brokerage Company… Part 5: Tools & Technology
I am asked frequently “Why don’t you start your own brokerage firm?” My answer is simple - I love what I do. I own (what I believe is) the best commercial real estate coaching company in the world, and am surrounded by great people. The better question would be “If...
If I Were to Start a Brokerage Company… Part 4: Compensation
I am asked frequently “Why don’t you start your own brokerage firm?” My answer is simple - I love what I do. I own (what I believe is) the best commercial real estate coaching company in the world, and am surrounded by great people. The better question would be “If...
If I Were to Start a CRE Brokerage Company… Part 3: Interview Questions
I am asked frequently “Why don’t you start your own brokerage firm?” My answer is simple - I love what I do. I own (what I believe is) the best commercial real estate coaching company in the world, and am surrounded by great people. The better question would be “If...
If I Were To Start a CRE Brokerage Company… Part 2: Recruiting
Let me reiterate, I am not starting a commercial real estate brokerage company. I love what I do - owning (what I believe is) the best commercial real estate coaching company in the world, and am surrounded by great people. I am asked frequently, “Why don’t you start...
If I Were to Start a Brokerage Company… Part 1
First, I am not starting a commercial real estate brokerage company. I love what I do - owning (what I believe is) the best commercial real estate coaching company in the world, and I am surrounded by great people. We have the privilege of currently working with...
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...
3 Steps to Attract CRE Clients on LinkedIn
** Note, segments of this blog are excerpts from Christine’s recent article in Forbes Like many commercial real estate professionals, I felt I was spinning my wheels on LinkedIn. There are 1,000’s of prospects with LinkedIn accounts, but I was struggling to find and...
First Step in Building a Powerful CRE LinkedIn Profile
As I noted in an earlier blog, I was one of many who had a LinkedIn account, but really had no idea how to use it for growing my business. As such, I knew I needed help — so I hired Christine Hueber for myself, and also for our sales team. Christine is the founder of...
4 Questions to Ask Yourself Each Week for Optimal Production
The New Year is upon us - heck we are now in week 2, looking smack into week 3 barreling down upon us! The month is almost over, and I haven’t accomplished nearly as much as I had planned. OK, time for a deep breath. If the first two weeks have seemingly flown by for...
8 Ways to be a Better Resource to Your CRE Clients in 2018
Happy New Year. As we enter 2018, I find that most commercial real estate professionals are looking forward to growing. Whether it is growing your income, growing your personal commercial real estate practice, or growing your personal time away from the transaction...
