In our last blog post, I shared how we work with our commercial real estate coaching clients in building their personal commercial real estate business. We instill the perspective that each is his/her own Chief Executive Officer of their own business. Yes, you are the CEO of Me, Inc. And as the CEO, just like the CEO of Amazon, Facebook or any other company you can think of, including your own brokers, you have five divisions to support your pursuit of profits.

These five divisions include:

  • Sales
  • Marketing
  • Finance
  • Operations
  • Human Resources

[Tweet “There is no chance for profit unless you have sales.”]

As I noted in my initial blog of this series, you must implement each of these five divisions in your personal commercial real estate practice. Missing one of these essential elements could potentially stop your business and you from growing and ultimately producing profit. However, there is no chance for profit unless you have sales.

Your commercial real estate sales division is impacted by each of your other divisions. Marketing eases the sales effort. Operations makes sales more efficient, Finance tracks your sales funnel and Human Resources puts you in position to be more effective in your sales efforts.

[Tweet “Sales is the disciplined act of asking for business.”]

Whether consisting of just you or a full sales team, sales is the disciplined act of asking for business. Your sales division, consisted of three components, is essentially your prospecting plan.

3 Components of Your Sales Division

  1. Identifying your target market
  2. Designing a value proposition directly impacting your target market
  3. Delivering your value proposition to your target market, through
    • Prospecting letters
    • Prospect calls
    • Prospect meetings

Designed correctly, your sales division will be a catalyst to the rest of your personal commercial real estate practice.

In our subsequent blogs, we will explore the remaining four divisions more in depth. For now, download this free Personal CRE Business Org Chart to outline the key elements of your business. We will give you all you need to complete this chart over our next blog posts.

Click Here to Download

Recent Posts

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...