The second largest waste of time for commercial real estate brokers, is to pursue prospects that don’t fit their ‘successful client’ profile. The biggest waste of time for commercial real estate brokers, is working with clients that don’t fit their ‘successful client’ profile.

Do you have a successful client profile? You know, a list of the characteristics of those clients that not only generated income for you, but during the transaction – were a pleasure to work with, responsive, motivated, and realistic in their expectations?

Perhaps the client engagement did not lead to a successful conclusion for the client and/or a fee for you; but it was successful nevertheless. The failure was not due to expectations or execution, but simply dealing with an unrealistic party on the other side. Regardless of outcome, you have the ability (if not the obligation) to work with prospects and clients that fit your realistic vision of success. When this happens, not only will you have a better chance of transacting, but more importantly – retaining a raving fan/client.

What is a “Great fit” and “Don’t fit” prospect and/or client for you? Do you have your scorecard or criteria established?

Here is an example of our Massimo Group coaching “Great fit” and “Don’t fit” score card:

I would love to hear what some of the variables are that you consider to be a ‘Great Fit’ and ‘Don’t Fit’ for your prospects and clients; please share in the comments below.

Are you interested in joining hundreds of dedicated commercial real estate brokers, in a private online community where we share ideas and help eachother grow? If so, you can request to join our CRE Mastery Facebook Page here. Please note, this is not a portal for takers and self-promoters. This page will continue to grow, as will the business of it’s members – we look forward to seeing you there!

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...