6 bad sales habits to quit right now

It’s no secret: salespeople, and real estate sales people in particular, often get a bad rap.

For many, it’s deserved. We’ve all been harassed by a persistent telemarketer or an overly-eager junior sales rep who just didn’t know when to quit. Of course, for every obnoxious account executive, there’s an experienced professional who has dedicated their life to learning good salesmanship.

But even the most skilled seller can revert to bad habits from time to time.

Maybe you rely a little too heavily on email templates or maybe you’ve gotten in the habit of interrupting clients when speaking, but it’s never a bad idea to take a quick inventory of your habits and cull out the bad ones.

Here are some to start with:

Topics: Best Practices

8 of the tallest buildings currently under construction

Cities are getting taller. Skylines are growing as developers and architects push the limits, yet when it comes to height, the world is not advancing at an equal pace.

Topics: Industry News

CCIM, SIOR, and beyond: The broker’s guide to certifications and professional associations

As a commercial real estate professional, the majority of your learning likely happens on the job through direct experience, or with colleagues and mentors.

But if you’re looking to continue your education and become a better broker, you might want to consider joining a professional organization or even taking a course or two. If you’re up for a challenge, then you can seek out a certification such as CCIM or SIOR.

To help you make the decision, we’ll take you through the pros and cons of professional associations and certifications—then help you evaluate some of your options.

Topics: Industry News

Why CRE needs more women—and what we can do about it

How many female brokers do you know?

While you may be able to name a few who’ve done remarkably well—women like Heidi Burkhart, for example—they’re getting harder and harder to find. In the past decade, there’s been a 10% decline in the number of female CRE brokers, according to a study by the CREW Network (PDF).

That loss is troubling, especially given how few women are in the industry to start with. According to NAIOP’s 2013  Commercial Real Estate Diversity Report (PDF), there are:

  • 14.1% women at the executive level*
  • 21.5% women at the mid level
  • 29.5% women at the professional level
  • 79.2% women at the clerical level

That’s a shame: these numbers don’t just reflect a loss of female talent at the higher levels, they reflect a massive loss of potential.

Topics: Industry News

New ebook: 9 Ways to Build (And Maintain) Strong Rapport With Anyone

As a commercial real estate broker, your business depends on strong relationships. Whether it’s with a prospect, client, architect, lender, developer, or admin, building a strong rapport with that person is essential to a successful business (and a happy life, for that matter).

And it’s easy enough to befriend people you get along with, but what about those who challenge or annoy you? Creating rapport with those people is arguably even more important.

Rather than succumb to your frustration, you can use relationship-building techniques to make a friend out of just about anyone. Whether you’re trying to win over a new client, strengthen an existing relationship or turn an adversary into a friend, the techniques in this ebook will help you build strong, lasting bonds.

Here’s a preview:

Topics: Best Practices

Office overbuilding: Will it be a problem over the next two years?

The U.S. economy experienced soaring equity markets, growing consumer and business confidence and steady job creation over the last six months. While that’s certainly nothing to complain about, experts are increasingly wondering if recent economic success combined with shifting dynamics in the labor market puts office markets at risk of overbuilding.

Cushman & Wakefield published office forecasts for more than 100 global cities to judge the risk of overbuilding. From saturated top markets to booming secondary markets, developers, and investors alike face risk and opportunity over the next two years.

Topics: Industry News

Coworking isn’t just for startups. Here’s what brokers should know.

WeWork began attracting large companies to its desks in May of last year. Now, those companies represent its fastest-growing business.

Large companies increasingly value maintaining a number of coworking desks for added flexibility, networking opportunities, and, if for nothing else, to keep an eye on startups. From WeWork’s changing customer base to an increased focus on amenities, evolving trends in the marketplace position the office sector for another wave of disruption.

Topics: Industry News

Is your marketing falling short? Ask yourself these 12 questions to troubleshoot.

The following is an excerpt from our ebook, The Ultimate Guide to Marketing Your Listings . Read the below and then download the rest for a simple but powerful marketing blueprint designed to help you get deals done quickly.

Let’s say you’ve won an exclusive rep agreement and you’ve started marketing the listing. Everything is in motion, but for some reason, you’re not getting a great response. If that’s the case, there may be some glitches in your marketing. For example:

Topics: Best Practices

10 examples of stellar office design in 2017

Since the dawn of the coworking boom, many have predicted the end of the traditional office as we know it.

But while cubicles and cramped offices with dingy overhead lighting may be on their way out, the office itself is alive and well, thanks in part to the creativity of top office design firms.

Companies have started to recognize that employees do their best work in spaces built for creativity, and design firms like HDG, Rapt Studio, and Nelson have stepped up to meet this demand.

It’s not just trendy startups jumping on the office space design trend—from Teach For America to Mattress Firm, organizations of all different types are sprucing up their digs to nurture and compete for the best talent.

We’ve selected some of our favorites:

Topics: Industry News

Trend alert: Why WeWork and others are betting on co-living

When WeWork first entered the co-working space in 2010, established real estate giants had little to worry about from their scrappy, young competitor.

That was seven years ago. Today, WeWork is valued at $20 billion and winning over major corporate clients like IBM, Spotify, and Salesforce. They're disrupting the office sector and giving titans like JLL and CBRE a good reason to be nervous.

Could their next big venture, co-living, disrupt the multifamily sector?

Topics: Industry News