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Commercial Real Estate Broker and Agent Training and Coaching Worldwide by John Highman.  This podcast covers Sales, Leasing, and Property Management skills and topics in Office, Industrial, and Retail Properties Globally.  You can also get more resources at our main website at 

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Jun 6, 2019

In commercial real estate, you can get greater sales results when you establish a systematic approach to your business. In today's podcast, you can learn how to do that.

One of the major problems in the commercial real estate industry is that most salespeople have little if any ‘system’.  They take each day as it comes; on that basis, they waste just so much time.  The weeks pass by without little focus, and then the listings and commissions fall away.  Momentum is important in our industry.  Take control of your career by working to a system; avoid the distractions.

The difference between a great salesperson and an ordinary one is first and foremost in having a ‘system’ that works for them every day.  Every successful thing you do hangs off the ‘system’.  You can drive more new business from existing business.

In this property market, many salespeople create little opportunity for themselves because of the lack of 'system'.  When the property market becomes more ordinary or even tougher, those salespeople are the first to struggle and complain.  In commercial real estate, everything is up to you, and the momentum you create is critical to your career.  Do not rely on ‘luck’, take your own action and create your special points of focus.  Even in a tough market, things happen; it is just a matter of finding them.