| I recently attended a bootcamp designed to | | | | 4. Have a Winning Team in Place |
| teach the attendees to attract clients like crazy (I | | | | I think I have always underestimated the |
| will be hosting a similar bootcamp in late 2007 | | | | importance of a having a winning team in place. |
| especially for commercial real estate brokers) and | | | | And a winning team extends beyond your |
| while reviewing my notes realized each presenter | | | | assistant and perhaps a junior broker or two. |
| had 5 common elements. I'd like to share these | | | | A winning team for me includes:o Assistanto |
| elements and pay attention because each | | | | Webmastero Transcriber (from audio to word)o |
| presenter earns multiple 7 figures each year! | | | | Office Organizero Lawyero Accountanto |
| In order to achieve maximum success in business | | | | Marketing Coacho Mastermind Groupo Technology |
| you need to have the following 5 pieces in place. | | | | Expert |
| 1. Planning | | | | My team allows me to grow my business. |
| You must get into the habit of setting measurable | | | | Without these people in place I cannot do what I |
| goals and then planning daily, weekly, monthly and | | | | do. |
| annually the required action steps to achieve | | | | The biggest mistake people make when building a |
| these goals. Planning brings clarity for what needs | | | | business is adding team members in place after |
| to happen in order for you to achieve your goals. | | | | they are needed. This style of growth DOES NOT |
| Just think of a day when you went to work and | | | | work. The team needs to be in place before the |
| knew exactly what actions steps you needed to | | | | growth occurs. They support your growth. |
| take in order to achieve the results you expected | | | | Who's on your team? Just for fun, list them out; |
| to that day. Then, think of a day when you | | | | who's missing? |
| weren't focused and seemed to spin your wheels | | | | 5. Make Choices |
| all day long. The difference was you planned! | | | | Everyday you make choices for better or worse. |
| 2. Marketing Mindset | | | | For example you made the choice today to read |
| You need to understand you are not just in the | | | | this newsletter and maybe, just maybe, you will |
| business of delivering a service but you are in the | | | | pick up a tip or two that will improve your |
| business of marketing as well. When you learned | | | | business. |
| the business, you were taught how to perform | | | | You make the choice to show up to work |
| specific services required of your client. You were | | | | everyday (or not), to exercise daily (or not), to |
| not given a course on marketing. | | | | take action steps that will put money in your |
| You can be a terrific broker but if you can't or | | | | pocket (or not); you get the idea. |
| don't know how to be a marketing master you | | | | The choices you make reflect the life you are |
| will never be able to keep your pipeline full. | | | | living. No one else makes these choices for you, |
| Just the same, you can be a mediocre broker but | | | | you are in control. |
| a master at marketing and guess what? You will | | | | So, why not choose a little more thoughtfully. Ask |
| never have a shortage of clients! | | | | yourself what result the choices you are making |
| Learning how to market your services will give | | | | will bring you. For example, if you decide to skip |
| you more bang for your buck then anything else | | | | following up with that prospect you've been |
| you can do. | | | | thinking about you may lose the opportunity to a |
| 3. Have Systems and Processes in Place | | | | competitor. If you choose not to write and |
| I cannot stress the importance of having systems | | | | submit the report for your client when it's due on |
| and processes in place. Why re-invent the wheel | | | | Friday but instead send it on Monday, you have |
| every time? | | | | chosen to be late and therefore break a |
| Some examples for useful systems include | | | | commitment to get things to your client as |
| marketing, prospecting, time management, and | | | | promised. |
| follow- up (join my Commercial Real Estate | | | | Make choices that reflect what you stand for and |
| Success Inner Circle being re-launched next month | | | | that support your goals. |
| for these system templates). | | | | I hope you will take some time to think about |
| The result of taking the time to implement | | | | these 5 golden nuggets for commercial real |
| systems and processes is simple - more time for | | | | estate success and "choose" to adopt them for |
| you! | | | | your business. |