As a commercial real estate broker, you are always on the lookout for opportunity...to make more deals, to make more money, to build more relationships. If you really wish to achieve more, consider these 10 steps to help you make 2010 a real 10!

1. Communicate more effectively with your clients, in more ways, and more often (Why don't you call them all right now?)

2. Remember that meaningful business relationships don't grow just because you bought lunch!

3. Understand that while being friendly is the only way to handle yourself, your clients aren't looking for new friends. They're seeking business advise and real estate expertise. (Give them what they need!)

4. Continually search for hidden opportunities to create value for your clients

5. Think "superior service", not "commissions." (Don't worry, if your service really is superior to what your competitors offer, commissions will follow!)

6. Clarify your role. Too many brokers try to be all things, and end up confusing their own clients. Make it clear to your clients what components of the real estate industry you focus on, so your clients can focus you on their needs

7. Remind yourself that your clients' real estate is supposed to support their businesses, not the other way around

8. Become a real estate technician (prospector, researcher, presenter, market expert, negotiator, analyst, communicator, closer, or a combination of the above). Know your stuff, know it well, and don't learn on your clients' time

9. Educate your clients that the best deal is not always the cheapest, and in real estate what may appear to be the cheapest very often isn't!

10. Know that the best way to accomplish your objectives (income, number of closed deals, etc.), is to first make certain that your clients accomplish theirs

Any others?

You've got two choices. Keep telling yourself how bad you think the market is, or run right past your competitors and achieve greatness for your clients and for yourself. Here's to a profitable 2010!

Good Luck!

Instant Insights /

In the Year Called '10', Take 10 Steps to Make Your Career a '10'

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