This post originally appeared on tBL member blog SVN Southland Commercial Blog and is republished with permission. Find out how to syndicate your content with theBrokerList.
Sperry Van Ness is comprised of a great team of individuals. There are so many wonderful advisors who specialize in specific sectors within the commercial real estate industry. One of the individuals in our SVN team is Solomon Poretsky. Solomon is highly experienced and does an excellent job training our advisors on how to become more efficient. In the article featured below, Solomon lays out the four essential qualities of a highly successful commercial real estate advisor. I encourage you to read the full article by clicking the link below.
There’s a lot more to being a successful commercial real estate advisor than just having a few good suits and spending a lot of time with a cell phone glued to your ear. While it starts with thinking of yourself as an advisor instead of just a broker that gets a deal done and moves onto the next one, after closing thousands of transactions, we’ve identified four must-have qualities that set the best advisors apart.
To a large extent, commercial real estate advisors make their living by being told “no.” It can take hundreds or thousands of unsuccessful cold calls to get to a single paycheck. For most people, “no” is an ending. Successful advisors, on the other hand, take a “no” as a reason to go ask another question – or ask another prospect. And they keep going until they hear “yes.”
We deal with highly sophisticated clients. Traditional sales tricks won’t work on them, while transactions are rare enough that you also can’t simply show up and hope that business will fall in your pocket. With this in mind, exemplary advisors know that the key to building relationships that turn into transactions is to continually add value to prospects. Great Advisors earn relationships and loyalty by continually helping their clients. Whether they’re sharing a great piece of information to open up a prospecting call, sharing important market information, or helping a client to better manage their operating expenses, they put in the work in the near term to earn the ….