Commercial Real Estate Seminars, Trainings
and Presentations with Jim Gillespie


How to Explode Your Real Estate Prospecting Now! 

One of the greatest areas for improving one’s own success in commercial real estate oftentimes lies in prospecting. Most everyone agrees on this, but why is it that so many veteran agents do far less prospecting than they feel they should be? While an agent may oftentimes prospect until they get busy working on transactions, dropping-out or substantially reducing one’s prospecting after becoming busy is an extremely costly mistake.  

This presentation teaches the best ways for agents to get their prospecting on an auto pilot system that enables them to generate great leads while they’re already busy working on transactions. In addition, the participants will learn how much it’s costing them to not have a solid system of prospecting in their real estate business. 

And finally, the participants will learn how to design the system of prospecting that’s best for them personally, and they’ll design the plan they will immediately take action on in their own business.

Beating Your Biggest Competitors for the Business

Most commercial brokers don't do much to differentiate themselves from their commercial real estate competitors, and as a result they end up looking very similar to their competitors most of the time. During this presentation you’ll learn how to differentiate yourself and stand out from your commercial brokerage competitors as the best choice your clients and prospects could ever make in a commercial real estate broker, so you begin taking down more of the lion’s share of all the business that's available for you in your territory.

How to Make Big Money in a Tough Commercial Market

So much has been changing so rapidly within our industry. During this presentation agents will learn the underlying fundamentals of what's been causing our industry to have the problems we've been facing, where this real estate market is headed, where the great opportunities are for agents to capitalize on and make big money, and what agents must do to position themselves right now to cash in on and make the big money.

How to Become the Listing King in Your Territory  

In any given territory, normally the agents who are the most successful at obtaining listings are the ones who continually make the most money. But what is it that has these agents continually outperform their competitors in this arena?  

In this presentation we’ll look at the specific components of what top listing agents do that has them continually be so successful. We’ll go into detail and investigate how they create the ideal image of themselves in the marketplace that has people say, “Yes” to them and move forward and list their properties with them. We’ll also look at how these agents identify their listing prospects as early as possible, so they’ll be the first agent to begin building the relationship that will ultimately lead to successfully landing the listing. In addition, we’ll look at the sequential steps that a top listing professional takes to ensure that they’re building the prospect’s desire to list with them at every moment until the listing agreement is signed.  

All participants attending this seminar will leave with a written game plan pinpointing the areas in their business they need to work on to take their own listing success to the next level.

The 9 Important Components of Your Ideal Brokerage System  

In my 30 years as an agent, manager, and trainer of commercial agents, I’ve found that there are 9 areas that come together to have an agent perform his or her best. These 9 areas are prospecting, mailing, scheduling appointments, obtaining exclusive agreements, closing transactions, having great people skills, building relationships, obtaining referrals, and pursuing one’s own continuing education and training.

While all 9 of these components are continually interacting with each other, some of them are activities that an agent does, while others are milestones that validate one’s own success along the way. And along with these 9 components, the most important element that any agent can bring to the table is their incredible passion and love for the real estate business, along with their unyielding drive to be hugely successful at it. This is the engine that completely drives an agent’s success in our industry.  

In this presentation we’ll have the agents look at how their own business measures up in these 9 areas, in addition to how their own unyielding drive to become hugely-successful in commercial real estate measures up also. During the presentation agents typically will find areas in their own business that are deficient within these 9 components, which then serves as great feedback for where immediate action must be taken to improve their own business. And for those agents who may not have the ideal passion to become even more successful in commercial real estate at the moment, they’ll learn more effective ways to constantly keep their passion at a very high level.

Designing and Working a Great System of Real Estate Brokerage

When one looks at the most successful businesses in America, one typically finds tried and true systems for success already in place in these businesses. Statistics show us that over any 10-year period, 90% of all businesses will fail, but 95% of all franchised businesses will still be thriving successfully. This is because franchised businesses have tried and true systems in place that virtually guarantee their success, as long as the owners are following these systems.

However, in commercial real estate brokerage, many agents have no systems in place at all, and they're doing business completely by the seat of their pants. With this being true it's normal to expect their success to vary from year-to-year, and oftentimes they'll hit a peak level of success that they just can't seem to move beyond.

This presentation focuses on identifying the ideal components of a great system of real estate brokerage, and having the agents design their own blueprint system for commercial real estate success. As long as the agents then stay on course in working the system, they'll both maximize their income and will produce solid results much more easily.

Power Marketing for Commercial Brokers

Commercial real estate brokerage is a business where the brokers rarely do any strategic marketing for themselves. At most they'll prospect for new business, but there are so many additional opportunities that they're constantly missing everyday.

This presentation shows how brokers can utilize marketing, market positioning strategies, copy writing, mailing, video, newsletters, teleseminars, E-mail marketing, and power socializing to position themselves as the best choice their clients and prospects could ever make in a commercial real estate broker.

How to Overcome Your Clients’ Toughest Objections  

An agent’s success at overcoming their clients’ objections will determine how successful they will ultimately become in our industry. On the other hand, the mediocre agents who never learn how to overcome objections will stagnate in their production once they’ve achieved a given level of success.  

The key here is for agents to learn to overcome objections in a manner that has their clients feel the objection has been completely removed, and this definitely takes skill. But once this is accomplished, the client will completely reconnect with their desire to once again move forward.  

In this presentation, agents will learn how to successfully overcome the objections their clients throw at them, how to recognize when an objection is so severe that it cannot be overcome, and how to successfully overcome new objections their clients will give to them after the agent leaves the presentation.

Mastering the Art of Real Estate Persuasion  

There are agents who simply make presentations to their clients and prospects, and then there are those who are masters of persuasion when making their presentations instead. This presentation investigates and identifies the key differences between those agents who simply present information to their people, as compared with those agents who persuade their clients at the deepest unconscious levels. Agents will learn the keys to persuading their clients from the initial meeting all the way though the transaction’s closing, in addition to building and maintaining effective long term relationships with these clients.

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