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Top 3 Things that Keep #CRE Leaders up at Night

Posted on by SVN

Recently I was asked to speak for the Society of Exchange Counselors at their marketing conference in Burlington, VT, where commercial real estate brokers, principals, developers, owners and investors were in attendance. I have adapted this talk for the SVN Blog so that our readers can find out what I think are the top 3 things that keep #CRE leaders up at night.

I know, because I talk to dozens of #CRE leaders every single day that there are 3 things that are always top of mind.

  1. Deal Flow
  2. Growth
  3. Happy Clients

Today I am going to show you how SVN can drive a lot more deal flow to you and your local market.

I am also going to tell you some exceptional ways how SVN is helping our Advisors grow.

Lastly, I will share how the SVN Difference has proven time and time again that our model of open communication, collaboration and sharing of information not only within SVN’s Shared Value Network, but the entire CRE community, yields a 9.6% higher price per SF on average on deals involving broker cooperation compared to deals that are double ended.

How does SVN do this?

Well, with regard to Deal Flow – Our advanced technology tools and marketing platform help Advisors be able to automate processes that in the past have been manual, labor intensive and time consuming, preventing more deal flow.

Growth – We all want to talk about this and know it’s important. SVN knows it’s important to you… and how it impacts your bottom line. SVN helps drive this growth in various ways: through SVN’s System for Growth which is our online training program, our award winning marketing platform powered by Buildout, recruiting assistance, education, product councils, deal making calls, national and regional seminars and conferences and more. Outside of training and recruiting tools that SVN provides, I personally help different markets grow through the relationships I have and the global marketing reach of SVN.

Happy Clients – Everybody wants a happy client. I want happy clients – don’t you? SVN knows how important it is to create amazing value for you as Advisors and your clients so they want to do multiple future transactions with you again. How? It’s the people at SVN who put clients’ interests first – it’s our culture. We’ve found in an independent study that deals sold through broker cooperation achieve a 9.6% higher price per square foot, on average, than deals that are double-ended. SVN is the only CRE firm in the country that invites outside CRE firms and their clients to a live open sales call each Monday morning and I invite you all to join.

SVN join the svn live call-01

The SVN Difference is a difference that will drive increased deal flow, growth and at the same time create a happier client that will want to do more transactions with you and send referrals to you in the future.

[bctt tweet=”SVN is the only #CRE firm that invites outside firms and their clients to a weekly live open sales call” username=”svnic”]

The Summer Season: Setting Yourself Up For Success

Posted on by SVN

Summertime… and the Earning is Easy

When I picked up my kids from preschool, I noticed that just about every pair of snow boots was gone. (That’s right, in Minnesota, we keep snow boots handy well into May!). Summer is upon us. And, soon, you’ll hear people making the usual excuses for taking it easy:

  • No one does business
  • All of the clients are on vacation
  • I can’t make money

And they’re all untrue.

Now, let me be clear. If you want to take it easy this summer and can afford to, go for it. It’s your business and your choice. However, if you want to solidify your year and maximize your chances of going to Partners Circle, it’s time to buckle down. Think it won’t work? Well, let’s work backwards….

  1. December is, by far, the busiest month of the year for sales.
  2. Deals that close in December go under contract in September or October.
  3. Deals that go under contract in September and October usually get listed somewhere between July and September.
  4. Deals that get listed between July and September usually come from client contacts between June and September.

What does this mean? In brief, summer sets up the best month of the year.

Making the Most of the Summer Months

So what do we do about it? First, let’s face the facts. Yes, people are more likely to take vacation in summer. Yes, they’re more likely to kick off early on Friday. And, yes, some even spend the whole summer at a vacation home or cabin. So what?

If your client is someone who works for a living, they probably aren’t as flaky as you think. Call them any time other than Friday afternoon, and understand that they could be gone for a week or two out of the season. The rest of the time, it’s business as usual, especially if you have something good to talk about. Summer’s a great time for lunches at outdoor restaurants, playing golf with clients and the like. And if you have their cell phone, Friday afternoons can be a great time to reach them. If they’re heading to their cabins, odds are that they’re sitting in traffic and have nothing better to do than talk to you. While New York city traffic to the Hamptons is legendary, this happens everywhere – try taking the Golden Gate Bridge on Friday afternoon to leave San Francisco and get to Wine Country or going out I-94 or US 169 into the lake and cabin area in Minnesota north of the Twin Cities.

Clients who have more free time can be a little bit more challenging, but they’re still reachable. Believe it or not, cabins have phones, computers, and Internet connections. Furthermore, if you’re willing to make the drive to meet a couple of clients in their cabins, you might find that they’re completely different people. Wouldn’t you like to meet prospects that are more laid back, more open and more engaged?

In other words… Business gets done in summer. You just have to do it!

[bctt tweet=”In brief, summer sets up the best month of the year. #CRE” username=”svnic”]