During the pandemic, I found myself and my business partner sitting alone in our office because no one else was allowed to come in. It was during this time that my thoughts began to focus on what we could be doing better with our business.

Over the course of my career, I’ve lost count of how many times an agent has come to me frustrated—upset that a listing agent reduced their commission, and now their client is ready to submit an LOI. They feel cheated. And understandably so. When commissions are cut, or are below standard rates, it creates confusion, tension, and often, resentment. But why does it happen?

In the real estate industry, the terms “salesperson” and “closer” are often used interchangeably. However, they represent two distinct roles with unique skill sets and mindsets. Understanding the difference—and knowing when to switch between the two—can give you a competitive edge and set you on the path to becoming a top-producing agent.

When you talk to every top producer in CRE, the #1 thing you will quickly learn is that they all have an in-depth knowledge of their market and the asset class they are working on in that market. Today, you can learn your market at a much more accelerated pace with the help of technology. Here’s what to do.

It’s always been a challenge for me to come up with content creation ideas, my brain would scour the corners of the earth looking for ideas to create some content that would bring value to my followers. I was interviewing a marketing specialist when she turned me on to creating marketing pillars to assist content creation – but what is that?