Posts tagged Successful Brokerage
Transition Brokerage: Execute the Transition
Dec 5th
by Bob Scullin, CEO, SIOR
The best example of the dynamic of Relationship brokerage is a letter I recently sent to one of my most successful brokers. He has been a commercial real estate broker for more than 25 years and considers himself as a perennial Transition broker. Despite his remarkable and consistent success, he takes seriously the tenets of Relationship brokerage and considers each year to be a five-quartered challenge to be as successful the next year as he was the prior year. More >
Haystack Brokerage: The Myth of Sisyphus
Jul 27th
by Bob Scullin, CEO, SIOR
I contend that there are three types of brokers: Relationship brokers, Haystack brokers and Transition brokers. In a nutshell, brokers can be assigned to one of these three categories depending upon how they are approaching their careers. More >
Relationship Brokerage: What Successful Brokers Did
Jun 1st
By Bob Scullin, CEO, SIOR
This is part four in a series of blog entries about Relationship Brokerage.
What Successful Brokers Did
Don’t do what successful brokers do. Do what successful brokers did. It is what they did that got them to where they are today, able to do what they do and still be successful. More >
Relationship Brokerage: What Successful Brokers Knew
May 25th
By Bob Scullin, CEO, SIOR
This is Part Three of a series of blog entries about Relationship Brokerage.
The constant conversion of low-level contacts to high-level relationships is the objective of the successful broker. Successful brokers knew this and built their careers on what we will call Relationship Brokerage. More >
Broker Rejuvenation: Managing Success – Part 2
May 4th
By Bob Scullin, CEO, SIOR
Note: This post is part 2 of a series on Managing Broker Success. Part 1 can be viewed here.
Relationship Brokerage is the gold standard of brokerage. Yet many brokers get distracted by chasing deals, expecting to find a transaction hiding behind one of many doors stretching forever to the horizon. Haystack Brokerage encourages the broker to focus more on quantity of contacts rather than on quality of relationships. Transition Brokerage aims slowly to eliminate the bad habits of Haystack Brokerage and establish the good habits of Relationship Brokerage. More >
Broker Rejuvenation: Achieving Success 2
Apr 19th
By Bob Scullin, CEO, SIOR
Note: This is part 2 in a series about Achieving Success in Brokerage. Click here to view the first part of the series.
Relationship Brokerage is the predicate of any successful career in real estate. Before anything else, the broker must identify the four corners of a territory and become known by all contacts within those four corners. The broker has to know about every transaction within his territory before it happens, and then have his finger in every one of those transactions. Only after all of that is accomplished does the broker start to make money. Let’s continue our discussion from where we left off last week. More >
Broker Rejuvenation: Achieving Success 1
Apr 13th
By Bob Scullin, CEO, SIOR
Note: This is part 1 in a series about Achieving Successful Brokerage. You can view the second installment here.
The hallmark of science is the ability to repeat an experiment and generate the same result time after time. When we look at what distinguishes the careers of successful brokers we can establish a process which, when repeated, will generate the same result time after time. The process is simple to grasp, yet hard to implement. More >
Broker Rejuvenation: Measuring Success
Mar 29th
By Bob Scullin, CEO, SIOR
If it were possible to determine how successful companies became successful, then perhaps we could apply the same metric and determine how unsuccessful brokers could become successful. It is an axiom that successful brokers do the things that successful brokers do, so it is not too much of a stretch to suggest that un-successful brokers should do the same things that successful brokers do. Fortunately there are a lot of metrics that can be useful in this regard. More >