CRE: PROSPECTING with DAVE HIBBARD

CRE: PROSPECTING with DAVE HIBBARD

11 Episodes

PROSPECTING
The most difficult and necessary skillset for any CRE Broker to develop is Prospecting. Inside you'll be provided with several Best Practices specific to prospecting as a CRE Broker.

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CRE: PROSPECTING with DAVE HIBBARD
  • CRE PROSPECTING: INTRODUCTION

    Episode 1

  • HOW TO MANAGE A RUDE PROSPECT

    Episode 2

    It’s happened to the best of us, you make a call and do so professionally only to run into a ‘buzz saw’. It can be discouraging and make you angry. Here’s a technique for dealing with rude prospects.

  • THE BEST DAYS TO PROSPECT

    Episode 3

    You’ve been told there are certain days to avoid and days that are the best to prospect…. don’t you wonder what the truth really is? This information will bring you up to date on how smart brokers think.

  • HOW MUCH PRE-CALL RESEARCH IS IMPORTANT?

    Episode 4

    Not a simple answer, much depends on what your company or Sr. Broker has told you to do, but if you watch this Video, you may discover a different approach and one that makes a lot of sense.

  • TRANSACTIONAL VS RELATIONSHIP BROKERAGE

    Episode 5

    Is it better to focus on getting quick transactional business that will at least produce a small commission or go after bigger targets that will eventually produce a large commission? Learn how a Sr. Broker see’s it?

  • HOW TO DELIVER BIG OPPORTUNITIES TO YOUR SR BROKER

    Episode 6

    Your Senior Broker wants significant deal opportunity, not just small transactions, if you want to be a hero…. follow these tips – they work.?

  • HOW TO CREATE A STRONG VALUE STATEMENT

    Episode 7

    It can be hard work to reach a Decision Maker so once you get there you don’t want to blow it with an ineffective Value Statement. Essentially, what you say matters if you want to secure more appointments…. this Video will help you with tips on how to create a strong Value Statement.

  • SHOULD YOU CALL A CEO’S CELL PHONE?

    Episode 8

    We have asked this question thousands of times in training classes and the responses are always the same! Some of you will love the answer – some of you will strongly disagree.

  • WHICH IS EASIER CALLING A BIG OR SMALL COMPANY?

    Episode 9

    Most brokerage rookies believe that calling on smaller targets is easier than BIG accounts, watch this Video and discover a different perspective from a Broker who has made of thousands of cold calls.

  • I’M SORRY…. BUT YOU CAN NEVER STOP PROSPECTING

    Episode 10

    Since prospecting is usually the most dreaded part of a broker’s life, it’s easy to discontinue making new calls once you have consistent deal production. Find out why discontinuing your prospecting effort is the biggest mistake you will ever make in your brokerage career.

  • WHAT IS THE MOST EFFECTIVE: TELEPHONE/EMAIL/TEXT/STREET/NETWORKING?

    Episode 11

    Get ready for an answer that probably won’t line up to your thinking, but then again it may provide you with a mind- shift and faster results.