thriving practice

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Welcome!Welcome!

How to Build a Thriving Practice

in Commercial Real Estate Brokerage

Welcome!Welcome!

The Goals:The Goals:

• Introduce the world of commercial real estate brokerage.

• Explain how to quickly build a thriving practice.

• Invite you to participate in the training necessary for success.

The Truth:The Truth:

Commercial real estate brokerage is one of the highest paid professions in the world.

What Can You Earn?What Can You Earn?

• The best in the business earn millions of dollars per year.• Commission on sales can be very

large: From 1% to 6% depending on size of deal.• Commission on leases can be

very large: A percentage of each year’s rent, paid up front.

A Few Myths to Dispel:A Few Myths to Dispel:

• Commercial real estate brokerage is tough to get into.

• It’s a feast or famine business.• It’s not emotional enough.• It takes a long time to “make it”.

• Each of these myths does not have to be true.

What the Best Experience:What the Best Experience:

• Commercial real estate is everywhere and getting involved in transactions is easy.

• It is very possible to close transactions every single month.

• It is full of rational emotion and great relationships.

• With the right training, you can enter the business, earn above-average income the first year and outstanding income the second.

The Key to Success:The Key to Success:

Clients only hire experts. The key to success is to develop, as quickly as possible, expertise in three areas: Product and Industry Knowledge Sales, Marketing, and Communication

Skills Personal Productivity and Business

Management Skills

Why Many Agents Fail:Why Many Agents Fail:

Far too many agents adopt one or more of the following strategies that lead to failure for most: The Resi-mercial Dabbler. The School of Hard Knocks Enrollee. The Credential Seeker. The Apprentice.

The common denominator is that each of the methods require a lot of time to develop expertise.

The Top Dogs Secret:The Top Dogs Secret:

There is no secret. What we have done is unique for two reasons:1. We teach more than just the

academics. We teach how to make money.

2. We have applied accelerated learning techniques to what we teach.

Accelerated Learning :Accelerated Learning :

• Behavioral Modeling• Key Principles• Macro to Micro• Vocabulary• Questions• Reasons Why• Immersion• Action• Energy• Experience• Repetition

Three Steps to Success:Three Steps to Success:

• Fast-Track Your Expertise

• Build Your Practice

• Refine Your Practice

Fast-Track Your Expertise:Fast-Track Your Expertise:

Seven Areas to Master:• Properties

Know the Property Types:Know the Property Types:

• Office• Industrial• Retail• Multi-Family Residential• Land• Hospitality• Civic


Seven Areas to Master:• Properties• People

People to Get to Know:People to Get to Know:

• Property Owners and Managers

• Commercial Tenants

• Service Providers

• The Brokerage Community


Seven Areas to Master:• Properties• People• Transactions

Transaction Types:Transaction Types:

• Sales

• Leasing

• You must be knowledgeable about both.


Seven Areas to Master:• Properties• People• Transactions• Roles

Roles We Play:Roles We Play:

• Owner Rep for Sale

• Owner Rep for Lease

• Buyer / Investor Rep

• Tenant Rep

• Consultant


Seven Areas to Master:• Properties• People• Transactions• Roles• Numbers and Money

Numbers You Must Know About:Numbers You Must Know About:

• NOI• Capitalization Rates• Market Value• Cash on Cash Returns• Gross Rent Multipliers• Vacancy Rates• Reserves• Debt Service Ratios• Rates of Return• And Much More


Seven Areas to Master:• Properties• People• Transactions• Roles• Numbers and Money• Tools

Tools You’ll Need:Tools You’ll Need:

• Contracts, Forms and Other Paperwork

• Investment Analysis Software

• Lease Analysis Software

• Contact Management Software

• Marketing Tools

• A Great Marketing Plan


Seven Areas to Master:• Properties• People• Transactions• Roles• Numbers and Money• Tools• Success Principles

Learn as Quickly as Possible:Learn as Quickly as Possible:

In the past, it has taken too long for many to develop the expertise necessary to compete. Focus on learning as quickly as possible.

Build Expertise Fast:Build Expertise Fast:

• Knowledge can be front end loaded or fast tracked

• Complete the course, How to Fast-Track Your Expertise in Commercial Real Estate Brokerage

• Complete the assignments.• Attend Seminars and Webinars -

Look online at www.tdogs.com

Step 2 - Build Your Practice:Step 2 - Build Your Practice:

• Lead Generation / Marketing

• Lead Conversion / Sales

• Service Delivery / Fulfillment

Keys to Great Marketing Plan:Keys to Great Marketing Plan:

• Specialization and Identification of Potential Clients

• Brand Building PR and Marketing

• Marketing Channels or Pillars

• Systems and Flow Charts

• Lead Tracking and Measuring

Lead Conversion:Lead Conversion:

• Rapport skills• The ability to create interest, or grab

people’s attention.• Telephone skills.• Probing, questioning, and needs analysis

skills.• Presentation skills.• Objection-handling and negotiating skills.• Closing skills.

Service Deliver Systems:Service Deliver Systems:

• Seven Steps to Obtaining a Listing

• Eight Steps to Owner Representation

• Nine steps to Buyer Representation

• Eight steps to Tenant Representation

Build Your Practice:Build Your Practice:

• Action is critical - the right actions.• Complete the course, How to Run

With the Big Dogs in Commercial Real Estate

• Complete the assignments.• Attend Seminars and Webinars -

Look online at www.tdogs.com

Step 3 - Refine Your Practice: Step 3 - Refine Your Practice:

• Take each element to the next level.

• Automate.

• Outsource.

• Delegate.

• Schedule.

Refine Your Practice:Refine Your Practice:

• Sales, business, and personal development skills are critical.

• Complete the courses, Mega Sales: The Professional Sales Training Series, and How to Take Your CRE Brokerage Career to the Next Level

• Complete the assignments.• Attend Seminars and Webinars - Look

online at www.tdogs.com

Special Offers:Special Offers:

• Bonus for Fast-Track Program Order

• Top Dogs University

Fast-Track Package:Fast-Track Package:

• Fast-Track Program $995.00

Fast-Track Package:Fast-Track Package:


Additional Bonuses Today:• 12 Live Online Classes - Webinars $1068.00• Reports & Forms Library $495.00• 3 Coaching Sessions $885.00

Total Value $3,443.00

• Today - One Low Price $995.00 or 3 monthly payments of $365.00

Top Dogs University:Top Dogs University:


• How to Run w/Big Dogs $995.00

• Mega Sales Program $795.00

• Next Level Program $795.00

• 12 Webinars $1,000.00+

• Reports Library $495.00

• Coaching $3,500.00

• Easy Payments $295.00 Down

$245.00 / Month

For More Information:For More Information:

Go to www.tdogs.com

Go to http://tdogs.webex.com

Call 1-888-894-5772

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