One of KJF Partners’ Core Values is:
“We are driven by our personal commitment to create value for our investors, tenants, teammates and brokers.”
To serve our broker partners, we send occasional emails that focus on lessons learned through my brokerage history or that I notice from my current role on the principal side of the business.
Brokerage is a very challenging business and making sure you get the most from every prospect contact will help uncover more deal possibilities. I’m currently getting more prospecting calls from brokers than I’ve received in the past couple of years. Generally, the caller is focused on a specific property that we own and, the call is focused on that property. I do believe in targeted calls with a specific value related to one property BUT, we own multiple similar properties in many states. Frequently, the broker who has called me about a specific property, ends the call without ever asking about the rest of our business. Sometimes, property ownership is like the proverbial iceberg. What you don’t know or, what lies below the surface can be far bigger, (or more profitable), than what you immediately see. Your income potential is greatly enhanced when you become adept at reaching below the surface to learn more about your prospect and their complete business.
The following are a few segue questions that may help you learn a bit more:
Your goal is to learn more about your prospect with every call so, spend some time creating questions that will naturally lead to more understanding about what’s important, (or problematic), to your potential client(s). Become an expert at seeing below the surface and, I promise, opportunities to serve your clients will grow.
PS: If you have subjects that you’d like to see become future topics for This Principal’s Perspective, hit reply and let me know what your thoughts are.
Happy Hunting!
Joe
Joe Faris
KJF Partners, Inc.
Cell Phone: 949-275-5038