Excerpt from: Real Estate Industry Leader's Roundtable
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| July 07, 2008 | | A discussion about using CyberTools and Lead Conversion. | |
 Bob
McComb started his successful brokerage career in commercial property
brokerage in the San Francisco market in 1983. He quickly rose to the ranks of
top producer, representing owners of high-rise towers in the downtown market. He
has been the leasing agent for the landmark building, the Transamerica Pyramid
and scores of other buildings.
In 1991 he became founder of a
well-respected commercial real estate company in San Francisco. As a top broker
and as the owner of a successful real estate company, he has reviewed and
negotiated hundreds of leases.
Bob was a regularly featured columnist for
the Alameda Newspaper Group on the subject of commercial property. He is the
co-creator of the popular and successful commercial real estate agent training
program, Top Dogs, How to Run with the Big Dogs in Commercial Real
Estate.
Bob is a popular speaker on commercial real estate and has spoken
for the National Association of REALTORS® and many of the major commercial real
estate networks throughout the country. He is also a regular “Signature Series”
speaker for the Realtor’s Commercial Alliance.
In his interview at Real Estate
CyberSpace Radio he discusses the following Real Estate topics:
Lead Conversion
- Pre-framing is a form of lead conversion
that reinforces a client's predisposition to use your services; before meeting
with prospects, convey information about yourself and how you work so that
face-to-face time can be focused on their needs and desires.
- Sending a preliminary
assessment questionnaire or checklist demonstrates that you have an organized
approach to learning about clients; clients evaluate your professionalism based
on the quality of the questions you ask, but don't ask everything prior to
meeting.
- Pre-framing can inform
prospects how you work with clients; for example, show them closing schedules
for sales transactions or timelines for lease relocations or an outline of steps
and benefits of the processes you follow.
- Pre-framing makes
clients feel understood and gives them a clear understanding of how they will
reach their goal; it prompts an agreeable response toward the next step, which
is executing an agreement.
- Don't overlook the
importance of letting people know what you stand for-your values and standards
in working with people.
He also discuses the
following useful Real Estate Information:
- Key Goals in Using Cyber Tools
- Tools for Improving Service
- Improving Marketing Communication
- Mistakes to Avoid with Leads
- More Cyber Tools for Commercial Agents
- Top Dogs Training Course
- Favorite Commercial RE Web Sites
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