When you work in commercial real estate it is very easy to get bogged down with the daily stuff.
You probably have your fair share of that now; you know what I mean: · Deadlines for the weekly advertising · The long and drawn-out weekly team meeting · Inspecting the office listed properties with the fellow sales team members · Creating the paperwork for the recent listing so it goes into the office listing register · Follow up on your clients that have listed with you So, all of this can mean only one thing.
You have just spent a whole lot of your critical working hours doing the things that are unproductive or are not business generating.
The issue to ask yourself now is, are you doing the day to day business in commercial real estate or are you building your business so it improves? The typical cycle in commercial real estate goes something like this:

1. You research your market to find the right people to talk to
2. You prospect and cold call for a few days to get some meetings with prospects
3. You get out of the office to have some meetings some of which will turn into listings and others into a future lead in your database
4. You get some enquiries coming in whilst you are at meetings and you have to deal with that enquiry
5. Take some people to properties that you have listed so they can inspect the premises
6. Negotiate on some listings to get some offers that you can take to your clients
7. Close on some deals and do the paperwork

The big problem here is that it all takes time and when you add these facts to the four items at the beginning of this article, you are running out of time as a professional salesperson.
In simple terms you are working hard but not going anywhere particularly.
If you are to be really successful in commercial real estate you have to build your business one day at a time.
That means each and every day you should be doing the things that count and will help you get somewhere as a salesperson.
I am not saying that you stop doing the things that I have listed above; I am saying that you should make a priority of the things that will get you somewhere.
Every day you should make a habit of doing the 2 or 3 things that will help you build your career and market share.
They are usually these:

• Research some more new people to talk to about their real estate needs
• Make some calls to those new people in your market so you can create meetings to see if they have a need of assistance with property today or in the future
• Keep in contact with those people that you know now and have spoken to before in case their property needs have become more urgent

Working in commercial real estate does not have to be a lifelong task and burden; it can be fun and produce a lot of income in a short amount of time.
The real issue here is that you must take responsibility for your actions.
Only you can do that, and not the boss that you work for and not the PA that may support you.
The day that you take real responsibility to change your focus and your actions is the start of a new cycle in your business life; opportunity awaits those that can do that.
Will it be hard? The answer is yes, but each day you stick you your rules, the easier it becomes.
You are a property expert and you have to get the message out to the world every day.
Start today.