Cindy Spivack International, Inc.

Cindy Spivack International, Inc. Your ultimate resource for Commercial Real Estate tips, tools and strategies to help YOUR business g In the end, my clients out perform others. Period.

Commercial Real Estate Coach:

I am passionate about helping brokers become top producers ($1,000,000 net and above). I am recognized as the #1 commercial real estate coach globally and have clients across the world. I stand apart from all competition because my approach isn't a band-aid. I change habits, increase skills and introduce cutting edge strategies. I coach, speak, train and teach "The 7

Golden Keys of Today's Top Producers" and my stealth pitching program is effective. This is who I help:

I help commercial real estate and other sales professionals grow their business for commercial real estate success in the new economy. The old basics just aren't working anymore! Seriously...

My clients are able to quickly ramp up their business and earn more commissions as a result of our work together. This is how I help them:

We work together very closely, dissecting their business, business habits and business strategies through the use of several specialized diagnostic tools I have developed over the years before prescribing solutions. I then stick with my client and assist in the implementation so that our time together isn't wasted. I provide as much or as little assistance as needed. I have access to all of the "done for you stuff" one can ever dream of--I make it easier for my clients to become million dollar producers...

Specialities:
Making more money
Time management
Prospecting
Marketing
Online/offline marketing
Social media
Linkedin
Twitter
YouTube
Facebook
Blog
The basics
Calling
Canvassing
Networking
Getting referred
Goal setting
Business plans
Leadership
Business building
Recruiting
Being more efficient
Outsourcing

“Simplicity boils down to two steps: Identify the essential. Eliminate the rest.”-Leo Babauta-“If you spend too much tim...
06/10/2018

“Simplicity boils down to two steps: Identify the essential. Eliminate the rest.”
-Leo Babauta-

“If you spend too much time thinking about a thing, you'll never get it done.”
-Bruce Lee-

Are You Productive?

At the beginning of each day we ask ourselves the same question – “How can I be more productive today?” Truthfully, if you could figure out the exact recipe you’d probably be a billionaire; but keep reading and maybe you will get a few good ideas.

The first step to being more productive is to become more organized. An easy way to accomplish this is to create simple yet organized daily “to-do” lists each morning. Be sure to take your time with this and write all work related tasks as well as any personal tasks that need to completed that day. Writing your to-do list (vs. typing) is preferred because it helps to imbed the items into your sub-conscious. Your sub-conscious then assists you in making sure these tasks get completed!

After you have completed your daily to-do list it’s a good idea to highlight the priority tasks and also identify those things that you can delegate thus freeing up more time for accomplishing the more important money making actions.

Spending too much time on unimportant or delagatable tasks is one of the biggest time wasters around. And don’t forget that priority tasks typically take up more time and schedule your time accordingly.

Once you begin to tackle your priority tasks and you are halfway through, take a few minutes to evaluate if you are on track and headed in the right direction. That way, you won’t waste valuable time. Re-assessing helps to determine if any alterations are needed before you get too far along and discover you have gotten off track. This also helps to assure you do it right the first time and can then be finished.

If you discover you are procrastinating and unable to meet your deadlines on a regular basis try finding someone to be accountable to or at the very least set a kitchen timer for 60-minutes and get as much done as you possibly can; then repeat.

Batch like activities such as email, returning phone calls and paperwork and
This helps you to streamline these activities and complete them faster with fewer interruptions.

Finally, kicking your perfectionist habits allow you to focus only on those issues that issues that benefit from extreme attention to detail.

Determine what you’re able to change and avoid being frustrated over the things you can’t.

Good luck…

Now that you have extra time…

18 Ways to Market Your Listings

Whether you want to lease or sell, below are the top ten ways to market your commercial property listing:

1. Property Sign – Just be sure the phone number can be easily seen and all calls get returned.
2. Phone Calls – This means cold calls, warm calls and any other kind of call to someone, anyone who may be interested or know someone who may be interested.
3. Canvassing – Go out and see the people! Drop off a flyer with your listing.
4. Broker Email Blast – Send the opportunity to every broker possible.
5. Broker Calls – Half of a commission is better than none – call all of the brokers you know who could help.
6. User/Buyer Email Blast – Send the information to your database of users/owners.
7. Direct Mail and/or Postcards – Mail the opportunity to the surrounding area and all other logical users/buyers.
8. Referrals – Ask around; see if anyone knows anyone who could be interested.
9. Networking – Show up regularly and talk about what you’ve got going on, there may be a connection.
10. Send handwritten notes: Send to those you think are good candidates
11. City/Town Economic Development Office – Perhaps the city/town know of users, buyers, or sellers; just ask.
12. Online Platforms – Don’t forget to put your listing on CoStar, Loopnet and all of the others…
13. Eblast to SIOR and CCIM
14. Landing Page – This is a one-page website providing a description and other information pertaining to the site.
15. LinkedIn – LinkedIn is networking on line and trust me, it works.
16. YouTube Video –Create a virtual tour – this will become the norm…
17. Twitter, Facebook and Instagram
18. Press Release – This depends on the significance of the listing.

While the above may be a logical list of ways to market your listing, you’d be surprised at how often a broker doesn’t check off all of the boxes. Did I forget anything? Let me know…

Call or email today to get coached by Cindy
312-316-4916 or email [email protected]

Cindy Spivack, CEO and President of Cindy Spivack International, Inc., teaches and coaches Commercial Real Estate Agents/Brokers "The 7 Golden Keys of Today's Top Producers" in addition to a handful of proven strategies for building an enormously successful commercial real estate business in 12 months or less.
Cindy has worked with numerous Top Producers in the business in addition to Teams and Managing Brokers. Many of her clients are recognized in the top tier of the brokerage community as a result of her help. Further, she holds the belief that there is no such thing as a “one size fits all” solution and listens carefully so that proper solutions are implemented.

“Quit looking for the people you are looking for and start looking for The people that are looking for you.”-Doug Fireba...
05/20/2018

“Quit looking for the people you are looking for and start looking for
The people that are looking for you.”

-Doug Firebaugh-

10.5 Rules for Filling Your Pipeline

We are almost half way through the year already and you are probably beginning to ask, “What’s Next?” Well…if you think more clients should be your next target you’d probably be correct. But before you can have more clients you have to have more prospects.

Efficient and effective prospecting means you identify and meet with those who 1) are ideal clients 2) have a need and 3) want your service. Below are 10 steps to make this process easier…

1. Identify who your ideal client is – include all attributes and characteristics.
2. Develop a highly targeted prospecting list of these ideal prospects – quality supersedes quantity.
3. Develop a touch program and a process to track your activity – i.e.: spreadsheet, CRM
4. Know what your offer of help is and be able to communicate it clearly and quickly.
5. Schedule large chunks of time for prospecting twice a week at a minimum.
6. If the prospect says NO move on – don’t waste time chasing
no’s.
7. Tape yourself and listen to to see if you are authentic (yourself), authenticity wins.
8. Always be in a “Disqualifying mode” Ask if they have a provider they are already engaged with. Don’t skip this step.
9. Finally, make sure you are communicating with the decision maker.
10. Understand it is a numbers game – learn to play.
10.5 DON’T GIVE UP!!!!

Growing a business requires a certain amount of “leaning in” to get the job done. But the rewards are awesome…get some prospecting done today. And by the way…is you REALLY want to see results, prospect at least 10 hours each week and see watch…And one final word, prospecting isn’t just about making calls. But that’s a secret I reserve for clients.

Call or email today to get coached by Cindy
312-316-4916 or email [email protected]

Cindy Spivack, CEO and President of Cindy Spivack International, Inc., teaches and coaches Commercial Real Estate Agents/Brokers "The 7 Golden Keys of Today's Top Producers" in addition to a handful of proven strategies for building an enormously successful commercial real estate business in 12 months or less.
Cindy has worked with numerous Top Producers in the business in addition to Teams and Managing Brokers. Many of her clients are recognized in the top tier of the brokerage community as a result of her help. Further, she holds the belief that there is no such thing as a “one size fits all” solution and listens carefully so that proper solutions are implemented.

5 Questions to Ask Yourself Before Accepting a New Client“This may seem simple, but you need to give customers (clients)...
05/12/2018

5 Questions to Ask Yourself Before Accepting a New Client

“This may seem simple, but you need to give customers (clients) what they want, not what you think they want, And, if you do this, people will keep coming back.”
-John Ilhan-

A handful of my clients are telling me it feels as if the commercial real estate market is just now beginning to slow down a bit, just a tint bit. Some may be afraid of this perceived slowdown and start scrambling for business resulting in taking listings and new clients that one would never otherwise accept. Don’t fall into this trap, it will suck you dry.

When business slows down, it is very tempting to take on new clients who may be less than ideal. But there is nothing more lethal to your business than accepting poor listing or tenant rep assignments. You know the ones I’m talking about…impossible requirement, bottom feeder, over-priced, poorly located, a dump, unreasonable owner/tenant and so on.

You know in the back of your mind you will never sell or lease this property. Perhaps it’s a tenant rep assignment you have taken or buyer requirement but you know you will never find the a solution that will make the client happy – it’s impossible. But you take the assignment anyway, it’s work after isn’t it. The truth is you are just wasting your time with these assignments.

WRONG! The truth is you are just wasting your time with these assignments. They might make you feel (and even BE) very busy. But you will be busy making NO money. Is this what you want, to be busy (but not productive)? Of course not, So next time you consider a new opportunity ask yourself these 5 questions:

1. Can You Fulfill the Requirement?
Is the result your client wants attainable? Specifically, can you lease, sell, or find the space for your client within the parameters your client has set out? Or, will you have to beat your client silly in order to convince the client to accept less than the desired outcome? This tactic never comes without a price tag. You will not have a win-win deal transaction when you have to steamroll the client (at either end of the deal).

Buyer’s remorse may be the result here; just think of the time required to fix buyer’s remorse! Think WIN-WIN here.

2. Will the Assignment Take More Time Than is Usual?
How much time will you need to allocate for this assignment? Are you trying to convince yourself, “business has slowed down, I know this is a long shot but I really need the work” only to discover you have you have spent an ENORMOUSE amount of time and have produced NO results. Be mindful of this. Your time would be better spent implementing a lead generation system designed to deliver your perfect client! And, you’d have a lot more fun doing it!

3. Is the Client Reasonable?
OK, let’s figure you have decided to take the assignment anyway, what are the chances that the client will be reasonable once he realizes he was incorrect about getting what he wants? Do you have any history on this client?

Also, does the client expect you to be available 24/7, no matter what? Does the client disrespect your boundaries? Don’t ever put yourself in the position of being in someone else’s string. This will get old really fast. You can have a great listing/requirement and an unreasonable client in this regard and then it becomes a listing/requirement you should not get involved in. Let someone else have it!

4. Are You Working Harder on This Listing/Client Then Your Good Listings/Clients (after all, they absolutely require more work)?
Hopefully you are aware of the typical amount of time required to be spent on a particular client’s needs each week. Is the time you will need to invest excessive? Can you fix it? If not, move on or it will drag you down – guaranteed.

5. Will This Listing/Client Zap All of Your Energy Leaving Little After Over?
What is the mental cost (mental cost is the amount of time spent thinking and worrying about the client and the desired result expected) of taking this on? How much sleep are you losing waking up at 2 AM consumed with worry over this one client? Whether you waste countless hours trying to produce, or spend time trying to avoid the entire mess the mental cost is bigger then you will ever be able to measure. Your energy will be COMPLETELY drained leaving nothing elso for the “good” clients.

If you answered “yes” to even one of these questions, proceed with caution.

I can’t tell you how many clients have actually lost income as a result of spending an enormous amount of time and energy working on assignments that were doomed to begin with.

The exception to this is when you have a client with whom you set expectations and they are excepted. Remember, the best clients energize you and the worst…well drain your energy.

Cycles in real estate are necessary and you can weather the ups and the downs if you have a strong foundation and good habits in place.

Finally, remember, every time you say yes to an opportunity, you say no to another possibly better opportunity.

Call or email today to get coached by Cindy
312-316-4916 or email [email protected]

Cindy Spivack, CEO and President of Cindy Spivack International, Inc., teaches and coaches Commercial Real Estate Agents/Brokers "The 7 Golden Keys of Today's Top Producers" in addition to a handful of proven strategies for building an enormously successful commercial real estate business in 12 months or less.
Cindy has worked with numerous Top Producers in the business in addition to Teams and Managing Brokers. Many of her clients are recognized in the top tier of the brokerage community as a result of her help. Further, she holds the belief that there is no such thing as a “one size fits all” solution and listens carefully so that proper solutions are implemented.

7 Deadly Cold Calling MistakesThe biggest mystery in our business seems to be “how can I keep my pipeline full?” And yet...
04/18/2018

7 Deadly Cold Calling Mistakes

The biggest mystery in our business seems to be “how can I keep my pipeline full?” And yet, when you really slow down long enough and think about it, it’s not hard! Prospects are all around us, on every commercial corner and corridor. The question then becomes how can I contact these property owners (and buyers) plus users who are potential clients? There are many ways to capture their attention…call, email, letter, fax, drop-by and so on. But today’s focus is the dreaded phone call, the cold call to be specific.

Any of you whom really know I am not a fan of cold calling; and today how effective is cold calling (a conversation for another day)? To me, 5 cold calls a day are plenty (actually for me, too many). But…I realize it’s part of the job description. So…how many of you consistently even make 5 calls a day?

Most of us accomplish cold calling by phoning, fewer use the drop-by method (although by far my preferred). Finding prospects to call is not difficult. What is difficult is to honor the appointment you have made for yourself to make the calls. And then, the follow up that is required just slips away. Prospecting without follow up is a gigantic waste of time and the one and done method is equally as bad. I realize the magic bullet with this is to have a plan.

You know, I remember the first day of my first real job in commercial real estate brokerage after I graduated college. They gave me an office, a desk, a phone and the yellow pages and told me to go to work. It never occurred to me to do anything less than open the yellow pages and call or knock on doors. Of course, that was back in the day when we didn’t have caller-ID, email and all of the cool but distracting technology we have today.

Finally, since I began coaching commercial real estate professionals (I began in 1999) I have extracted the following 7 Deadly Cold Calling Mistakes made by us every day:

1. NO COLD CALLING PLAN
• Know how many minutes a day/week you plan to spend calling
• Block time in your calendar
• Know what you expect to achieve
• Know who you will call (prepare a list in advance)
2. NO SCRIPT
• I understand many of you can speak very intelligently on the spot; but please don’t “Dial for Smiles” without roughly 3 different scripts you can use.
• Have a great opener, and…
• Have a list of questions you can ask (this helps you qualify).
3. FORGETTING TO SMILE
• Remember “Dial for Smiles”? Well, smiling can be heard as well as seen. Smile and you will have more fun and success.
4. NOT KNOWING WHEN TO GIVE UP
• Know before you begin a cold calling campaign how many times you will call each contact before giving up. My limit is usually 3 but today I have heard it needs to be closer to 7. Yikes!
• The lack of a return call is probably the same as “he is just not that into you!” They are probably not interested.
5. NO “FINAL CALL” MESSAGE
• When calling for the last time, let the contact know it’s your last call and suggest they write down your name and number for future reference. Tell the contact you will try again in 120 days.
• This way, there is no expectation that the contact will be hearing from you again anytime soon – it’s up to him/her now.
6. MAKING TOO MANY CALLS
• Similar to #4 above, some brokers are of making zillions of calls to a “suspect”. Know when you are crossing the line.
• Don’t waste your time, move on to someone else.
7. NOT MAKING ANY CALLS
• Many of you fall into this trap – just don’t be one of them.
• 5 Calls a day really add up fast.

So, there you have it, 7 mistakes most make when cold calling. The most important thing is just to take action. Any action is better than none.

PS: If I were to practice commercial real estate brokerage fulltime again (yep, I’m still at it a handful of hours a week and still love it) I’d make a fortune and I know exactly how I’d do it…and I wouldn’t make a single phone call…become a client and learn how.

PSS: I am going to launch a new program shortly and will only let 12 people in to start. It’s called, Coach-on-call. The cost will be $2997 annually paid up front and in advance. Members will be able to schedule 15-minute laser coaching calls and get the answers they need at the time. Kind of like having a doctor or trainer on call. Want in now? Call me at 312-316-4916. Otherwise, more information to follow in the coming months.

Call or email today to get coached by Cindy
312-316-4916 or email [email protected]

Cindy Spivack, CEO and President of Cindy Spivack International, Inc., teaches and coaches Commercial Real Estate Agents/Brokers "The 7 Golden Keys of Today's Top Producers" in addition to a handful of proven strategies for building an enormously successful commercial real estate business in 12 months or less.
Cindy has worked with numerous Top Producers in the business in addition to Teams and Managing Brokers. Many of her clients are recognized in the top tier of the brokerage community as a result of her help. Further, she holds the belief that there is no such thing as a “one size fits all” solution and listens carefully so that proper solutions are implemented.

GOALS KEEP YOU FOCUSED – SIMPLE! The most successful people in the world are extremely goal oriented. They know exactly ...
04/11/2018

GOALS KEEP YOU FOCUSED – SIMPLE!
The most successful people in the world are extremely goal oriented. They know exactly what they want and are always focused on achieving it.
Goals keep you focused, and they help you to be more confident and motivated. Goals keep you from drifting through life with no purpose.
The main difference between successful people and unsuccessful people is how they think (and act). Successful people know what they want, how to get it and then take action. Unsuccessful people think about and talk about what they don’t want. Setting goals helps you to keep thinking about where you want to go.
The power of goal setting is the ability to create your life the way you want it. Goals firmly position you as the captain of your ship. The more specific you are about what you want the more likely you are to get it.
It’s my experience that if you begin with an income goal it becomes easier to create goals that support that one big income goal.
You want to begin to crystallize your visions and values into concrete goals and objectives that you can work on every single day.
Begin with your “Burning Desire” – the amount of money you’d like to earn. Let’s say for example you’d like to put $500,000 in your pocket by THE YEARS END.
And by the way, you must do whatever it takes to believe your “burning desire” – the amount of income you want to make more than anything else; an amount that with good, hard, honest work you can make. At the same time, you must stretch with this goal -- get out of your comfort zone!
YOUR BURNING DESIRE IS THE ENTIRE KEY TO THIS PROCESS!
Now from this – your “Burning Desire” we know that we can chunk down exactly what needs to happen each day, week, and month in order to be successful. In addition, we can create smaller goals that now become possible because of our income goal.
For example if you have a goal to increase your credit score to 800 it becomes a lot easier if you are earning not only enough money to pay your bills but enough money to hire a personal bookkeeper whose job it is once or twice a month to pay or be certain all bills are paid. Additionally, you will have the funds available to actually make sure you have money in your account to pay your bills.
Perhaps you can relate to this -- say you have a goal to lose 20 lbs. by __. Because you are meeting your financial goal you will have the funds to allocate toward things such as a trainer, good quality food, an exercise program at a health club that charges you a fee and maybe even a nutritionist. It just becomes easier to reach your goal when you set your financial goal first. The bottom line is – if you have the money it makes your goal easier and more attainable (and yeah, I know it’s unfair but it’s true!)
Let’s use a real example with a fictitious broker: His name is Bill Smith and he is a retail broker in the Chicago area. His focus is both Tenant and Landlord listings in the suburbs.
Bill’s goal is to earn $790,000 in income.
In order to make $790, 000 he will need 5 new tenant rep assignments – each generating 2-3 deals with an average commission of $### and 3 new landlord listings with the ability to generate $### in commissions. The above combined with his existing book of business will get him to his $790,000 goal. He will need to implement the following to ensure success:

Annual
• Join a mastermind Group and hire a business coach
• Attend Las Vegas ICSC in May (and NYC ICSC in December)
• Purchase
i. Tenant Directory
ii. Shopping Center Directory
iii. Online Ad Space for year
• Have a Social Media Campaign mapped out including LinkedIn, Facebook, Twitter and YouTube
• Update Website/Blog
• Subscribe to:
i. Crain’s
ii. Chicago Tribune
iii. Crittenden Report
iv. Plain Vanilla Shell
v. CPN News
vi. Midwest News
vii. Illinois Real Estate
viii. Shopping Center Digest
ix. Shopping Center Business
Bi-annual
• Attend ICSC local Events in Chicago
• Send out letter asking for referrals
• Write/collect new website resources
• Scrub Lists/Database
Quarterly
• Host Appreciation Breakfast
o Invite 50 people (20 will RSVP and 16 will show up)
• Mail Quarterly Market Updates (in addition to monthly letters to the Top 100)
• Write and send super deluxe sales letter asking for business
Monthly
• Develop and mail monthly postcard/letters
• Mail monthly property listings to area brokers
• Send property listings to targeted prospects from database
o Each prospect will get a mailing on a property 7 times minimum
• Give website updates to Tech Guy
• Lunch with other brokers twice a month
Weekly
• eNewsletter (written every Monday – sent on Tuesdays via constant contact)
• 3 Meetings with potential clients on Tuesday or Thursday afternoons
• 10-25 cold calls (2 hours on Mondays)
• BNI leads group breakfast (Wednesday morning at 7:15 AM)
• Go through weekly trade journals noting all prospects I was unaware of and put them in my database for contact.
o Contact on Mondays (45 minutes total)
• Review this plan each Friday and determine where I am off track.
• Submit articles online and as press releases
• Twitter, Facebook, YouTube and LinkedIn - Outsource
• Research 1 hour weekly on the internet any new possibilities
• Give at least 1 referral
• Write 2-3 personal notes
• Call 3 area retail brokers and smooze
• Schedule 1 business lunch
Daily
• Review schedule for the day
o Send reminders to others about meetings, scheduled conference calls.
• Read trade journals/paper for 15-30 minutes
• Planning
o Make list of appropriate action steps and follow up for the day
 Prioritize
o Review spreadsheet and chose appropriate action steps for the day.
 Prioritize action steps
• Money Making
• Other
• Power Hour – 60 minutes
o Crank out priority tasks
• Make necessary calls – 2x/day
• Return Calls – 2x/day
• Initiate emails/return emails – 1x/day
• Review Follow-Up
o Ask myself if anything fell through the cracks before I leave for the day.
• Make note of any early morning meetings the next day.
It’s time to decide on your goals, refer to your written vision and choose goals that support your vision.
Remember to make your goals SMART: SPECIFIC, MEASURABLE, ACTION ORIENTED, REACHABLE, and TIMED.
SMART GOALS
The secret to goal setting and planning is to achieve the right balance between goals that are realistic and goals that are exciting.
The secret to achieving your goals is to look at them DAILY!

Call or email today to get coached by Cindy
312-316-4916 or email [email protected]

Cindy Spivack, CEO and President of Cindy Spivack International, Inc., teaches and coaches Commercial Real Estate Agents/Brokers "The 7 Golden Keys of Today's Top Producers" in addition to a handful of proven strategies for building an enormously successful commercial real estate business in 12 months or less.
Cindy has worked with numerous Top Producers in the business in addition to Teams and Managing Brokers. Many of her clients are recognized in the top tier of the brokerage community as a result of her help. Further, she holds the belief that there is no such thing as a “one size fits all” solution and listens carefully so that proper solutions are implemented.

Getting Past the GatekeeperCommercial Real Estate Brokerage is all about the Pipeline…and to have a pipeline most broker...
04/07/2018

Getting Past the Gatekeeper

Commercial Real Estate Brokerage is all about the Pipeline…and to have a pipeline most brokers make calls. It’s always an issue when there is a Gatekeeper…

The Gatekeeper is the person everyone struggles to get around at some point or another and usually more often than not. And yet the gatekeeper generally holds the golden ticket to getting what you need. Many hours of conversation have been spent discussing what the best strategy is for getting what you need from the gatekeeper. Whether it’s just information or better yet getting transferred to the decision maker.

The Gatekeeper is generally quite a bit smarter then we’d like to think. They have heard just about every sales line imaginable and knows when the caller is being sincere or not; and doesn’t want to help an unpleasant caller.

The Gatekeeper can be the difference between a successful attempt to reach the decision maker or a failed pursuit. Below are a handful of strategies to help you get past the gatekeeper and straight to the correct individual.

1. Number one rule: treat the gatekeeper like gold
2. When possible, know the gatekeepers name
3. Be friendly — remember, you catch more bees with honey
4. Be honest and ask for help rather than making up a goofy story
5. Be clear about why you are calling and what you need
6. If you’re thinking up a phony line — forget it
7. If you are not successful, email
8. If email doesn’t work, send a handwritten note
9. Bottom line: treat the gatekeeper with respect

If you are not gracious, you will not get very far. Being rude is the kiss of death. Besides, nobody wants to help negative personalities. Getting around the gatekeeper needs to be a positive experience. If it is not positive you can bet the boss will hear about it. And if you are especially wonderful, the boss is going to hear about it. So, go ahead and give sincerity a try, I’m betting you’ll have success.

Call or email today to get coached by Cindy
312-316-4916 or email [email protected]

Cindy Spivack, CEO and President of Cindy Spivack International, Inc., teaches and coaches Commercial Real Estate Agents/Brokers "The 7 Golden Keys of Today's Top Producers" in addition to a handful of proven strategies for building an enormously successful commercial real estate business in 12 months or less.
Cindy has worked with numerous Top Producers in the business in addition to Teams and Managing Brokers. Many of her clients are recognized in the top tier of the brokerage community as a result of her help. Further, she holds the belief that there is no such thing as a “one size fits all” solution and listens carefully so that proper solutions are implemented.

04/05/2018

Obtain a Property Valuation for commercial properties using market comps, identifying income stream and cap rate for the area and building type and other considerations that may affect value/price.

04/05/2018

Identify the Seller’s Goal for Selling: Including price wanted/needed. If the prospect is totally off on the value…run!

04/05/2018

The sales process for selling a commercial property is considered a business transaction, generally buyers are sophisticated, and the numbers must make sense. Details and follow up matter when dealing in investment sales. Finally…marketing is King!

Tips for Selling Commercial Real EstateThe sales process for selling a commercial property is considered a business tran...
04/05/2018

Tips for Selling Commercial Real Estate

The sales process for selling a commercial property is considered a business transaction, generally buyers are sophisticated, and the numbers must make sense. Below is the sequence of events that typically occur:

1. Identify the Seller’s Goal for Selling: Including price wanted/needed. If the prospect is totally off on the value…run!
2. Obtain a Property Valuation using market comps, identifying income stream and cap rate for the area and building type and other considerations that may affect value/price.
3. Create a Professional and Complete Marketing Package for the property that includes all of the information required to allow the buyer to justify the value. Error on the side of more…
4. Place Property Details in the Various Online Listing Websites for Commercial Property, Co-Star, Loopnet, MLS and others.
5. Contact Qualified Buyers by phone and email; send e-blasts as well. Mail to the neighbors, even if you think it won’t deliver a buyer.
6. Contact other brokers who may have a client and deals with similar property types. My philosophy has always been half a commission is better than none.
7. Provide Property Information Packet to Potential Buyers. Details matter.
8. Review Offers completely and Submit a Counter Offer When Necessary.
9. Complete Sales Contract and get all signatures and addendums as needed.
10. Allow Time for Due Diligence. Property inspections, zoning and etc.
11. Allow and encourage the Buyer to Have a building Inspection early in the process. This eliminates the desire to try and re-trade the deal.
12. Follow Up with the Buyer as it relates to Financing and verify financing is available. This also eliminates delays.
13. Waive Any Contingencies once the due diligence period is finished.
14. Set Closing Date.
15. Close and Collect the commission!

Of course, the more you do this the better you become.

Call or email today to get coached by Cindy
312-316-4916 or email [email protected]

Cindy Spivack, CEO and President of Cindy Spivack International, Inc., teaches and coaches Commercial Real Estate Agents/Brokers "The 7 Golden Keys of Today's Top Producers" in addition to a handful of proven strategies for building an enormously successful commercial real estate business in 12 months or less.

Cindy has worked with numerous Top Producers in the business in addition to Teams and Managing Brokers. Many of her clients are recognized in the top tier of the brokerage community as a result of her help. Further, she holds the belief that there is no such thing as a “one size fits all” solution and listens carefully so that proper solutions are implemented.

Address

Northbrook, IL

Opening Hours

Monday 8am - 5pm
Tuesday 8am - 5pm
Wednesday 8am - 5pm
Thursday 8am - 5pm
Friday 8am - 5pm

Telephone

+18475620030

Website

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