business: Starboard TCN Worldwide Announces Lease Modification Services - 07/23/09 03:13 PM
In today's economic climate many businesses are facing declining sales by 20 percent or more from the time they originally signed their lease. With the prospect that sales will stay flat or continue to decline for the rest of this year and the next, businesses everywhere are trying to figure out … (0 comments)
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business: What do You do when You are Overmatched? - 04/01/09 11:35 AM
As salespeople we have a high ego drive, we are also assertive, creative and multi task well. We usually have a strong idea orientation and can think on our feet well. Typically, our knowledge base is limited in scope. We tend to know something about a lot of things. However, we … (1 comments)
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business: A Time of Opportunity - 11/25/08 11:48 AM
One of my cold callers was commenting on what a successful week she had. She landed six qualified appointments in one week. She said that people seemed friendlier and more willing to talk.
In any cycle there are positives and negatives to grab onto. In this current cycle of uncertainty we … (2 comments)
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business: The Effects of San Francisco Health Care Tax on San Francisco Businesses - 11/19/08 03:18 PM
As local politicians pat themselves on the back at solving the problem of providing health care of the non-insured they are turning deaf ears to local businesses that are near bankruptcy as a result of the measure. San Francisco decided to throw the entire burden of providing health care on the … (0 comments)
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business: "Uncertain Times" Forget it - it's Opportunity Time - 11/19/08 03:09 PM
Are you tired of hearing that we are in "uncertain times"? What does it mean anyway? Aren't all times uncertain unless you have a plan?My best year ever in commercial real estate was 1991 considered by some to have been a slight depression year not a recession year. I have never … (2 comments)
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business: Three Things in Life you can count On - 09/02/08 01:07 PM
Yes, there are three things in life you can count on "Death", "Taxes" and a "Lease coming up". The beauty of a career in commercial real estate is that regardless of where the economy is we have the potential to make a deal. In the leasing business if the economy is … (4 comments)
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business: The Art of an Office Deal in 2008 - 08/28/08 03:19 PM
2008 is a challenging year for business, but in San Francisco you would not know it in terms of the office space market. Rents are still at a seven-year high and although landlords are starting to lower rental rates, tenants are still in for sticker shock as their own business is … (0 comments)
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business: When Things Go Bad - Go to Lunch - 04/07/08 04:37 AM
As a salesperson you will have good days and bad. Some days everything is clicking and sales are coming in, other days everything that you have been working on falls apart and you feel like nothing you do is working.
Years ago I had a particularly bad day. My largest deal … (11 comments)
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business: “The Perfect Storm”? The Turnaround of the San Francisco Bay Area Office Market - 03/12/08 08:10 AM
For years, Wall Street viewed the San Francisco office market as stable but mature. It no longer was considered a headquarters market, but its core markets-including technology and medical research-its strong branch market, and its attractiveness continued to draw a robust workforce. Wall Street also pegged office market rents in the … (1 comments)
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business: Looking at a Cluttered Desk Tells You a lot about a Person - 03/07/08 07:20 AM
When I bought my first apartment building years ago, the previous owner took me aside with this advice. No matter how nice a potential tenant may look, make sure you walk back with them to their car and take a good look inside. If the car is a mess, you can … (11 comments)
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business: Learning to make money on word of mouth referrals - 03/04/08 03:57 AM
No matter what type of sales product or service you have, over 80% of any sales that you generate will come from word of mouth. Someone that you have sold to before, a friend, a college roommate, or even your mother, will pass your name to someone that also needs your … (2 comments)
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business: Your Word Is Your Bond - 03/03/08 05:18 AM
I must be getting old: I am spending way too much time thinking about the "good old days." A friend reminded me that I need to realize that people evolve; I cannot change that direction and go backwards but need to adapt to today's ways and learn to adjust.
I recently … (7 comments)
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business: Top Salespeople Get Help - 02/29/08 03:39 AM
Seven years ago I hired a coach to improve the way I do business. It was one of the most important and successful moves I have made in more than 20 years in sales. The coach broke down some personal barriers that prevented me from looking beyond my production goals and … (3 comments)
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business: The Importance of Face-to Face Meetings - 02/26/08 02:47 AM
Today a salesperson can talk to a client on the phone and close a transaction using email-without ever meeting in person. But when was the last time you made a face-to-face cold call? When was the last time you conducted a face-to-face presentation? When was the last time you introduced yourself … (2 comments)
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business: How to Keep Your Business Going in the Face of Distractions - 02/20/08 03:09 PM
You are a successful salesperson who is accustomed to year after year of solid sales performance. Suddenly, a personal distraction occurs that derails your efforts. What can you do to prepare for the inevitable day when you lose a loved one, face a personal financial loss, or experience a health crisis … (0 comments)
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business: Mind and Body as One - 02/11/08 03:04 AM
My grandmother had some simple quotes that seemed to explain so much about how we live and should live. One great quote was "If our body had a choice we would not get up in the morning". It's true isn't it? If it were not for our mind telling us, most … (1 comments)
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business: Mind and Body as One - 02/11/08 03:03 AM
My grandmother had some simple quotes that seemed to explain so much about how we live and should live. One great quote was "If our body had a choice we would not get up in the morning". It's true isn't it? If it were not for our mind telling us, most … (0 comments)
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