Commercial Real Estate Mentoring
by Michael Setunsky
My pre-licensing real estate students always ask me, "How can I get started in real estate?" My immediate response is, "Go with a company that has a good mentoring program." Work with an experienced mentor who can help you quickly get started in the business without you having to reinvent the wheel.
A good mentoring program will give the Sales Associate a running start to get off on the right foot in handling commercial properties. Commercial real estate is essentially the same as residential real estate when it comes to prospecting, listing properties and writing contracts; however, the similarity ends there. Commercial real estate requires the Sales Associate to have extensive knowledge in zoning, leasing, income producing properties, investments and many other specific areas.
The Mid Atlantic Real Estate Marketing Association (MAREMA) has an established mentoring program which helps residential agents and commercial agents who want to take their real estate career to the next level. MAREMA is a non-profit organization made up of commercial real estate brokers and agents from the Mid Atlantic Region who meet once a month for the sole purpose of networking. You can learn more about MAREMA at http://marema.com/.
If you are new to the profession, the MAREMA Mentoring Program will give you the skills necessary to see a commercial transaction through from start to finish with confidence and the expertise needed to get the job done. Seasoned commercial real estate agents can also benefit from this program by reinforcing existing skills and by learning new concepts that can take you to the next level and increase your earning power.
The program involves completing two basic steps:
Step 1.
- Commit to completing the MAREMA Mentoring Program.
- Complete the Top Dogs: How to Run with the Big Dogs in Commercial Real Estate course by completing the assigned tasks and assignments.
Step 2.
- Complete the requirements of the MAREMA Mentoring Program.
- Graduate from the program.
For completing the program you will:
- Build a catalog of 400-500 contacts in your database.
- Create an effective Lead Generation System.
- Develop a Great Marketing and Prospecting System.
- Learn essential skills and expertise to earn more money as a Commercial Real Estate Agent.
- Have an excellent opportunity to earn while you learn.
- Receive a Certificate of Completion for finishing the Top Dogs training program.
- Receive the MAREMA Certified Commercial specialist (CCS) designation after meeting the requirements of the MAREMA Mentoring Program.
Three essential skills are required to "run with the big dogs" in commercial real estate:
1. Industry Specific Knowledge
- Building Rep Listing Strategies
- Tenant Rep Strategies
- Mechanics of Executing a Transaction
2. Personal Productivity
- Strategies for Daily Motivation and Energy
- Time Management Skills
- Development of a Powerful Mindset
3. Sales and Influence Skills
- Prospecting and Marketing Skills
- Presentation Strategies
- Negotiating and Objection Handling
The Top Dogs program gives in-depth ideas and skills in all three of these areas which are critical to success in the commercial real estate field. If you are not located in the Mid Atlantic Region and would like to learn more about the Top Dogs program, you can visit their web site at http://tdogs.com/. Tell Bob McComb you learned about the Top Dogs program from me.
If you are making the transition or would like to transition into the exciting field of commercial real estate, ask about the MAREMA Mentoring Program. Let us help take your commercial real estate career to the next level.
About the Author: Michael Setunsky is the Broker and owner of Michael's Commercial LLC serving the Northern Virginia commercial real estate market. His more than 23 years of experience as a commercial real estate and business broker has earned him the distinction for being one of the top commercial real estate producers in the Mid-Atlantic Region. He also serves on the Mid Atlantic Real Estate Marketing Association's (MAREMA) Board of Directors, and is a Commonwealth of Virginia licensed Instructor. He teaches Pre-licensing, Post Licensing Education, Broker's and Continuing Education courses. Visit his company web site at http://michaelscommercial.com/.
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