Browse Tag: NAR 2011

Learning To Ask The Tough Questions And Close Deals With Ted Blank At NAR 2011

What is your client’s motivation?

This not-so-simple question is often overlooked in commercial property dealmaking, and it can cost us dearly as brokers. Getting a listing is one thing, but getting a buyer is something else entirely. ¬†How do you know where to look for a buyer if you don’t really know why the owner wants to sell, what the owner would take to make the deal, what terms are on the table and which ones aren’t?

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