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Come on Strong in Building Your VIP Client List
Qualify the people that you talk to in commercial real estate brokerage. Split them up into groups and particularly find the VIPs. When you think you have found a VIP person of interest, ask more questions about what they own, what they have done, and where they may be headed with their property ownership or occupancy. They will likely share information, and that is where you can act and engage. Opportunities will be there in the information. Look for leverage and timing factors. A good quality conversation can take you into many levels of property change, churn, and upgrade. Some of your prospects will be VIP's and they are the people that will help you grow your market share and opportunties.