Charlie Harrison
@harrisoncmac
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Advisor | Former Professional Golfer | Atlanta | Capital Real Estate Group | Opinions are my own and are not those of Capital RE
Atlanta, GA
Joined March 2018
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I'm cold calling office tenants on a Fri afternoon trying to pick up business. Came across a prospect I was nervous to dial but remembered...
I'm more afraid of not providing for my family than I am of getting yelled at by a stranger.
Made the call. Swallowed the frog.
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1st yr in the biz, I flew to NYC to take a CFO to swanky dinner.
Made $30k that year, so I ate McDonald's before dinner to ensure I wouldn't spend much $$ on myself after paying for CFO's meal.
Passed the same McD's a few weeks ago - still miles to go, but we're trending up.
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What do handwritten notes and Bentley Continental GTs have to do with one another??
My first thread on "Cold Outreach" - hoping this one helps some folks out.
👇👇👇
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One of the most successful leasing cold callers I know makes all the wrong moves. Asks prospects how they're doing after they answer, calls with generic info, gets long-winded, etc.
But he makes these "wrong moves" every Mon-Fri, 40+ weeks/yr.
He made $1M+ in 2021 at age 36.
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Closed first lease of 2022 this morning.
4k sf - cold call from back in June. Called CFO's cell phone and he all but cussed me out. Now, we're decent friends and his firm has a badass new office!
Cannot be afraid to call - worst that can happen is you're told to pound sand.
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Pick up the phone. Do not email. Call.
Your voice is your x factor. In an email, you sound the same as everyone else.
When you're kind on the phone and person answering hears the value you're adding, you'll get the meeting.
Not all the time, but more than emailing.
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Pardon the french, but I keep this email saved as an example of "this is as bad as it gets" while prospecting. This guy had no idea he was doing me a huge favor by toughening me up.
If you have rough email responses to cold outreach, let me see them!
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Big "L" today on the prospecting front.
The mistake? I asked a prospect how he was doing.
Been chasing a 20k SF user in ATL for the last year. Have tried on and off to reach CEO and President over the phone and have never gotten an answer - until today.
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@realEstateTrent
Of CBRE's 'under 40' office brokers in ATL, the one who really kills it has very few (if any) family connections or pre-existing relationships. Guy just calls day and night - and makes $$$, even in a pandemic with all the 'experts' pontificating about the death of the office.
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Hard to cold call 📞 without prospects, and stacking buildings is best way I've found to generate leads as an up-and-coming office broker.
Running from security, hiding out in bathrooms, faking like you're an employee of a company - here's how you "stack" a building.
🧵👇
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Welcome to the world, Quinlen Elizabeth Harrison!
Born 7/27/22 - 7 lbs 14 oz, 20.5”
Her momma is a TOTAL rockstar.
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If you're about to reach out to someone cold, think about what you can do to make it one-of-a-kind.
Too easy for an executive to delete an email or hang up on a call because it looks/sounds like what they get day in-day out.
Give them something they've never seen before.
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Brokerage is a truly wild way to make a living.
In the middle of what will be the best year of my career (by 3-4x), while prospecting today I legitimately wondered if I’d ever drum up another deal.
The “next deal” always comes, but the interim never ceases to make me sweat.
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Later start than most in the biz, but excited to see hard work paying off!
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Lol - broker in ATL just cold emailed MY PARTNER when he meant to email our client. Can't make this stuff up!
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I'll send him an email tomorrow, but my odds with this prospect are slim-to-none now. No doubt, he's already blocked my number.
Moral of the story - my fear of 'not getting the deal' has to become greater than my fear of 'seeming too forward' on the phone.
Onward and upward.
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Doctor - "You should take this medicine."
Patient - "Ok."
Lawyer - "You should proceed this way."
Client - "Ok."
CRE Broker - "You should ask for 5 months free."
Client - "How about we ask for 12?"
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Reached out to
@BobKnakal
with a question last week.
He answered, and then this showed up at my office two days later - unreal!
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For the most part, Commission Agreements mean nothing.
I am routinely paid 1-3 months late on 95% of my closed deals.
How do we set up a system where the portion of a leasing commission - due at execution - is actually paid at lease execution?
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@RohunJauhar
Work from the green backwards while learning. Become a good putter. Then work on your chipping, then irons, then woods/driver. Won’t be the coolest way to learn the game (more fun to beat balls), but it’s the most efficient way to improve.
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Without knowing its owner, I left the below note on its windshield:
My name is Charlie, and I'm a 30yo office broker. I don't drive a Bentley, but I'd like to one day. My guess is you didn't start out with a Bentley at 30. Could I buy you coffee and learn about your story?
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Began
@sweatystartup
RE course last night. Can already tell I’m going to fill up a few notebooks with info.
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Most of retwit is folks bragging about how the current interest rate climate will toast others but not their own portfolios.
How about this?
I’ve worked for 2 years on my biggest deal yet. Multi-floor lease, 12Y term … and today it turned into an in place, 1Y renewal.
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I played professional golf for four years after college with very little success despite grueling hours/effort.
In pro golf, it didn’t matter how hard I worked. No amount of effort was going to put me level with golfers like Rory McIlroy or Jon Rahm. Luckily, I realized this
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This CEO and I have traded 15 emails over the last three months. Despite the fact that we've yet to meet in person, we've developed a relationship, and he set up a meeting for my partner and me with his RE director. It hasn't yet changed my life, but it might one day.
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@AdamRose_RE
If these are the emails my local competition are sending, then Nima and I are gonna be ok.
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Drove from Jupiter, FL to Atlanta, GA today. The amount of industrial and residential development I saw was astonishing.
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I've tried for a YEAR to get ahold of this guy. And I probably blew it today by not immediately telling him why I was calling. When I know better!
"Jim, this is Charlie at CBRE, and I'm calling because (insert proprietary info)."
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I once asked a dominant cre broker for his secret.
“Have more friends than your competitors…”, he answered.
“People do business with their friends. And most people would rather leave money on the table than disappoint their friends by working with someone new.”
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The phone is so powerful.
Most prospects would rather send you to vm 20x than answer and tell you "no". Why it's so important to ask for the world when you get someone on the phone.
They'll hardly ever tell you no, but they'll delete your email in an instant.
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Didn't expect a reply, but that night I got the below email from - sure enough - the CEO of one of GA's largest firms:
Charlie, coolest note I've received in a while. Took some guts to reach out like that. Let's get coffee later this year when more people are vaccinated.
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I followed up with a low-chance prospect today for the first time in a year. Helped him with a few tours last March but he decided against making a move.
"Charlie, no need to follow up with me regularly. I'll find you when I need help."
Once a year is too frequent?? 😂
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Need a dose of my own meds starting this new week.
So, for anyone who needs to hear it…
Keep plugging along. Whatever you’re doing is compounding. Even if you don’t feel it.
Easy to compare yourself/career/financial standing to others.
The grass is NOT usually greener.
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Couple new followers, so here's the obligatory 'about me' post.
- From Atlanta but grew up in Las Vegas
- Played college golf
@WakeMGolf
- Tried to play professional golf after college (learned quickly it needed to be a hobby)
- Landed
@CBRE
where I now broker office deals
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*Nobody owes me anything*
But, if you're a gazillionaire entrepreneur who talks openly about getting a break years ago after asking an investor for '10 min'...
And a young person today reaches out to you asking for 10 min - and references a
@WSJ
article where you discuss...
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New to tweeting, but given the
@sweatystartup
bump (which upped me to a whopping 65 followers), figured it was only right to talk some shop ... ATL office market not feeling distressed like others. Here's the latest office lease my partner and I closed.
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If you’re an office LL broker and floor plans for your building’s available spaces are not listed on Costar, Crexi, etc. - you should not be able to renew your RE license.
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how those 10 min - years ago - changed your life, you should probably give that young person the same chance you received.
Not replying is poor form, IMO.
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I'd much rather be laughed at by a Landlord (or Landlord's broker) for making big asks than have a Client/Tenant think I didn't negotiate hard enough on their behalf.
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@realEstateTrent
Commissions I receive from repping tenants are due w/in 30 days of lease signing. Bet it takes on avg 60-90 days for me to get paid, and I have to hound LLs/their brokers with follow ups. Wonder what would happen if my client took 60 extra days to pay rent…
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Remember the handwritten note left on the hood of the Bentley?
Closed first deal for the group yesterday.
Long term, low pressure.
What do handwritten notes and Bentley Continental GTs have to do with one another??
My first thread on "Cold Outreach" - hoping this one helps some folks out.
👇👇👇
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When I put away the pro golf clubs in 2017, I was beyond concerned I'd never love Career
#2
the way I loved playing golf.
5 yrs later - spent a good chunk of Sat researching for a client looking at adaptive reuse. It never once felt like work.
Absolutely love working in RE.
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I’ve loved the body style of the 911 since I was in elementary school. My absolute dream car.
Good friend bought one and let me drive it - serioussss car envy 🤤
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Anyone know anybody at The Country Club (Brookline) who wants to tee it up next Thurs, 5/11?
I have a bfast meeting in Cambridge at 7a, flight’s not out of Logan until 8p.
I’m a scratch golfer + play fast, and will happily cover any/all guest, caddie fees.
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My line of work is a funny one.
Within an hour today, I counseled a full floor tenant on how to best counter a renewal proposal and was also yelled at by a 2k SF tenant for making a cold call.
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"You'll make MILLIONS!" (but only if you're willing to grind)
A short🧵on the realities of brokerage.
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I'm an office tenant rep. I reach out - usually cold - to hundreds of office users each week. I go into "cold outreach" sessions knowing that I can't possibly bat .380 - heck, if I set one meeting from 100 calls/emails I consider it a win.
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Do you have a plan for tomorrow? Like a "From 2-2:30p tomorrow I'm doing XYZ..." plan?
The
#1
producing CRE broker IN THE WORLD knows what he's doing from 2-2:30p tomorrow.
Here's how he plans his time for efficiency and why I try my best to copy him.
🧵👇
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One of the easiest ways to create a deal as a tenant broker?
Find any vacancy (preferably in desirable bldg) and call adjacent tenant(s) to see if they want it.
Strong chance - especially in office - they're unaware of the availability.
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Hard to beat a Friday afternoon at Druid Hills!
@Turf_Joe32
- your golf course is one of the best manicured I’ve ever seen. Hope to be back soon!
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Who wants to take the nicest sublease in Atlanta? Terminus 100 - 6k sf, term through 2028, and all furniture included.
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Waiting to tour a new client who is now past 30 min late for our scheduled tour time. He’s going to say “gosh, so sorry” when he arrives, and I’ll say “oh, it’s no big deal” (when it actually is). This is the service biz!
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Thanks to
@sweatystartup
for an awesome day on the links.
@fortworthchris
, come tee it up with us in GA and get some dirt in those new Artisan grooves!
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In my office building, the 7th Floor of our parking deck is reserved for firms' executives. For the last 3 years, I've noticed a Bentley Continental GT parked in the same spot about 350 days a year. It's there early, and it's there late into the evening. It had to be a CEO!
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Residential pros - seeing lots of posts like “my client beat out multiple offers…”. I know buyers gen offer above ask to win these days but is this something to boast about? I read it and think, “buyer overpaid, and if I go with that agent I’ll prob end up overpaying as well.”
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NEVER talk about re commissions - ever.
On a tour yesterday, ran into a resi agent. Made small talk about a record home sale in ATL day prior.
He didn’t know much about it, but said:
“Huge commissions for the agents, huh?”
Tells me all I need to know about the guy - fee
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Building signage at corner of West Paces Ferry and Peachtree for only 3k SF?
It can happen! Lmk if you’re interested.
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Admittedly, I was too chicken back then to accept his 5 min!
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Tip of the cap to all you mid-am golfers who also don’t have the luxury of playing 20 events a year and practicing whenever…
chipping “practice” from 8:20p-dark, after 9mo old has been put down and your wife says “go” 😂
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A letter excerpt from my great-grandfather to my grandfather, at Vanderbilt Univ, on May 7, 1955:
"I've always believed that if you do the right thing & work hard you would come out on top. So many people forget one or the other. It takes both..." (1/3)
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Tenured colleague of mine worked 15 mos. on 25k SF, 13Y lease. Slated to close first week of Mar '20. Deals dies.
He finds out last week that a first-year associate at competing firm cold called the group and got the biz.
Cold calling works, y'all.
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A few months ago, though, I realized I had to think outside of the box. Too many executives get the same calls/emails. In the office tenant rep world, it's "Hi, this is (blank) - I just did a deal in your bldg, can we chat?" And the answer is always, "No."
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In this leasing climate, imagine working as an office LL broker, seeing you missed a call from an office tenant broker, and choosing not to return his/her call...
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How to cold call after you've obtained a list of prospects via a process like stacking? That thread is coming next week. 📞💸🔥
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@Boots_MG
Best part about this - guy’s website has a five-minute YouTube video of his family (wife + kids) highlighting the importance of work/life balance 👀
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Have found that I make my best cold calls from my car while driving (hands-free, of course).
No script, I'm not worried about being perfect because I'm thinking about traffic, stop lights, etc.
I end up really relaxed and chatting like I would with a friend.
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What makes the news --> "
@Airbnb
allows permanent work from anywhere..."
What doesn't make the news --> the largest office leases signed in Atlanta the last few weeks
Below's a quick recap of six monster office leases
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Give Give Give Give.
Been chasing a 10k SF group here in ATL. Called the CEO who said, "What can I do for you?"
"Nothing. I just wanted to let you know that your biggest competitor just signed a 10Y lease at "x" bldg, and here's the lease comp."
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Two weeks ago I door-knocked on a 5k SF tenant and cold called a 13k SF tenant. Meetings with both, and sent each tenant detailed survey post-meeting.
Now, neither tenant will return my call/email. Beyond disappointing.
Only solution - more biz dev to set more meetings!
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Curious how you deal with the dark side of Twitter?
Deleted a🧵from yesterday bc I didn't want to read the vulgar things said by strangers.
Is the answer simply, "Have thicker skin..."?
So much respect for ppl like
@sweatystartup
and others who weather the 'stranger hate'.
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Client of mine here in ATL makes a ton of dough - pays his employees unbelievably well, too.
At lunch last week, he told me he didn’t understand why, despite taking care of this team, this one employee “wears shoes that have been run over by a car and must cost $12…”
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I've entered the point of my real estate career where details of deals pop up in dreams at night.
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Saw earlier today- “Goldman Sachs was the first to adopt a hybrid work policy years ago. Work from the office Monday to Friday, work from home Saturday and Sunday.” 😂
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If you're not willing to hit the phone relentlessly, walk up to and talk to strangers, and look for ways to connect/add value to/help others day in-day out (without expecting anything in return), you're in for a tough stretch.
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Called the CEO on his cell and - miraculously - he answered. After trying to get him for so long with no success, I panicked a bit when he actually picked up. Instinct kicked in and I made the cardinal sin - 'how are you?'
"Jim, this is Charlie Harrison at CBRE, how you doing?"
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As a golfer, I tried to 'grade myself' not by my score, but by how well I controlled what I could (attitude, routine, etc.) during a round.
Brokerage = similar. I can control effort and attitude - that's about it.
Don't set a meeting? No worries, so long as effort was there.
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Lastly, if you're about to graduate from college or you're looking to get into office brokerage, proactively stacking buildings is a sure-fire way to get hired by a senior broker at a reputable firm. These brokers will love your initiative and, more importantly, your info.
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@Bethazor1
Biggest mistake I used to make - asking a prospect, “How are you?” right after introducing myself. They immediately register it as a sales call (when I’m not trying to sell, but advise) and go on defensive.
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I followed up with an email highlighting the office SF and LEX of 5 other competitors.
CEO and I had a meeting in the firm's office today.
When I first started in this biz, I'd have called and said, "Can I come speak with you?" Wrong way to do it - give and watch what you get.
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Immediately, Jim thinks this is like every other sales call. I could feel him tense up on the other end.
"Fine, Charlie. Hey listen I'm on the other line (not true btw), can you call me later?"
"Sure, what time this afternoon works for you?"
"I dunno man, I'm busy." -click-
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Have a client needing 2Y deal. LL gave 4 months free, dropped rate, and added TI dollars despite the suite being spec. Not long ago, no way these concessions happen. And leasing agent wouldn’t have even showed up for the tour - door would’ve simply been left unlocked for us.
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Called a LL broker to ask a question earlier this morning.
"Hey, man - what you doing?"
"Not much, walking to the beach to meet my family..."
I had no idea he was on vacation. But he took my call, and I got my answer.
There's a reason he's one of the best LL reps in ATL.
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WFH bulls - let's pretend WFH got banned. Everyone had to go back into offices 5x a week.
Your boss calls and says, "I know you're not happy about this, but we're upgrading buildings and I need to know what, if any, amenities you value."
What amenities do you say you want?
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@_justinfishman
But we didn’t just meet on Twitter - I’m uncle Ned’s kid, the brother of aunt Liz
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If cold calling is a big part of your job and you don’t like it, trying calling with a colleague. My partner and I frequently do this. We alternate calls and we call on speakerphone. Makes the successful calls better and takes the edge off bad ones since we laugh at each other.
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The second you decide not to work with someone, let him/her know.
Intro'd to a tenant in Nov, sent multiple surveys and toured the group once. They went totally silent all of Dec.
CEO just texted saying they signed a lease elsewhere last week.
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@abakermont
@DallasAptGP
@Keith_Wasserman
Baker - couple of questions:
1) is there a bigger power move than wearing Hokas at Cypress Point?
2) did you get it over the shrubs/road on
#1
?
3) did you hit driver on
#16
?
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This is the kind of office floor plan that very few people will consent to (much less get excited about) working in moving forward.
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@neverDOUTit
Drove 30 min to meet a prospect last week. Got to their office and they no-showed. Drove back to my office.
5 min from my office they email, “so sorry we missed each other. We’re here now if you want to swing by.”
I turned my car around and drove back up the highway.
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