It may come as a shock to most people, but when times are tough, falling back on old behaviors and activities that used to work like magic is probably the worst thing you could do.

For example, as the market tightens, I see a lot of brokers step up their cold-calling activities. They spend untold hours on the phone every week, making cold calls (one guy I met in a social event boasted that he spends 29 hours a week - minimum - making cold calls!)

That makes absolutely no sense!

Here’s why…
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Commercial real estate industry is starting to resemble a minefield. In this environment, losing momentum and focus can be deadly to most commercial real estate brokers.

I have written about maintaining your momentum in a previous post, so let me ask you this:

What do you think is the easiest way to keep a laser-like focus?

The answer will surprise you…
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It’s amazing what a phenomenal difference words make in the way we perceive reality.

Take for example, Thursday’s news about 72-year-old Italian Prime Minister Silvio Berlusconi’s alleged affair with an 18-year-old aspiring model.

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What is Donald Trump's Strategy?

No matter what you think of Donald Trump as a person, you can’t deny his monumental track record in business and real estate.

What strategy does he use to win time and time again, even in a recession?

And how can you use it in your business?

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Now what?

The commercial real estate market has been declining steadily since the onset of the recession.  This is a trend that’s bound to continue for the rest of this year.

Assuming you decide to stay the course and not lose focus by taking on a second job (see Failing as a Commercial Real Estate Broker), what other viable options do you have?

What should you do now that the commercial real estate market is tanking?

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