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TOP OF THE WEEK TO YOU!
(by realwired! CEO, Brenda Dohring Hicks)
Top of the Week to You! is designed to offer the inside scoop and latest of what's important in the world of technology as it relates to the commercial real estate industry. |
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So Why Don't We Do It?
Most of you that read this column have been in this business for a long time. No matter what segment of the commercial real estate space you are in, you are fully committed to being successful. I know this because I hear from many of you and because the mailing list for this newsletter continues to grow. Since you are the type of person that is fully committed to being successful, you know what to do to make that happen. We all do. But sometimes it just doesn't matter. It's like so many other things in our lives that have a pretty clear input and result. We know if we eat better we'll have a healthier body. We know if we exercise we will look better and feel better. We know if we get more rest we can perform better. We know if we love more we will receive more love. We know the more effort we put into a task, the greater the output.
Lately it seems, I meet more and more people in our business who don't do the things they know how to do. Unfortunately, all too often (and maybe it's the older we get), we are simply unwilling to get out of our comfort zone or current mindsets and take the necessary steps to make a difference in our businesses. There are so many ways for us to jump from being the way we've always been, to the way we need to be. And need to be, because it's a great way to be.
Usually the reason we don't do something is because there's just not enough pain from doing things the way we've always done them. Pain is clearly the biggest motivator as opposed to gain. We move a lot faster away from painful situations than we move towards positive situations. I think the other reason that we sometimes don't do the things we should is because it feels overwhelming. There are so many things we can or should do. It's like the variety of cereal choices. They all scream at you, "We are the best!" I find the people who are the best at changing their behaviors and finding success are those who figure out how to select just a couple of things and improve those, as opposed to being stymied by an overwhelming array of choices.
So if I had to say that there was one thing to do that I know most people don't do very well (me included, although I'm pretty good) is to build your List. The List. A vital List. An ever-changing List. And lists within the List. Really. If all you did was create a great content management system, sometimes called a CRM - Customer Relationship Management system, you would be ahead of many of your peers. A good List will allow you to develop the kind of personal relationships that result from getting business from the right referrals. But don't think that this is easy. While it's simple, it's certainly not easy. First of all, you have to recognize that Outlook is not a contact management system. It is an electronic Rolodex, but it is not what you need for developing your List and yet when I talk to people 75 percent to 80 percent tell me that Outlook is what they rely on. It makes me want to scream.
So I've given you something that you can act upon. It is even something that you can do this week. Something that I guarantee will make you more successful. Find a content management system and put it to work. But, like lots of other things that you already know you should do, you're likely not to. It's likely that you won't create the List. The List that is a living, breathing, powerful asset. Your List has the potential to establish you as an expert in your field - someone who has more to offer.
Experience tells me that chances are high that until you've lost opportunity after opportunity and you find that it's because your competitors have a customer management system will you have the motivation to get serious. I hope that motivation happens sooner than later. I hope that sooner than later you step out of whatever comfort zone you're in and take the necessary steps to find the best software that works for you and put a plan in place and work the heck out of it. Or at least use it a little! Remember, you don't have to go from sitting on the couch and eating potato chips to participating in a triathlon. And you don't have to go from thinking that Outlook is a suitable CRM/CMS to having a contact management and follow-up system that is fully automated from start to finish. But I do hope you'll take the first step because you're smart and maybe you don't have to wait for the intense pain. Maybe this little pinprick of an article will be enough!
If you would like to join our blog discussion click here or I welcome your feedback through email.
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Hot Deals/Leads
Tucanos Acquisition Co., LLC trades as Tucanos Brazilian Grill at four locations in ID, NM and UD. The Brazilian restaurants occupy spaces of 7,500 sq.ft. in freestanding locations, regional malls, urban/downtown areas, regional malls and endcaps of entertainment and lifestyle centers. Plans call for four openings annually nationwide, with representation by HMS Retail. Typical leases run 10 years. A vanilla shell and tenant improvement allowance are required. Preferred cotenants include movie theaters, upscale casual restaurants and lifestyle retailers. Preferred demographics include a population of 400,000 within a 20-minute drive-time earning $65,000 as the average household income. A 1,000 sq.ft. patio space is required. For more information, contact Lloyd Goldstein, HMS Retail, 500 Midsummer Drive, Suite 100, North Potomac, MD 20878Panera Bread operates 1,504 locations nationwide throughout 40 states, as well as Ontario, Canada. The restaurants, offering sandwiches, soups, salads and desserts, occupy spaces of 3,500 sq.ft. to 4,500 sq.ft. in freestanding locations and strip centers. Growth opportunities are sought throughout MA, ME, NH and RI, as well as Hartford and New London counties in CT, during the coming 18 months, with representation by National Commercial Brokers. Typical leases run 10 years with options. A vanilla shell is required. For more information regarding Panera Bread, contact Harmon Lewis, National Commercial Brokers, 381 Elliot Street, Suite 185L, Newton Upper Falls, MA 02464
Toojay's Management Corp. trades as Toojay's Original Gourmet Deli at 24 locations throughout FL. The restaurants, offering breakfast, lunch and dinner, occupy spaces of 6,000 sq.ft. in freestanding locations and strip centers. Growth opportunities are sought throughout the existing market during the coming 18 months. For more information, contact Trish Price, Toojay's Management Corp., 3654 Georgia Avenue, West Palm Beach, FL 33405
Like these leads? Want More? Go to the Dealmakers website for a Subscription. Dealmakers, the nation's weekly news source on retail real estate.
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