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By Greta Schulz Are salespeople born or are they made? I hear this question a lot. The answer is: They are “made.” There are learned characteristics that help catapult success

Welcome to 2016. It should feel a lot like 2015. This year is forecast to deliver another solid performance for the commercial real estate sector.  According to the Urban Land

Are salespeople born or are they made? I hear this question a lot. The answer is: They are “made.” There are learned characteristics that help catapult success in sales. We

Think of it as the pseudoscience of a real estate recovery. The better things are, the better they get… for now.  Across the region, office, industrial and retail vacancy rates

Like everyone else, after watching the initial presidential candidate debates, I had my favorites, my dislikes and other judgments. But I am always surprised at how people make their decisions

Do you remember 2005?  Those were the boom days of commercial real estate, when trophy office towers, shopping centers and big-box distribution facilities were selling faster than the Momma’s Pancake

“I can’t find any good salespeople out there. I even tried to hire some young college kids and that was a mistake,” says Matt, who is a sales director. “I

Nothing sizzles in South Florida like retail – and nothing is sexier these days than the rise of the “mega-project.” A billion-dollar project here, a $2 billion development there and

Few people cite ethics as a major factor when it comes to selling and employing strategies and tactics to get the job done. However, using ethics in selling can help

After an extended and sluggish comeback, South Florida’s commercial real estate rebound appears to be accelerating, according to the latest midyear market data from CBRE.  Vacancy rates tumbled year-over-year across

“I feel like nothing is working,” Connie told me, in frustration about her recent sales numbers. “Whatever I do, it doesn’t seem to matter. I thought the economy was getting

Staples” $6.3 billion merger with Office Depot is still stuck at the gate amid media accounts about whether regulators would give approval. If the deal is consummated, it could mean