Industrial Advisors - Video Edition

Hosts Bill Condon and Matt McGregor welcome back ‘SOAR Selling’ author and sales coach David “Dave” Hibbard.

The three discuss how to produce results, why you can’t ignore prospecting, and five techniques you can leverage to reach decision-makers while prospecting over the phone.

• As Dave Hibbard puts it, results matter…whether you’re in sales, brokerage, or leadership. You need to be producing results.
• It doesn’t matter how big your company is or how successful you are, you need to be reaching out to potential customers on a regular basis. Because, as Dave said, ‘all oil wells dry up.’
• The message is simple, yet powerful: you need to prospect.
• Dave shares five things you can use to reach a decision-maker using the telephone. Dave and his team have been using these techniques, which are also discussed in his book SOAR Selling, for over 30 years. Bill and Matt agree on their effectiveness.
• There’s a series of questions you may be asked when reaching out by phone, Dave goes over all of them.
• When hearing ‘Mary Smith is not available’ most people hang up the call… Dave discusses what that actually means and how you should respond to that.
• Taking risks while prospecting often leads to excellent outcomes – Dave shares an example that illustrates his approach to prospecting using the phone.

Mentioned in this episode:

Industrial Advisors

Dialexis.com

Call Dave anytime at 949-689-8872

Email Dave directly at [email protected]

SOAR Selling: How to Get Through to Almost Anyone – The Proven Method for Reaching Decision Makers: Close More Sales and Create New Business By Making Fewer Calls by David & Marhnelle Hibbard

Part 1 of the Dave Hibbard conversation - Make Prospecting Work Through the Power of Your Mindset and Beliefs

Gary Loveman

Do you have clients who became friends? Hosts Bill Condon and Matt McGregor discuss the benefits of turning business relationships into lasting friendships. They also share what you can do right now to create instant rapport with new clients.

• Bill and Matt discuss the benefits of building friendships with your best clients as well as the happiness and opportunities that arise from such relationships.
• For Bill, one of the greatest things about working in this industry is the great people he gets to interact with.
• Bill reveals they've been so successful this year because of their ability to turn clients into great friends.
• Matt shares an exciting story where a client flew him on a helicopter to his ranch in Montana.
• Bill and Matt agree that work is more fun when you work with people with whom you have great relationships.
• According to Matt, the motivation to guarantee client success increases significantly when clients become close friends.
• Bill recounts a funny story where he embarrassed himself in front of new clients during a celebratory dinner - a moment that marked the start of a long and successful business relationship.
• Matt highlights that they've been in business long enough to understand the value of building strong client friendships.

Mentioned in this episode:

Industrial Advisors

Hosts Bill Condon and Matt McGregor are joined by ‘SOAR Selling’ author and sales coach David “Dave” Hibbard.

The three discuss the crucial role mindset plays, the beliefs-actions-results connection, and how having a specific approach is going to make your prospecting more successful.

• Bill met Dave Hibbard twenty years ago, when he was six months into the business, when he participated in a live dial in one of Dave’s breakout sessions.
• Both Bill and Matt have successfully used some of Dave’s techniques to get in the door and close deals.
• For Matt, mindset is what sets Dave apart from other trainers.
• Dave defines mindset as the reflection of your beliefs. And mindset is something that helps top performers consistently win.
• Dave said it: “Beliefs drive your actions, and your actions drive results.”
• The mistake many people make when it comes to not achieving what they want is to focus on their actions. They’re wrong – they should focus on their beliefs, instead.
• Dave explains that beliefs come from an experience you have had. An experience is neutral per se, but it’s how you interpret it that shapes it.
• According to Dave, mindset can be taught if he can get in someone’s mindset. The problem, though, is the fact that lots of people stay stuck in their beliefs because they get a payoff.
• Dave discusses two choices people can make to understand where their beliefs come from.
• When it comes to prospecting, it isn’t just about the techniques you may use. It’s about believing that you are going to get a meeting.
• And, after that, it’s about believing that you can add value to that company. These create off-the-charts success, says Bill.

Mentioned in this episode:

Industrial Advisors

Dialexis.com

Call Dave anytime at 949-689-8872

Email Dave directly at [email protected]

Did you set New Year's resolutions? Feel like you're already failing barely a month later? Hosts Bill Condon and Matt McGregor discuss why most people fail with their New Year's resolutions. They also share their goals for the year and what they plan to do to follow through.

• Did you make New Year's resolutions for 2023? Are you sticking with them, or you've already slipped?
• About 38% of Americans set New Year's resolutions. 43% fail before February 1st, and only about 9% make it to successful completion.
• Matt and Bill discuss why most people struggle to commit to their New Year's resolutions.
• Bill reveals the two most common New Year's resolutions are losing weight at 13% and exercising more at 10%.
• Matt goes through the five things you need to do to get back on track if your resolutions are already failing.
• Matt and Bill reveal their goals for 2023.
• Bill shares a funny New Year's resolution story and why most people fail by the second week.
• Matt describes the things that make goals more achievable and ways to make your resolutions work for you instead of ditching them.

Mentioned in this episode:

Industrial Advisors

How should you prepare for US inflation, growth, and capital markets in 2023? Find out as hosts Bill Condon and Matt McGregor sit down with Paul White to discuss trends in the US capital market and what to expect from the economy in 2023.

• Bill starts the conversation by describing how Paul is the perfect example of a client who became a friend.
• Bill and Paul agree that there is no better time to invest than when most buyers are hesitant.
• Although the last 12 months have been chaotic, Paul predicts 2023 will be much more positive than 2022.
• How did rising interest rates and the risk of a recession impact cap rates?
• What are the predictions for market movements in the first quarter of 2023?
• Bill explains why he feels the investing side of the market is going to be slow in 2023.
• Paul shares LaSalle's approach to investing and buying properties.
• Bill and Matt discuss how investors have slowly transitioned from preferring long-term to short-term property leases.
• Paul believes the desire for short-term leases is largely driven by rent growth.
• Why short-term leases might be great for you in 2023.
• The majority of the decline has already happened, which is why Paul feels 2023 will be a great year for commercial real estate.
• Why is it so hard to secure loans for incomplete buildings?
• Matt and Paul debate whether it makes sense to acquire vacant buildings still under construction.
• There is still the risk of a global recession and high inflation in 2023 - however, if things hold off in the next 12 months, Paul feels 2024 will be an excellent year for the capital markets.

Mentioned in this episode:

Industrial Advisors

Who will come out on top in this year's NFL and NCAA football season? In today's episode, hosts Bill Condon and Matt McGregor go a little off topic to discuss American Football. They share their predictions for the season, teams that will make the playoffs, and what you can expect from the Super Bowl.

• Bill and Matt start the conversation by revealing their love for college and national football.
• For college football, Bill predicts the semis will have Ohio State take on Georgia and TCU take on Michigan - with Georgia beating Michigan in the final.
• Matt agrees with Bill's semi-final predictions but feels Michigan has what it takes to win it.
• In the NFL, Bill is a big fan of the Seahawks, but their mediocrity this year is just frustrating to watch.
• Bill believes the 49ers and the Philadelphia Eagles will make the NFC finals, with Philly coming out on top.
• For the AFC, Bill feels you should only look out for these three teams: Bengals, Chiefs, and the Bills. Expect Buffalo to beat Philly in the Super Bowl.
• Matt explains why the best teams have two things that set them apart - talent and defense.
• Matt is convinced that no team in the NFL has more talent than San Francisco - which is why he feels the 49ers will face the Bills in the Super Bowl and beat them.
• Matt and Bill agree that Buffalo versus Kansas City could set up the dream Super Bowl final.

Mentioned in this episode:

Industrial Advisors

What is the current state of the subleasing space and what should you expect going into 2023?

Hosts Bill Condon and Matt McGregor share some intriguing stats on the subleasing space, how Amazon's subleasing move impacted the markets, and what to expect from the space in the future.

• What's going on in the subleasing space? Bill and Matt start the conversation by sharing some really interesting stats on the current and future state of the subleasing market.
• In the 4th quarter of 2021, there were 10.2 million feet advertised for subleasing in the US. That number has increased by 78% in 2022 with 45 million square feet available for sublease.
• Bill explains how the online shopping slowdown is forcing Amazon to sublease warehouses.
• With more subleasing space available countrywide, Bill and Matt try to uncover whether rent prices will change and the demand for warehouses will slow down in 2023.
• One of the major advantages of subleasing is that you're getting yesterday's rates. In a ten-year lease, for example, if you sublease five years into the contract, you'll be paying rates from 5 years ago.
• However, the biggest drawback of subleasing is the risk that you won't get a renewal option or you'll get hammered with renewal prices.
• Matt and Bill are convinced the increase in subleasing space won't affect rent prices in primary markets like New Jersey, where we're seeing very good leasing velocities.
• Bill feels the upward trend in the subleasing space will level off in 2023.

Mentioned in this episode:

Industrial Advisors

How did the commercial real estate industry fair in 2022? Find out as hosts Bill Condon and Matt McGregor share the absorption of top markets, the state of the construction industry, what’s happening at the borders (including port activity) and the three dynamic factors impacting our market in 2023.

• What the net annual absorption rate is for 2022 and how it compares to 2021 - what an unbelievable year!
• What one of the best markets was (surprising as not a ton of land is left there) and why it’s surprising based on what has occurred there in the past years.
• How tenants will pay for a new product if it’s closer in, to be in the center of the valley.
• Which products and deals performed very well.
• What areas saw growth and what markets saw a dip.
• What areas had a 2x growth of what the normal absorption has been in the past.
• Bill and Matt compare the different markets. For example there was not a huge difference between the Kent and Sumner market.
• Who had a negative absorption and who has the biggest vacancy rate right now.
• Why we are heading into 2023 in a very tight market. We are in a very historic landlord market and continuing to drop.
• The state and growth of the construction industry (its absorption rate) and how much of it is pre-leased. The pre-leasing numbers are quite low and how it’s changed from Covid to a post-covid era.
• Matt and Bill predict whether plans will pause or if construction will continue. Are they building to specs still?
• What markets will continue with construction.
• Matt and Bill share predictions for port activity and what to watch for. What markets are increasing and which one’s are decreasing.
• What may happen close to the borders, in Mexico and even Canada.
• Mexico is key to our manufacturing future

Three Dynamic Factors Impacting our Market in 2023

1 - Inflation resulting in raising interest rates has slowed sales activity and they share their  prediction on sales over the upcoming year.

2 - Less available product will lead to a lower rate of absorption, but we’ll still have a very healthy year, even getting back to post pandemic numbers. Find out what rate they each predict!

3 - 3% was the market annual increase and it’s changed to 4%. Matt and Bill disagree a bit on what the norm will be.

Matt and BIll end sharing their opinion on what’s coming up in 2023, for pricing, land values, and market differences. 

Mentioned in this episode:

Industrial Advisors