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Joe Killinger
Co-Founder, Commercial Brokers International
In this conversation, Joe Killinger shares his extensive journey in the real estate industry, emphasizing the importance of discipline, market knowledge, and mentorship.
Time-block everything — and live it. Joe schedules even his 15 minutes of afternoon sun, matches tasks to when his energy peaks, and reviews his analytics daily, weekly, and monthly to find where production actually comes from.
The business is in the fifth to tenth follow-up. "Not right now" is not a no — bring value in every subject line and voicemail, and write down every conversation in your CRM so the callback lands with new information.
Know your market before you touch the phone. New agents at his brokerage spend weeks learning inventory, pricing, and days-on-market cold — because when someone asks "how's the market?", details beat generic answers.
Active listening closes more than talking. Salespeople talk because they think it wins deals; listening for the reason to call back — and collecting data the hard way, like driving LA to San Diego mapping developments — is what sets you apart.
