Prospecting for New Business pt. 2 | Brokers Round Table

In this conversation, we will dive into the art and science of prospecting for new business as commercial real estate brokers across the industrial, office, and retail sectors. Chad, Adam, Jesse, and I will share our wealth of experience and insights on identifying and pursuing potential clients, crafting effective outreach strategies, and building lasting relationships in the commercial real estate world.

Key Takeaways:

• Leverage technology to supplement, not replace, traditional prospecting methods like cold calling, networking, and building relationships.

• Focus on building a strong foundation with old-school techniques first before layering in technology tools.

• Networking is a slow, long-term process, but can pay off significantly if done consistently and with a focus on providing value to contacts.

• Specialize in a niche and become an expert in that area to differentiate yourself and overcome objections about being too busy.

• Use social media strategically to align with your target audience and build your personal brand, but don't rely on it as the sole prospecting method.

• Be prepared for market shifts, like the current tightening of capital markets, and adapt your prospecting approach accordingly.

• Maintain relationships and perform well on initial deals to secure repeat and referral business from clients over the long-term.

Check out CRE Central: www.crecentral.com

About Your Host:

Tyler Cauble, Founder & President of The Cauble Group, is a commercial real estate developer and investor based in East Nashville. He’s the best selling author of Open for Business: The Insider’s Guide to Leasing Commercial Real Estate and has focused his career on serving commercial real estate investors.

Episode Transcript:

0:00

Are you looking to take the next step toward investing in commercial real estate? But don't know where to go. Siri central offers a comprehensive education and coaching platform designed to help you get started. Our online courses cover a wide range of topics, from the fundamentals to advanced strategies, ensuring you have the knowledge and skills needed to thrive in this competitive industry. As a member, you'll gain access to our exclusive online community and monthly group coaching calls, providing you with valuable networking opportunities and personalized guidance from experienced professionals, whether you're a beginner or looking to take your career to the next level. Cre Central has the resources you need. Visit www.crecentral.com to learn more. Welcome back to the commercial real estate investor Podcast. Today we're going live with a little broker's roundtable. We I guess last time we covered part one, diving into just prospecting for new business, we covered identifying potential clients, outreach and communication, and ran out of time before we could cover technology and data and how to leverage that, as well as overcoming any challenges, objections, etc. Of course, there's always going to be something you're going to face as a commercial real estate broker diving into that, so that's what we're going to be covering today. Excited to be getting into it. And at the moment, it's just me and Chad. I know Jesse's not going to be joining us, and Adam may just come and go as he pleases, but chat. What's going on?

Unknown Speaker 1:22

Man, no, not a whole lot. It's a fireside chat. I love these.

Tyler Cauble 1:25

It's a fireside chat. That's what it's all about. Man, we were just talking about that before we went live. It's like, yeah, just, just like how it used to be when we first started our shows. I mean, it's kind of wild to think back. I mean, I know this is a total tangent, but you know, just going back 234, years ago, just how different everything was for both of us when it came to podcasting. So it's really cool to kind of see how we've both evolved.

Speaker 1 1:47

By the way, congrats on 60,000 subscribers. Thank

Tyler Cauble 1:51

you. That's Wow, man. I don't know where that came from. It's really cool to see. It's, you know, it's, it's kind of humbling like, man, it's, I can't believe 60,000 people want to hear me talk about commercial real estate, because I have some some interesting opinions on it. But yeah, here

Speaker 1 2:07

we are. You throw it a ton of great content, and people resonate with it. So I've heard your name get passed around often, so you're doing something right. Keep at it, my friend. It's, it's working for you.

Tyler Cauble 2:18

Oh, I appreciate that, man. I mean, look, if you're listening and you're remotely interested in industrial, Chad's got the podcast for you, and we cover general commercial real estate on this, on this show, but Chad dives all in on industrial in greater detail than I ever could because, dude, I mean, he's been doing it for a long, long time. So I know we're like plugging each other here, but if you're interested in industrial real estate. Go check out Chad's podcast as well. Chad, you had to tell them kind of where to find it. Yeah,

Speaker 1 2:47

thanks for that as well. At industrialize is the channel on YouTube and the podcast the industrial real estate show, not very creative, but this says exactly what it is

Tyler Cauble 2:57

that's it. Well, hey, if you're joining us live. Elizabeth, we got a few people jumping in already. Drop in the live chat. I want to hear, you know what? What are your favorite ways to prospect for new business? You know? Want to know what is the most effective strategy for you? I'll drop that as text as well so that we can hear from you all. But Chad, let's go ahead and dive in. Man. I mean, let's, let's start off with, with leveraging technology and data, really, when it comes to prospecting. So how do you use, I guess, what tools do you use to prospect for industrial real estate? Because that's one thing that I hear a lot of newer brokers asking, starting out is like, you know, what? What AI should I be using? What software should I be using? How do I tag into the tax records? You know, what does all that stuff look like? So what's your what's your strategy? Yeah,

Speaker 1 3:45

and I'm going to take this in a little bit of a different direction, because I think a lot of new brokers, specifically, and some experienced ones that just want to grow their business, they almost get caught in this trap where they think technology is going to be the silver bullet that solves all their problems, and all of a sudden they have an edge over the competition, over that 60 year old guy in the corner office who's been doing it forever. All of a sudden, now they can use technology, and they can beat that guy. I think that technology can help, and there are a few that, though, that I can talk about, but I would stick to building a business on the foundations that made those 60 year old brokers successful in the first place, because even though it might seem archaic compared to what technology is available, it's still a tried and tested way of getting business. So build your build your business on a foundation of finding new business by cold calling, door knocking, networking, the physical going out there, doing the work, build your business on that foundation first, and then start layering in things. So a CRM is a natural if you want to start accumulating a lot of data and start really getting into prospecting, you need to have a. CRM, then you can layer in other things. You can layer in something like rhianomy, if you're in the US, which is a great system to to track down owner information. You can start adding costar, if that's an option. There's there are technologies that can help with the process. But I would strongly encourage any broker starting out or an existing broker, get back to the fundamentals first and build a strong foundation, as opposed to trying to build a foundation on technology where it's not as proven yet. I and maybe you guys can. Adam just joined in too. Maybe you guys can talk on it. I don't know any really successful brokers that are just technology based. Every successful broker that I know is still regularly meeting with people face to face. They're still cold calling, they're still door knocking. There's still a lot of these old school systems. I don't know anybody. And correct me if I'm wrong, maybe, maybe there is someone out there that's that's done it, but I think build it first, build it really strong, strong foundation on those old school techniques, and then start layering in technology, as opposed to just hoping that technology will solve all of your problems.

Tyler Cauble 6:12

Yeah. I mean, I think that that's a really good point, because so many brokers want to take a shortcut or find a shortcut and think of something that nobody else has thought of. I promise you, we don't like cold calling and door knocking as much as the next guy. So somebody would have figured it out already. But, I mean, here's the thing. Like those those tools are there to supplement it. Like, honestly, the people that I know that are leveraging technology the best are the people that are are just using auto dialers, and they're sitting there making 500 cold calls a day, right? So it's just a tool to help supplement what they're doing. And here's the other thing, like, I've been doing the podcast, YouTube channel, Instagram for years, years and years, and the the majority of the clients that I get through this channel, right? And this is, like, broadest reach, you know, I could possibly get right? You said I 60,000 subs earlier, like, can't make 60,000 cold calls, and the majority of clients are in the one to $5 million range. That's great. That's, I mean, it's awesome. We love working with them, and that's really our bread and butter. But I'm not going to get $100 million client off of somebody watching a YouTube video. You know what? I mean, like, you've got to call those people. You got to network your way into those groups. I think it's very important to just learn the blocking and tackling Adam when it comes to, you know, retail. I mean, we touched on this a little bit in the last one, but, I mean social media is really massive for for those industries, right, the businesses that are in in retail. I mean, how do you use social media now to really prospect, right, and do research on your clients? You know,

Speaker 2 7:57

I love social media. I love the reach that you mentioned. I haven't done I haven't leveraged it as well as you have, but I've always been fairly good at kind of using it to get my name out there. But for me, it is a little bit of an alignment tool, like I use it to figure out kind of who my tribe is both brokers that I work with, landlords, that I work with clients, and brands that that we're trying to help grow. You know, I purposely have kind of a really specific tone and a really specific messaging, because there's a lot of people that are gonna be like, that brand is too in my in my face, that brand is too edgy. And it kind of self selects those people out, and it self selects people in, right like we have people that reach out to us all the time and be like, Hey, I love that urban brand. Can you take that urban sauce and kind of sprinkle it on our suburban brand, or our suburban project, and then there's other people that I hear be like, listen, I saw your brand, you know? Yeah, thank you for talking to me. But I don't think that is aligned with what we're trying to do. You know what I mean? So, and that's a good thing, right? I do it to be, you know, just a little bit polarizing. So I think that social media for me, yes, it's a net that I throw out there, but it also, like, when people reach out to me, they kind of, I want them to know what they're getting, right? So, so that's one thing that I've kind of found and honed in on over the over the last few years doing

Tyler Cauble 9:43

this. Yeah, don't be afraid to be yourself, because it separates you from everybody else. You know what I mean? Like, you're gonna go look at Adam's social media presence. You're gonna be like, Well, I'm not gonna hire this guy to do a really rural shopping center because he's way too cool for that. You're like, No, this is the guy. Right to find the next big restaurant shopping guy? Yeah, best of luck. I'd love to own

Speaker 2 10:05

that rural shopping center, and then I'll work on it, but, but yeah, probably I'm probably not the guy. I'd love to ask the group a question. This is something on my mind, and I wrote this down after our last call, because I just want to pick you guys brain, going off script. Here, people going off script. I'd love to understand from you guys' perspective, how kind of the shift in the capital market has changed you guys business over the last six to nine months. I know it's been going on longer than that, but I feel like things kind of there's like shock and awe, and you know, it affects some things very, very quickly, but then now we've seen this kind of tightening capital market and higher rate market now for the last year, 18 months. I'd love to hear you two just opine on how that's affected your business, and then either one of you guys play Nostradamus and let me know kind of how you think it's going to change, because the sentiment in the market is kind of the wind is about to change a little bit. Maybe some people on the sidelines are going to get a little bit more interested, both from the buyer and the seller standpoint. So I'd love to just hear you guys chat about that, if you don't mind going off script real quick. Yeah,

Tyler Cauble 11:24

absolutely. I mean, Chad, I'll jump on it first if you want me to, but I'll speak on this strictly from a brokerage perspective. And keep in mind, you know, I haven't brokered deals in two years. I've got a team that handles all this for me. Tale of Two Cities. So I had a couple of brokers that were very spoiled. They took on all of my buyer leads that I just pretty much was giving to them and back, you know, when interest rates were lower, we do a lot of triple net investments across the country. And so those guys were just crushing deals left and right. And as soon as interest rates changed and things started slowing down, and the market kind of shifted, those guys couldn't close a single deal. Because really, they were, they were good at, you know, I would alley up them, right? They could close it if it was really already there. But, you know, so, I mean, they're, they're no longer with us that I can't have that on my team. On the opposite spectrum, I've got two other guys on the team that buckled down and went all in, and they started busting their ass and making even more calls and more door knocks and more networking than they've ever done, and they're crushing it. I mean, we're talking like over $450,000 in commissions this year. So it's like, man, it's, yeah, I mean, it's kind of hard to argue that it's really a bad market. Make more cold calls. That's so like, that's, that's the motto within our office. Like, I don't want to hear a single complaint, make more cold calls, because it works. Like, those guys have proven that that method is excellent. Now, that being said, like it's a lot harder, obviously, and I haven't personally bought anything in two years, right? And, you know, fortunately, I don't. My business isn't structured in such a way that I have to keep buying things. But I think that that'll change in the next six months for us. I mean, we're actively working on negotiations for contracts. Chad, what about you? Man, what do you say? Yeah,

Speaker 1 13:24

I completely agree. I haven't bought anything in two years myself, either. But on the sales side, transaction volume, depending on the asset class, is down 70% from where it was in, 2022 early 2022 so transaction volume is just down. So it's you've got to compete for a smaller pie now, with a lot of people still hungry, I've found where we've had the most success on our team is the owner user category. And that's perhaps not as common in retail or office, but in industrial, a lot of companies love owning their own real estate for various reasons. So the majority of the sales that we've actually done over the past couple of years have been owner users, who aren't as sensitive to the changes in an interest rate as an investor might be who's trying to pencil in a deal with a very narrow spread. So I've, that's what I've been focusing on, is more on that owner user. That's, that's where I've had the most successful sales the past two years. And that also translates into more leasing opportunities as well. So we that's where we've been busy. It's I found it just very difficult. It's why I haven't bought a property myself in two years. Is just very hard to make sense of a deal where you're going into it with negative leverage. So to your other point, though, on wearing the fortune teller hat, I think that the decision isn't even going to be economic I think it's going to be completely politically driven that they have no choice but to put pressure on the feds to lower the rates. I heard a stat the other day that for every 1% swing 100 basis point, for all us finance nerds out there, for every 100 basis point swing in interest rates, it it results in 100 billion. Dollar annual swing in interest payments. So there the it's out of control, like it's it's plus trillion dollars right now the US is spending just servicing their debt. They need that number to go down, otherwise they're going to be forced of having to make significant cuts in areas that they don't want to make cuts in, or they're gonna have to raise taxes. Neither one of those are politically popular, so I think that there's no choice but for the government to start putting pressure on the feds. I don't believe inflation's under control. I think that those numbers are just being manipulated for expediency. I think that that's still a problem. Everything still seems way too expensive to me compared to it was a few years ago. So I think it's going to be a politically driven decision where we'll start seeing probably 25 basis points in a couple weeks here, and then I wouldn't be surprised if we see another two or three cuts just lead up to the election in November, just because it's it's a massive problem right now on the government side, not even looking at the economy or businesses or households, I think it's just a political hot potato right now.

Tyler Cauble 16:03

Yeah, it's interesting that you say that, because I think that. I mean, I hate to, I hate to even say this, but I don't think it makes sense for us to even be discussing lowering interest rates yet. Like, I just don't think that we've gotten it under control. And, you know, it just, it's, it's weird timing, because it's a it's an election year, and of course, they say the Fed is impartial, and who knows, but I'm sure there's a lot of pressure right from, you know, whatever forces may be, to start working on that kind of stuff. But problem is, if you open those floodgates, it just, I mean, that water's got to go somewhere. I don't think that we necessarily have it under control, but I don't know. I mean, Adam, what are your thoughts, man?

Speaker 2 16:46

Well, I'll leave the, you know, should they cut interest rates to people with more, you know, finance degrees than than I have. I will say that there was just a, you know, I deal with a lot of institutions, and we went from a very aggressive stance from those institutions, like, hey, we'll pay what we have to pay to make this project great, like we believe in what you're telling us, like we believe if you put a great user on the ground floor of this, then we're going to Get a rise to our rents up the stack, like, go, go, be great, right? They're giving me, like, the halftime speech, like, get the baddest restaurant you can get. Yeah, yeah. We don't give a shit how much it costs. Like, let's go, just get us the rent. And then all of a sudden, cost the capital triples. And everybody's like, we're not paying shit. We'll do as is deals like we don't like, just bring it back down to earth. So I think that has rippled through every sector right. Certainly, I'm not the only person seeing that. So there's that. And then there was the thought of some of these institutions feeling like they were throwing good money after bad when it's an office based project. So all of that has changed my business. A lot of projects that I thought were going to come out of the ground this year are definitely 0% chance coming out this year, 1% chance they come out next year. So I mean, it is certainly throwing the air brakes on a lot of the new development. You're seeing it with the apartment starts, obviously. So it is changed everything dramatically. It it hasn't shut off the valve of you. I live in Charlotte, North Carolina, right? It's like, it's like Nashville. People want to be here. It's an exciting place to be doing business, but, and people still want to do deals, but the ability to make those deals, excuse me, seize on seize on air, the ability to do those deals has has become a lot harder. Yeah, it's,

Tyler Cauble 18:58

it's really difficult. I mean, I'll say on the in terms of volume, like leasing versus investments, we are so heavy leasing this year, it's unreal, for whatever reason. Like smaller businesses, relatively fine. They're still signing leases. And moving forward, we're not doing a lot of investments, right? It's, it's very, very well. And traditionally, you know, we probably do as many deals on each side, but it's like 80% of our total commissions come from investment sales. It's probably closer to 5050, if not more, in favor of leasing, which just, I mean, honestly, goes to show as a commercial real estate broker, don't, don't forego leasing assignments. You know, we all love to complain and bitch about those. But at the end of the day, dude, that helps keep the lights on and maintain a relationship that you're going to lead, it's like 80%

Unknown Speaker 19:47

of my business, yeah, yeah,

Tyler Cauble 19:49

especially if you if, especially if you get to be Adam and work on the cool stuff,

Speaker 2 19:55

or the cool stuff, the leases are that thick and. Cost, you know, $70,000 in legal fees. And give me gray hair, but they they look good in Business Journal for 30 seconds.

Tyler Cauble 20:08

That's right, you can share it on social media.

Unknown Speaker 20:10

Yeah, exactly. Content.

Tyler Cauble 20:12

That's awesome. Chad, let's, let's dive into some challenges, man. I mean, you know, we all know prospecting comes with a lot of challenges, no matter who or what you are prospecting for. I mean, tell us, tell us a story about, you know, a time where, where you went over an interesting client, or, you know, maybe an interesting strategy you use to get that client.

Speaker 1 20:34

I have one, and I think I actually can tie it in with a comment that I saw from Sarah about how she mentioned she just started doing networking, but she hasn't got good at it so far. So I would first of all encourage you to keep doing it, because it is not a quick solution. You won't just go to a networking event and meet someone that's going to all of a sudden hire you to represent their their listings or represent their interests. It's a slow grind. What I've found works for networking just as a personal anecdote. Other people might treat it differently is that if I'm going to a networking event, I really only have an objective of trying to meet two to three people, and I try to have the conversation focused entirely on them. I don't want to be coming across as as I'm trying to sell them something from the get go, it's just a conversation, asking them about everything that they do, trying to get an understanding of what their business is. And if I think that there's an opportunity based on talking to a number of different people, hopefully I can find two or three that I can reach out to and grab the lunch or grab a coffee with and if you look at it from that standpoint, it's a really slow game. It can take months. It can take years. But if you're constantly doing that, a networking event where you're trying to find two or three people that you think you can connect with, and you grab a coffee with them, or grab lunch, and then stay in touch with them and perhaps add them add something of value, like if they happen to say that they own a business, well, maybe your next step is to say, hey, we just put out our quarterly Market report. I thought you could find some use in this. If you ever have any questions about real estate, please give me a call. And that's worked for me on the long term. That's very slow doing that, and I haven't hit home runs where I've just met somebody and all of a sudden leased them a 50,000 square foot warehouse the next month. It's been very slow and deliberate. So to Sarah, that's what I'd say, is, if you haven't found success with it yet, stick with it. Take that long term mindset and really just try to build relationships with people that you think you'd get along with, that would like your style, and try to provide them value along the way, and hopefully when the time comes, you'll be the person that they think of on that topic. One guy that I actually met in a networking event. This goes back probably when I started. So almost 20 years ago, I met a guy at a networking event, and he owned a business, and I ended up staying in touch with him. He was also wanted to get into real estate investing, so I stayed in touch with this guy forever, like probably similar to what I was saying is that just try to grab a coffee periodically or send him something of value. And I never actually ended up doing business with this guy, but he since has referred me probably a half dozen different leads of all people within his sphere of influence that are business owners or investors. Because people flock together. If you're a business owner, you undoubtedly know other business owners. If you're a real estate investor, you know other real estate investors. So although I wasn't able to help this, this one guy, his name was Antoine. I haven't talked to him in 15 years, probably, but I still vividly remember his name, especially because he was so gracious to pass my name on to other people. I bet you I've done several $100,000 worth of fees from the people that he's referred me to. And then there's all the offshoots of that, of the people that he that I've dealt with, for with from his referrals that refer to other people. If you if I were to actually track that back like an ancestry tree. It's probably a pretty big tree all from that one guy that all I did was stay in touch with, wasn't being sell salesy, just trying to add value, trying to be an advisor, or almost like a friend to him. And that led to so much more business just because of taking that approach. So that wasn't that's an awesome story. I still have a fun place in my heart for Antoine, even though I've never done business with him directly. And that's what I'd say to Sarah, is that there's a big payoff down the road if you're willing to take that long term approach.

Tyler Cauble 24:33

I love that. I mean, that's, that is what, that's exactly what new brokers don't want to hear, right? But it is the best piece of advice. I mean, you know, thinking back on it, like I started my commercial real estate brokerage in 2018 right? And back then I moved into East Asheville, started working on deals over here, and there were owners at the time that were working with CBRE Cushman, awake. Field, you know, the big the big boutique brokerages, and I would go in there, and, you know, I built up these relationships over time. And I would say, you know, give them a hard time for listening with those guys. Be like, ah, you know, they're not going to pay attention to this side of town. I'm your guy. Call me and just maintain that relationship. And it probably took a year, two years of knowing these guys, but as soon as those other brokers didn't perform, I was the first one that they called. And guess what? Since then, I have done so much business with those guys because I performed on the on the first deal that they gave me, and they're like, Okay, here's a second deal. Oh my gosh, he performed. Here's a third deal. So they just kept it coming. And as long I mean, you know, unfortunately or fortunately depends on how you want to look at it, you're only as good as your last deal. So we kept performing, we kept getting more and more business, and that relationship was so worth it.

Speaker 1 25:53

That's world class advice, by the way. Yeah, like that. That should be on a poster in people's office. About doing that is, even if you don't get the business right now, stick with it. Don't be a loser. Don't have that loser mentality that, oh, they went with a big brokerage down the street. No, your job is to stick with that. Stay with it long term, exactly as you said. When the time comes when their broker underperforms or does something that pisses them off, you will be the first person that they call I love it. That's such great advice. You

Tyler Cauble 26:23

know what I would do? And I still think this is kind of funny, looking back on it today, if I would lose out on a listing, I would bust my ass to go bring the tenant so that I can then be back at the table with the landlord and be like, dude, if you I mean, I'm doing the deal already. If you had just listed it with me, you'd be saving one and a half percent. What the hell is going on here? I mean, that'll actually win you business. Now, of course, you have to represent both sides, but it works because the landlord is sitting there going, I mean, you're the one bringing the deal to the table. Adam, I know you have never once got an objection to working with people, the cool kid. So you know, when it comes to working with retail working with clients, what are some common objections that other brokers might experience, and how would you overcome

Speaker 2 27:11

them? The one objection I get often is you're too busy. I hear that all the time, and a lot of my competitors use that against me all the time, because I'm not CB, right? I don't have this giant bench of, you know, 20 minions that I can hand stuff off to so that that is one that people have successfully used in the past. Like, hey, he's he's great in the pitch, but he's too busy, and, you know, you're just, you know, he's not, he's not going to really care to the point where I brought on a really strong kind of right hand over the last year, just to make sure that that objection is, is, you know, less powerful right, but that that's, That's one that I hear a lot, and what I've always said, and this is the truth is, I don't have 100 listings. I don't need 100 listings, right? Like I am a boutique shop, and I only go after things that I really want to work on. If you're coming to me with that rural shopping center and and you need me to do Smoothie King renewals, probably not the best choice. There's probably other people that are going to do a better job at that, but, but that's an objection that that you hear, and then I have to deal with a lot, and that's just something I've trained myself to well, to a to follow through, like when you're a young broker, you're going to say yes to everything. You're going to let yourself get spread really thin. I would encourage people, and I'm a broken record on these podcasts, figure out what you really, really want to work on. Figure out how to get damn good at that product, type, that area, you know, whatever it is that gets you out of bed in the morning you think you can work on for the next 10 or 15 years, become an expert at that, and then to Chad and Tyler's point, add a shit ton of value on the front end, and don't ask for anything, and it's gonna pay off 100x

Tyler Cauble 29:14

yeah? That is, that is gold, yeah? Cuz, I mean, that's the thing like, if you, if you, if you dive into what you're passionate about and what you truly enjoy, dude, you're going to be reading this barely work, yeah, it's not work. You're going to be reading the business journal to stay up to date on the market data and research, because you're genuinely interested in it. It's not work, right? Like you're, it's going to be so much easier for you to be better than your competition because you care, you know? I mean, it's, it's something as simple as that, as simple as that, Adam, I will see you in a couple of days for y'all that day away buddy, out to to Charlotte. I'm

Speaker 2 29:48

gonna get a I'm gonna get a beard rub from Tyler caubles. Gonna be great.

Tyler Cauble 29:53

We're gonna exfoliate that face, for sure. We're. Just gonna leave it on that one. Appreciate you guys. We'll see y'all Thanks, boys. Are you looking to take the next step toward investing in commercial real estate? But don't know where to go. Siri central offers a comprehensive education and coaching platform designed to help you get started. Our online courses cover a wide range of topics, from the fundamentals to advance strategies, ensuring you have the knowledge and skills needed to thrive in this competitive industry. As a member, you'll gain access to our exclusive online community and monthly group coaching calls, providing you with valuable networking opportunities and personalized guidance from experienced professionals, whether you're a beginner or looking to take your career to the next level. Cre Central has the resources you need. Visit www.crecentral.com to learn more you.