Here is some of what the eBook says about persistence

Persistent commercial real estate professionals will proactively chase leads across multiple communication channels: email, landline, mobile phone, LinkedIn, etc. I have even sent prospects direct messages on Twitter!

Persistent professionals chase the prospect until their efforts result in a conversation, but it doesn’t stop there. Being persistent means remembering to follow up with the prospect, as well as following through with any promises made or requests received.

An example of a lack of persistence is deciding not to chase an opportunity because the business belongs to a competitor. No business relationship is set in stone. The world of business is fluid and dynamic; moving at a faster pace than ever before. Don’t be afraid to chase a prospect who is currently with a competitor, and never assume the prospect is happy where they are (i.e. with your competitor).

When I moved from JLL to CBRE, and then back again, I never assumed that clients weren’t also willing to make the switch, which served me well. By showing and conveying interest, you’re sending the message that you really want their business and you’re ready to serve.

From a potential client’s perspective, a willingness to pursue persistently and consistently suggests a work ethic and commitment to service that they’re likely looking for in a partner. It implies that – should you be successful in winning their business – you will work just as hard for their interests once you are appointed as you did to earn their trust.