Baruch Edelkopf, Renowned Brooklyn Investment Sales Broker

You have done the research and are dressed for the part; now it's showtime. Prepare what you are going to say and memorize key facts and statistics so you can demonstrate your knowledge of the market. I like to use the PowerPoint online feature to practice my pitch and get instant feedback.

Being on time means arriving 5 minutes early and always confirming the appointment the morning of. If it is a breakfast meeting, confirm by 6 PM the night before. If you are preparing a presentation, ensure it is complete 24 hours in advance. This way, you can prepare and practice your pitch without stressing about missing materials.

It is important to know who you are meeting and dress appropriately. For clients aged 20 to 30, wear yoga pants and a T-shirt. For clients aged 30 to 40, wear jeans or khakis with a button-down shirt and an old pair of Nikes. For clients aged 40 to 55, suit up without a tie. For clients 55 and older, suit up, wear a classic tie—nothing too loud, and avoid small prints. On the presentation side, bring multiple hard copies of everything!

Before I go to a new meeting with a prospective new client, the first thing I do is Google. The second thing I do is look up his holdings. While having a clear agenda for a meeting is helpful, I want to know beforehand where they went to school, what they are passionate about, and what their business plan is. Then, I look at each one of his properties to see how I can add value and what similar opportunities I am aware of that would get him excited. In today's age, where data is available at your fingertips, you must take advantage of everything. I don't want the client to pitch to me why I should work with them; I want to add value to him from day one, right from the get-go, so he is excited to work with me.

Upon receiving feedback and reflecting, it is time for action. This reminds me of my favorite book from my mentor, Rob Sontimasmio, titled Knowing Isn t Doing.

Once you receive feedback, reflecting and improving become imperative. Growing up, my father was always immersed in books, and our den housed multiple bookcases dedicated to business, self-improvement, history, and biographies. The trunk of his car was packed with books on tape. I remember questioning why he needed to read so many books and why he kept buying new ones. He explained that he was constantly reflecting and seeking ways to enhance his business. Getting just one good idea from each book justified the time spent reading or listening. You never know when you'll need to consider a different perspective, but consistently engaging with new ideas ensures you're in the right place at the right time when you need to hear one.