Some of the targets and goals that a Commercial Broker might be looking out for include number of clients, number of exclusive listings, amount of commission per transaction, new meetings booked, cold calls completed, number of referrals, and presentations made.
Of course, these goals may differ depending on your seniority and the brokerages for which you have worked. Discuss with the interviewer the type of goals you have set for yourself, and if you have met or exceeded these goals.
"Goal setting has been a significant factor in my success as a Commercial Broker over the past eight years. I set goals every year and revisit them each quarter. So far this year, I have exceeded my goal of making 50 cold calls per week; averaging 62 at the moment. I also set the goal of 5 new meetings booked per week, a 10% cold call conversion. At this point, I have converted 14% of my cold calls."
"I appreciate that Jones Lang Lasalle is keen on numbers, targets, and goal setting. I am highly analytical by nature and have made a habit of reviewing my numbers every week, month, and quarter. Right now, as I build my business, the numbers that I keep the strongest eye on are new clients acquired, new meetings booked, and presentations made. I have landed sixteen new clients this year so far, and have many more good prospects on the go. The key for me is never taking my foot off the gas when it comes to lead generation and cold calling activities."