Tenant Rep Rookie Reading Suggestions?
I'm new to the business and looking to absorb as much as possible.  Any literature suggestions for a new tenant rep office guy?  Thanks in advance. 
[{"id": "d8eazbd", "text": "Check out Robert Ringer... not exactly rah rah motivation but he's a good writer and has some good stories from the trenches that ring true. The names are different but the personalities you'll run into are the same...", "replies": [{"id": "d8f32sx", "text": "Thank you.  I'll check out Robert. ", "replies": [], "depth": 2}], "depth": 1}, {"id": "d8elnhd", "text": "Business association meetings.  All of them. For ALL the businesses and professions.  Cold call alllllllll day long till you have a BoB and an extensive client list.", "replies": [{"id": "d8f31xb", "text": "Thanks.... sounds like cold calling is the name of the game for the next 3 years.  Do you think overcoming objections is something that can be taught or just something you have to master with experience? ", "replies": [{"id": "d8fip5j", "text": "There are a couple main ways to avoid objections, but it all involves getting them talking about their property in ANY capacity. Are there issues with it? Vacancy? A leaky roof? Some funky space they aren't sure what to do with? If you can get a meeting related to any of these you can build the relationship slowly over time.\n\nIf you try to press for a sale on the call right away, you will meet a lot of resistance.", "replies": [], "depth": 3}, {"id": "d8g6rmr", "text": "honestly, its a numbers game.  some will fight and give in, some never will.  Rule of a Hundred:  If you walk up to a 100 different women in a bar and say, \"Hey Baby, nice shoes.  Want to fuck?\"  99 women will slap you.  1 will say yes.  Your career is built on finding all those.  get on the phone, get in front of people.  A LOT of people.", "replies": [{"id": "d8gqrq9", "text": "Thanks for the advice cbarrister and remlu.  ", "replies": [], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "d8f4fzw", "text": "Indeed.com, Glassdoor.com, Monster.com\n\nSee what companies are hiring. If they have multiple job postings, they may be in growth mode. Give them a call about their plans/needs for office space.", "replies": [{"id": "d8fch5v", "text": "Great idea. Have you had success with this method in the past, or just something you thought to try?", "replies": [{"id": "d8fiyjn", "text": "I have had success for small-mid sized deals (5,000-15,000 SF), particularly in suburban submarkets. I worked in a third-tier city for what it's worth.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "d8f8ljh", "text": "What market are you in? ", "replies": [{"id": "d8fchn5", "text": "Houston", "replies": [], "depth": 2}], "depth": 1}, {"id": "d8fv0uw", "text": "Where are you working?  I too TR in Houston. ", "replies": [{"id": "d8gqpcd", "text": "I don't feel comfortable disclosing just yet, but I'd love to talk to you about it in a couple of months when I'm settled in. Any interest in a free beer?", "replies": [{"id": "hql09y6", "text": "Sure thing", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "d8mkjr2", "text": "Call your balls off my friend.\n\nWhen I just started calling, I got what I would consider at least 1 solid contact a week, usually more. I calculated the fees if I was able to represent them at the table and each client is looking like $10k+.\n\nI'm working with a more senior Tenant Rep now and he wants to hunt larger business but if you do the math my approach wasn't half bad either.\n\nCall after hours too. Decision makers are usually in the office late. I've had someone call me back at 8pm before and we had a decent conversation (their renewal isn't for 5 more years though).\n\nDon't know which company you're with, but if you're part of a tenant only advisory company, you can pitch conflict of interest to help get some clients from the big boys. There's an article from the George Washington University Center for Real Estate and Urban Analysis on my desk but I can't find the PDF right now.\n\nOh, and learn about real estate finance in general. I'm buddies with an investment broker in my office and he showed me what landlords look for when buying a property. It makes more sense for a landlord to offer free rent which effectively lowers rent than to offer a lower rental rate--both from the perspective for their IRR and maintaining the rent rolls for a potential sale. Just knowing things like this can boost your confidence tons especially starting out.\n\nGood luck my friend.", "replies": [{"id": "d8mkn31", "text": "Oh, also learn your target prospects inside and out. As you figure out your ideal client, you'll learn that different businesses need different things. (I'm making this up) For example, lawyers may need to dedicate a room for file storage or something. It may make sense to ask how they'e been doing with space with their current file storage room or something.", "replies": [], "depth": 2}, {"id": "d8nllnl", "text": "Thanks SalesNewbie2015... I might have to change my name to SalesNewbie2016. I appreciate all the advice. ", "replies": [], "depth": 2}], "depth": 1}]