Bob Potter is the managing principal of RA Potter Advisors LLC, a marketing and sales strategy consulting practice for real estate service providers. He is the author of Selling Real Estate Services: Third Level Secrets of Top Producers and Winning In The Invisible Market: A Guide To Selling Professional Services In Turbulent Times. Bob spent 35 years in business development for IBM, McGraw-Hill, Dean Witter and MBIA. He has opened new markets in the U.S., Mexico, Australia and Asia. He co founded and then sold REALBID, a successful commercial real estate technology company to COMPS and then to Costar Group. 16 years ago he started RA Potter Advisors to help others develop and communicate differentiated value propositions and accelerate business relationships to win and retain committed clients. His clients include most of the major commercial real estate service providers including CBRE, JLL, C&W and Eastdil Secured.Bob received his B.A. degree from Santa Clara University and his M.B.A from UC Berkeley.
What we teach – Third Level Selling and Service Excellence – Elite service providers, the top 5%, have the biggest and most profitable clients. They rarely compete on price, and they do well in good and bad markets. What do these elite providers do differently than the rest of us to win in competition? The short answer is that they engage clients at a deeper personal and professional level, a Third Level. That leads to greater success and career satisfaction and less price competition.