In commercial real estate agency today we have many technology tools and systems that make our job as agent or broker very easy. That being said, we need to use those tools to the fullest of their advantage. The main reason prospects and clients will do business with us is because they respect us and ...…
One of the most effective marketing tools you can use in building your online presence as a top real estate agent is in writing articles and submitting them to online article submission sites. In saying that, there are some key ways to approach the process if you want the best success. Some agents will say, ...…
The ‘pipeline process’ in commercial real estate agency will have considerable impact on your market share and client database. The concept behind the ‘pipeline’ is that you are continually growing your database with fresh prospects and leads. This concept should start at the very early stages of your career and continue through all your time ...…
In commercial real estate agency, it is common to be presenting services and strategies to clients and prospects on a daily basis. If you are doing enough prospecting and cold calling, you should be presenting and pitching your services of least once per day. This then says that your skills in presenting should be of ...…
At every opportunity you should be building your market share in commercial real estate agency. This requires continual and ongoing personal effort. Prospecting, cold calling, and client contact will all be part of that process. The agents that overlook the basic fundamentals of prospecting have fewer listings and smaller commissions. Over time that can frustrate ...…
To be successful in commercial real estate agency, you do need to understand your selling strategies and character. Every salesperson and every agent will be different in this regard. Build on your sales strengths, and resolve the weaknesses (we all have them). A lot has been written over the years regards the main characters that ...…
Earlier this week I was working with a commercial real estate sales and leasing team. It was clear to me that they really did not have much focus on their market. Listings and commissions were a random event. To improve things I told the team to come to next Mondays meeting with a full update ...…
In commercial real estate it is essential that your market share as an agent be growing and strengthening at every opportunity. There are different ways to do that. Perhaps the easiest way is for you to regard yourself as and ‘advisor’ and property specialist. You can then ‘sell’ yourself and your experience in a particular ...…
In commercial real estate there is a lot of business to be gained over time by offering yourself as an ‘agent alternative’ to the clients of your competitors. Find out who your competitors are working with by way of clients, and then get your communications and networking going to ‘open the door’ with those clients. ...…
When it comes to positioning yourself as a successful commercial real estate agent in a sales presentation or pitch, plant some questions in the clients mind that you would like your competitors to address. Good questions can shift the momentum and focus of any presentation in your favour. Questions and ideas in this way help ...…
To win a listing in commercial real estate agency, show the client that you have relevant and real experience that will help them solve the property challenge. Don’t be generic; be specific when it comes to your property knowledge and your marketing solutions. Show them why they need you to help with their property challenge. ...…
Most of the clients that we work with in commercial real estate agency want to work with the best agents with the best market share. The sales and leasing process is not an experiment in marketing, and the clients will choose the best agents to help them resolve their property challenge. It is important that ...…
The modern lenders are using a method that is popularly known as cross collateralization to add more security while offering mortgage. This task is completed by placing a lien on another property in addition to the property that is the subjected of the loan. Generally, the hard money commercial lender considers that the property doesn’t ...…
When it comes to working with clients and prospects, the stories that you tell will help you significantly when it comes to winning the business and converting the client. It is a known fact that a client will listen more intensely to you when it comes to a story of relevance. They will also remember ...…
When it comes to Retail Property performance, the tenancy mix will be largely influential in generating income, customer visits, and tenant sales. There is an established partnership between the landlord, the tenants, and the property manager when it comes to the success of a Retail Property or Shopping Centre. To strengthen the tenancy mix you ...…
When it comes to pitching and presenting your commercial real estate services to the Sellers of commercial property, you will be pitching against other competing agents with an array of strategies and recommendations. For this very reason, your presentation and proposal needs to stand out as relevant to the property owner given the current market ...…
In commercial property management today, the opportunities to pitch your services are sometimes difficult and few. That is because most clients and property owners will not change property manager until the property is in a sale or a lease condition. If you have serviced by property owner satisfactorily during that process, it is quite likely ...…
In commercial real estate agency today the competition for the same listing is generally significant and challenging. Many agents will be trying to influence the client to select them as the ‘agent of choice’ to take on the listing. In just a few short minutes of agent interview the client will make a choice on ...…
John Highman, Commercial Real Estate Coach, Speaker, Author. Please join our community here.
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