Planning the Strategy of Client Contact and Prospecting New Business

city buildings at sunset

In commercial real estate brokerage, and as an agent or broker, you need to get in front of plenty of people as part of an ongoing contact and prospecting model. Connecting with the right people is part of the equation, so there are choices to be made with that. However, relevance is also something that…

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7 Essential Commercial Property Leasing Strategies

book about Commercial Real Estate Leasing

Commercial leasing is one of those things where it puts us in contact with landlords in a valuable ongoing way.  The tenant database that you are nurturing and growing now will help greatly with landlord services in leasing and tenant mix optimization.  In any larger property, the process of tenant selection should not be looked…

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How to Do a Full Property Market Analysis in Commercial Real Estate

city view, listing skills.

When you are about to take on a new listing or undertake a listing presentation with a potential new client, it is critical that all the identifiable impacting factors relating to the property are found and looked at.   That involves a full market analysis of the zone and the property types.  Know the facts before…

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How to Find More Local Property Clients in Commercial Real Estate

city buildings at sunset

In commercial real estate brokerage, the new business process involves a dedicated approach to reaching out to new people in meaningful ways.  We all know who to talk to, and yet the discipline needed to make things happen personally is sadly missing in most agents diary each day.   Knowing who to talk to and then…

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The Proven Route to Success in Commercial Real Estate Brokerage

city buildings in Hong Kong

In commercial real estate brokerage, there are many ways to achieve positive results and success at a personal level.  In saying that, some strategies are consistently common in the industry and you should know what they are for your location; look at the best top agents and brokers and you will see how things are…

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Strategies for Getting in Front of More Clients in Commercial Real Estate

city at sunrise

In commercial real estate brokerage, you need plenty of current and new clients to work with on a regular basis; that ‘pipeline’ is fed by prospecting for new business.  There is no shortcut there.  The cycle of activity for most property clients and prospects in commercial real estate is relatively long; it can be months…

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How to Create Persuasive Communication in Real Estate Prospecting

city buildings at sunset

The prospecting process is so important for commercial brokers and agents.  There are things to say and do as you build rapport with property prospects and clients.  If your real estate business is struggling, look at the new business contact processes that you are running with now, and be more relevant and persuasive. Of course, there…

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Telephone Tactics for Salespeople – Cold Calling Strategies

city buildings at sunrise

The telephone is perhaps the most important business tool that you can use in commercial real estate brokerage.  It is efficient and cost effective at a personal level; you can make plenty of calls every day quite easily.  It is the best way to contact lots of new people, and potentially those prospects that you…

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How to Set Strategic Goals in Commercial Real Estate Leasing

city buildings on river

As a leasing expert in commercial real estate, you should have a few well considered and active strategic goals to help you grow market share. The word ‘strategy’ is important here as it relates to the critical elements of the property market and the leasing processes that you apply to things. Active elements of strategy…

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How to Set Professional Fees in Commercial Property Management

buildings on city river

Learn how to consider all the facts in commercial real estate property management.  Set your fees in the right way allowing for the pressures of the client, the property, and the location. In this video I talk about the various ways to look at fees and how to compare the important factors of property control.…

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How to Get Clients for a New Commercial Real Estate Business

city buildings at sunrise

When you start a career in commercial real estate brokerage, the ‘fast track’ to listings and commissions involves several things, the most important of which is your client list and the connections that you make with the people in that list over time. The time factor of connection is sometimes lengthy so be prepared for…

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Key Principles of Managing a Retail Shopping Center

escalator in a shopping mall

Shopping centers are quite special in a number of ways when you consider the property managment process.   Information has to be gathered.  Essentially the core issues of the property should be reviewed, identified and captured into an ongoing management process.  By ‘core issues’, I am referring to the bigger issues such as lease facts, tenant…

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Preparing to Make the Sale – Commercial Real Estate

city buildings on river

In commercial real estate brokerage, the sale process is quite special.  There is a limited amount of time to attract the required targeted buyers and to create the ‘churn’ of activity to get offers and negotiations underway.  Prepare to make your sale processes successful and frequent.  Time is ‘precious’ and momentum is necessary.  (NB –…

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The Performance Secrets of Commercial Property Management

Plumbing and taps in commercial property management

In commercial property management, if the individual manager you employ is struggling in knowledge, performance, and or client service, you will soon have a portfolio problem of one type or another.  You can lose business and fees.   Usually the affected client will soon become unhappy, timeliness will be lacking, errors will be made, and…

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Setting Essential Business Goals in Commercial Real Estate Brokerage

city buildings at night

In this video on iTunes you can learn about the important and critical business goals in commercial real estate brokerage.  Watch the numbers in your activities and local property zone.  Having spent a good number of years in the brokerage ‘game’, these are the numbers that I ‘live by’ personally.   I hope they help you with…

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How to Attract More Sellers in Commercial Real Estate Sales

city buildings on river

Understanding the sellers of property in your location will help you package your commercial real estate services and win many more listings. Winning listings is the foundation of brokerage success.  So, there is a plan and a system that is needed here, and it is a personal thing to work on.  It is an individual…

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Setting Your Prime Prospecting Time

city buildings at sunset

There are many things to consider when thinking about prospecting for new business in commercial real estate brokerage.  At the center of all things will be the time that you commit to the process.   Skills can always be improved when prospecting for clients and listings.  It’s a personal priority for top agents.  The time…

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The Right Ways to Manage Commercial Properties

Retail shopping mall and escalators

The best way to manage a commercial and retail property is from a base of facts and knowledge.  Look for issues and facts as part of the property takeover strategy.  You simply must understand all the elements of the property and the location at the earliest stages of asset take-up.  (NB – You can get…

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