In commercial real estate agency, many salespeople dislike cold calling immensely. It is this dislike the holds many people back from the opportunities that cold call prospecting provides. It is a fact that commercial real estate is an industry based on relationships built over the long term. This means that you do need to know…
If you have chosen commercial real estate as your career, you will soon understand the high value of having a database and many clients. Unfortunately and at the start of your career you will have few people to talk to and in most cases absolutely no market share to work with. This then says that…
In commercial real estate today, the competition for business and market share will drive some desperation when it comes to listings. The fact of the matter is that desperation does not produce quality in the listings that you require. When it comes to listing a property you should not do any of the following: Discount…
When you are appointed to sell or lease a commercial property, the fact of the matter is that some clients will try to push you and your commission to lower values in comparison to other agents. The client wants a ‘bargain’, but what they really want more is a result from your promotion and marketing…
In retail and commercial property today, it is the tenant mix that is quite important to the performance of the property itself. Good tenants within the mix need to be retained, and low quality tenants need to be replaced. This is a strategy and part of a tenant retention plan. The suggestion here is that…
In today’s commercial real estate market, many clients have an inflated view of their property and the market. When it comes to listing time, this can be a real hurdle in getting a listing that is realistic and marketable. Whilst ‘conditioning’ may seem a harsh word, the reality is that many clients and prospects that…
In commercial real estate agency, the listing process is critical if you are going to attract good property enquiry and create property inspections. Quality listings will usually create good enquiry most of the time, but ordinary listings in average locations will take a lot of work to attract the right type of buyer or tenant…
In commercial real estate agency sales and leasing, you can fast track your activities through the use of well selected administrative support. It is a fact that the sales and leasing side of our business contains so many time wasting mundane activities, and yet also some critical activities that need to be done. The key…
In commercial real estate agency today, it is a fact that your time is the only resource that you can carefully manage and control. Everything else is more difficult. When you have controlled your time to a program and a process, you can get far better results with listings, clients, and commissions. This then says…
If you are involved in the management or the leasing of a commercial or retail property, you will frequently come across the need to assess market rentals and market rent reviews. Here are some tips from our Newsletter…. Market rental structures are quite special and by definition are set by the trends of the market…
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