Dealing with Cold Feet in Cold Calling

It is a fact that many commercial real estate agents struggle with making cold calls.  They suffer from a dose of ‘call reluctance’ and get ‘cold feet’ in the process.  In many respects they avoid the issue and stop making calls.  That avoidance issue has a major impact on their ability to find listings and…

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6 Key Internet Marketing Principles for Commercial Real Estate Agents

The internet is now a significant part of the commercial real estate business.  Agents and salespeople should not take it for granted but use it productively and professionally.  There are special things that can be done to attract personal profile and listing relevance on the internet. So what do most agents do on the internet? …

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5 Ways to Prospect Successfully for Commercial Real Estate Listings

city buildings at sunrise

In commercial real estate agency, the listings that you create are the lifeblood of the commissions earned.  When you focus on listing quality properties in your area, the enquiries come to you and the real estate business opens up with opportunity.  The agent with the listing always wins more commissions in any market. Far too…

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Tips for Fixing a Sales Slump in Commercial Real Estate Agency

In commercial real estate agency a sales slump can happen with any property agent during the year.  There are ways to fix the problem.   A good plan of attack is required. Let’s clarify the ‘pain’ that comes with a slump in property sales.  An agent will lose market share and commissions; the longer the issue…

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Advertising and Marketing Leverage in Commercial Real Estate Listings

The advertising and marketing process in commercial real estate today should be well crafted and matched to the property type, the local area, and your target market. With many properties on the market, each new listing needs to stand out as relevant and well packaged for inspection and negotiation.  Gone are the days of the…

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Boardroom Presentation Strategies in Commercial Real Estate Agency

In commercial real estate agency it is common to be presenting your services and strategies to a client within a boardroom environment.  The corporate clients that we work with will sometimes have a number of decision makers involved in the agency choice and listing process. The boardroom will be the place where all parties get…

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Goal Setting Rules for Commercial Property Managers Today

In a commercial real estate agency the goals of a commercial property manager are totally different than that of an agency salesperson.  Whilst the commissions generated will be important to both, the ways that commissions are achieved are very different.  Goals therefore need to be set from different perspectives. It can be said that the…

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Powerful Key Performance Indicators in Commercial Real Estate Agency

real estate chart for brokers

In commercial real estate agency, the use of key performance indicators will help you see just what is working and what is not when it comes to sales team performance and commission income.  The indicators will also help you with your targeting your budgets and real estate agency business plan. It is interesting to note…

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Commercial Sales Agents – Tips for Negotiating with Buyers of Property

When it comes to negotiating with buyers of commercial real estate, it is very common for the real estate agent to get swept up in the ‘chance of a deal’ rather than to stay focused on the facts and the intentions between the parties.  The contract of sale is there for one reason only and…

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Commercial Agents – Advise Your Clients to Expect Low Offers

When it comes to you as an agent marketing and selling commercial real estate, it is wise to condition your clients at the very start for the issues and challenges that will arise.  One of those conditioning processes is with the price for the property; tell them to expect low offers initially as part of…

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Performance Indicators in Commercial Real Estate Sales

A typical commercial real estate agency will have many factors of performance to assess given a standard business or financial year.  It is essential that the agency sales team is tracked as to personal performance, market share, and growth. Weaknesses in the team carry across to the agency quite quickly. From time to time during…

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Fee Structures for Commercial Property Management

city buildings on river

One of the biggest problems I see in commercial property management is in setting the correct fees for services provided.  Many agents think that fees in management should only be based on passing income or as a flat fee against an ‘industry standard’.  That’s the wrong way to do it.  The result can and usually…

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Conditioning Landlords in Commercial Real Estate Leasing

In commercial real estate today we know that things have changed in many ways when it comes to leasing and tenant enquiry.  Sometimes it is the case that the landlords that we work with fail to understand or accept the facts of the rental and tenant market.  The result can then be too many vacancies…

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How to Get Out of a Sales Slump in Commercial Real Estate

In commercial real estate agency the property market will change frequently during the year for all types of reasons including the economy, seasonal holidays, business sentiment, and changes in government.  For some agents this can create a commission slump or a drop in listings.  The only ways you can get through this with minimal discomfort…

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Finding More Sellers in Commercial Real Estate Agency

In commercial real estate you can make a lot of commissions working with property sellers.  This is the ‘traditional way’ of working with clients and marketing property.  If you work with good clients and quality listings then it is very hard not to succeed in the industry; that being said you must firstly attract the…

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Commercial Real Estate Agent Listing Conversion Rules

In commercial real estate agency, the listings that you have for sale are the lifeblood of your future income opportunities.  This then says that you must have a good supply of listings and you must know what you are doing with them.  The generic approach does not work.  Get specific in your listing marketing processes.…

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8 Networking and Lead Generation Tips for Commercial Real Estate Agents Today

Do you know an agent that is struggling with finding quality listings and growing commissions?  Perhaps even both of those things?  It’s an all too common problem. There are lots of agents with those issues in any market and it is simply because they have a very poor personal network.  They have failed to establish…

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Commercial Agents – Solution Providers Win More Commercial Real Estate Listings

Have you ever asked yourself why top agents get more of the commercial real estate business?  In your property market you would know some agents that are significantly more successful at attracting the quality listings and converting the sales and the leases.  It is not so much the ‘agency’ that you should look at with…

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