Choose the Best Clients to Serve in Commercial Real Estate

In commercial real estate brokerage today, there are many types of clients and properties to work with.  That being said, it is best to be selective when it comes to clients and property types. The local property market will be changing throughout the year as will the enquiry rate between tenants and buyers.  Most agents…

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Top Sales Performance Will Change Your Life in Commercial Real Estate Brokerage

In commercial real estate brokerage the opportunities for a top sales performance are many.  That being said, the focus and actions of the agent or broker at a personal level are critical to making the process happen. To look at this in a clear way, there are two factors that are very important to success…

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How to Design a Successful Tenant Mix Analysis

In any retail property today, the tenant mix will largely impact the property performance and the income base.  If you neglect the tenant mix or occupancy issues, the rental and the vacancy factors in a property will quite likely change for the worse. It is a known fact that a retail property is much more…

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Top Agent Weekly Planner Free Wall-chart Download

city at sunset

Have you ever considered all the things that you need to do as a real estate broker, and which ones are more important to your market share?  I put together this chart to help my online friends.  It describes the skills of a Top Broker or Agent.  You can get the download chart right here.…

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Commercial Real Estate Problems are Opportunities for Brokers

In commercial real estate brokerage, a problem is usually an opportunity.  It is just a matter of finding a good number of problems to solve with your clients and prospects.  On that basis you should be watching the pressures occurring in your sales territory.  You can become the pressure relief valve for the clients needing…

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Goal Setting for Commercial Leasing Specialists

The process of goal setting in commercial real estate leasing will help you get to the market efficiently and effectively.  Every day you should be looking for landlords to serve, tenants to occupy, and new projects to lease. The leasing part of the industry can be very rewarding if you focus on quality tenants, and…

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Shopping Center Management Facts and Tips

Managing a Shopping Center is a special process.  The larger the property, the more complex and detailed the process.  Only the best property managers with the required experience should take on the task.  Special tools and systems are required for retail property control and tenant optimisation. Consider the average shopping center in any town or…

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Tips for Appointing a New Commercial Property Manager

When you appoint a new commercial property manager to the team, there are things to cover and implement.  It’s almost like having an ‘induction program’ within the department or division. Consider these facts: The newly appointed person has to understand your property portfolio The software system that controls income and expenditure for the properties will…

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Personalised Notes to Clients Help You

In commercial real estate brokerage, it is important for you to be personally ‘unique’ when it comes to marketing and client contact.  All too often we see brokers and agents take the ‘easy way out’ when it comes to client connection. You can change this by doing things a bit differently in addition to the…

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Commercial Sales Meeting – A Topics Wall-Chart Download

In commercial real estate brokerage, I have seen so many meetings ‘get off the rails’ with little direction and focus.  In this property market that is not a good thing.  Results are required in prospecting, marketing, inspections, negotiations, and deals. After a couple of coaching sessions with a commercial sales and leasing team recently I…

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Competency in Commercial Real Estate Brokerage

When you are looking to employ a new commercial real estate broker or agent, it is important that you establish the levels of competency that they can bring to your business.  You have some choices in doing that.  The levels of competency will change between those brokers or agents that are new to the industry,…

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Getting to a Yes in Pitching for the Listing

In commercial real estate brokerage, your listing pitch or presentation is likely to strike a few barriers before you get close to an agreement with the client or prospect.  The client will give you a few challenges before the point of decision is reached. They are testing you to see if you ‘qualify’ in their…

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You are the Expert in Commercial Real Estate Brokerage – Sell the Package Well

In commercial real estate brokerage, you are the ‘product’ in many respects.  Forget about the property type and the price.   It’s all about the value and the relevance that you bring to your clients and prospects.  They have to see that you really are the ‘real deal’ when it comes to resolving their property pain.…

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List Management Rules in Commercial Real Estate Brokerage

In commercial real estate brokerage today you need a ‘list’ to be successful.  In that ‘list’ there will be sellers, landlords, buyers, and tenants.  It directly follows that the list should be up to date and totally accurate. Recently I met with a new agent of a larger brokerage to coach him on the skills…

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Career Change in Commercial Real Estate Brokerage

In commercial real estate brokerage today, it is not unusual for some agents and the brokers to change employer from time to time.  That will be for a variety of reasons including better market share, administrative support, and commissions.  There is no point in working for or brokerage that doesn’t give you the necessary back-up…

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No Limits to Prospecting Letter Success Today

In commercial real estate brokerage there are no limits to the advantages and results that you can get to prospecting letters.  That being said, you really must understand the process and targets. To get the matter under control, consider the following questions: Who are you writing to? What are the pressures of the market today?…

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No Limits Lead Generation

In commercial real estate brokerage, there are no limits to lead generation.  In any market and at any time there are plenty of people to service in some way or other.  Sales, leasing and property management situations all produce ‘leads’ for new business. To find and convert more leads, take a look at your personal…

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Learn from Lost Listings and Presentations in Commercial Real Estate

Like it or not in commercial real estate brokerage, you will not win all the properties that you pitch for or present on.  Over time your conversions for new business should improve but you will still not convert everything to a listing or a finalised transaction. There are reasons why listings and deals go to…

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