Present and Pitch from Your Strengths as a Commercial Broker

In commercial real estate brokerage, you should sell and pitch your listing services from your strengths in the market.  You cannot be generic when it comes to providing a commercial real estate services today. Here are some specific strategies to help you identify and grow your strengths as a broker or an agent.  You can…

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Questions for a Leasing Agent to Ask

The questions that you ask in commercial real estate leasing will help get you to the focus of the tenant’s requirements in relocating or leasing.  It should be remembered that many tenants will work with multiple agents and brokers at the same time.  On that basis, you really do need to qualify the tenant fully…

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Tenant Mix Analysis is a Recipe for Success

In commercial and retail property today, the tenant mix analysis process is a recipe for success in property performance.  It allows you to improve occupancy and income.  From a landlords perspective that is a good thing. The mix analysis should be done by the property owner and or the property manager each year and the…

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Set New Standards in Commercial Real Estate Leasing

The commercial real estate leasing process is quite special.  That is for a number of reasons including special differences in each property, unique locations, and client requirements.  A lease can commit the landlord to a tenant for a number of years.  The right choices need to be made when it comes to the leasing process.…

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Master the Simplicity of Client Contact in Commercial Real Estate Brokerage

When it comes to working with property clients today, you do need to understand their needs and directions when it comes to sales, leasing, and property performance.  Those needs are likely to change throughout the year as the pressures of the economy and regional property activity shift and vary. In any period of 12 months,…

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Timeless Business Planning Tips for Commercial Real Estate Brokers

If you work in commercial real estate brokerage, you need a business plan at a personal level to take you forward.  That plan can take your focus and goals and turn them into action items.  Ultimately a good plan and action process can give you a good market share and boost your listings and commissions.…

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Tips to Sharpen Your Sales Performance in Commercial Real Estate

In commercial real estate today you will have many pressures on getting results from your market.  The only way to deal with that is to have a plan of focus that keeps you on track every day to the tasks that matter. The good news is that the market is very rewarding to those that…

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No Limits Prospecting in Commercial Real Estate Brokerage

Prospecting is at the centre of everything when it comes to commercial real estate brokerage.  For this reason, it needs to be a key part of your business model at a personal level.  Establish your prospecting model, and practice it every day.  Good things take time to perfect and refine; networking and prospecting is like…

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Avoid Toxic People in Sales

In commercial real estate brokerage, you will come across some salespeople in your office and territory that have a ‘downbeat’ or ‘poor attitude’ when it comes to the market and the opportunities that are available.   In many ways they are totally ‘toxic’ to listing progress and momentum.  Stay away from them at every opportunity. If…

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Addressing Ultimate Concerns and Questions in Commercial Real Estate Presentations

In commercial real estate brokerage, the clients that we serve will have concerns and questions relative to their property activity and choices of marketing.  As an initial strategy when working with all clients, make a priority to understand their challenges, and their questions.  You will need to address both of these issues in your proposal…

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Productive Closing Strategies for Better Commercial Real Estate Listings

To close more listings in commercial real estate brokerage, you need to adopt particular strategies when it comes to working with clients and customers.  Take the time to understand the property, the market, and the client; use that information to establish clear listing initiatives and recommendations.  Your listing proposals will then be more productive. The…

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Breakthrough Listing Strategies for Commercial Real Estate Brokers Today

city view and bridge on river

When it comes to pitching and presenting to a client for a property listing in commercial real estate, you need to ‘read between the lines’ and position your proposal accordingly.  Many of the clients that you work with will not be totally open and honest with you at the first stages of communication and connection. …

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Solution Based Listing Presentations in Commercial Real Estate

In a commercial property presentation or sales pitch, organise your presentation and recommendations in a logical way to help the client understand the importance of your message and the marketing choices that you offer. Simplicity will always win over complexity when it comes to a property presentation or proposal layout.  Make your message clear and…

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Priceless Prospecting Tips for Commercial Brokers

Many commercial real estate brokers struggle with prospecting for new clients and listings.  They get confused and diverted with the pressures of the job and the clients that they serve.  That then leads to a ‘roller coaster of commissions and listings’. The best way to solve this all too common problem is to set yourself…

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Identifying Client Needs in Commercial Real Estate

Today we find many situations and variables when working with commercial real estate clients.  From the outset of any contact it is essential that we understand their focus and challenges.  To do that with efficiency it is essential that to know about the market, the competition, and the business community requirements.  Top agents do that…

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Business Card Protocols in Commercial Real Estate Brokerage

In commercial real estate brokerage today, the traditional business card remains the most effective marketing tool that you have.  It is small, and you can use it anywhere.  In many respects the card is likely to be kept rather than discarded. In many respects you do not need to use or have any other marketing…

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