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….
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…
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…
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?…
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…
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…
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…
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…
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…
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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