The commercial real estate brokerage industry has become socially aware. The traditional ways of networking and contacting clients have changed and expanded. We now have many client contact solutions to consider and use. That can be a good and a bad thing depending on how you have your clients under control and documented for contact….
The commercial real estate market does not need to be complicated. In fact, if you work as a broker or agent it is best to simplify your market activities so you can cover all of the key issues that will help you grow your business. A small investment in time goes a long way in…
In commercial real estate brokerage a sales team should be trained on a regular basis. That then can help all team members with the challenges of the market and the clients that they are pitching or presenting to. A good training program will generally produce a number of benefits over time. Here are some of…
In commercial real estate brokerage, successful prospecting opens up a whole new world in listings and commissions. It’s not ‘rocket science’; it’s just a fact. Common questions that I get from new salespeople to the industry about prospecting and networking are very similar to the following: How long should I prospect for? What do I…
In commercial real estate it is common to make sales calls. Some of those calls will be to people that you have spoken to before and others will be to new people. It can be said that ‘new people’ are always required to help you build your pipeline of opportunity in the brokerage. When you…
In commercial real estate brokerage, the postcard marketing approach does have a place in a personal marketing program. Every agent or broker should be using the strategy. So to be clear on this, the ‘postcard process’ is all about sending ‘DL’ size marketing cards that have been specially printed for your area and speciality. They…
When you work as an agent or broker in commercial real estate, the commission that you earn can be a critical part of your business structure. Understand and choose your commission rewards based on your levels of achievement and market share. Here are some facts about commission: You will only earn greater commissions when you…
In commercial real estate brokerage it is common for the top agents to be employed on straight commission; in that way they can be rewarded based on achievement and results in listings and commissions. For new sales people to the industry that process of earnings can be really hard until such time as the market…
In commercial real estate brokerage, the sales letter process can help you build market share if you develop the correct system of action and process. That will normally be a system of sending sales letters to a particular area, and those qualified people that you know will one day need the services of a top…
The shopping centre marketing process is quite specific and will help the property and the tenants attract more ongoing business. Every successful shopping centre should have an established marketing program for each trading year. That marketing program should be merged into the business plan for the property, together with the necessary costs and campaign commitments….
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