Best Selling Marketing Systems for Commercial Real Estate Brokerage

To be successful in attracting inquiry in commercial real estate brokerage, every exclusive listing should be exposed to a dedicated marketing system that is comprehensive and complete.  Any open listing by contrast is more of a process of luck; don’t spend too much time on marketing those listings. What is the best selling marketing system…

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Strategic Planning – The Best Kept Secret in Commercial Real Estate Brokerage

The process of strategic planning is critical for any commercial real estate agent on a personal basis.  It helps define where they will be focusing their efforts in listing and market activities.  Things are always changing so you have some market indicators to watch in prices, rents, time on market, and property supply. So, as…

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Importance of Time Management in Commercial Real Estate Brokerage

I had coffee with a commercial real estate friend recently.  We were talking about lack of time for agents and brokers, and too much work to do in a business day.  It is worth sharing our conversation.  It might help your ideas about time and how you run your diary as an agent or broker.…

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Cold Call Perfection in Commercial Real Estate Brokerage

In commercial real estate brokerage the cold calling requirement is high particularly if you want more business in property sales or leasing.  It is increasingly the case that the traditional prospecting letter and direct mail is of lessening impact as technology and communication becomes more direct and electronic.  Be prepared to make lots of calls…

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Solving the Fear Factor in Commercial Real Estate Brokerage

In commercial real estate brokerage, the fear factor is something that is quite real and challenging for many salespeople. So what is it?  It is simply a barrier of issues and challenges that seem daunting or overly complex.  In most cases, any agent or broker that is struggling with listings and commissions is usually and…

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Commercial Real Estate Buyers are a Dime a Dozen – Here’s Why

The buyers in this property market are a dime a dozen.  Many of those buyers will tell you they can act on a property, when in reality they have no intention or the capacity of doing so.  Those buyers can waste a lot of your time as a broker or an agent. Many agents will…

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Rules for Managing Commercial Property and Shopping Centers

Every landlord of commercial and retail property today will have specific requirements for their asset.  That will be in income, outgoings, operational expenses, tenant mix, and documentation.  It is up to the property manager to fully understand those facts. Quality service that is matched to the client needs and property will be very important in…

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Commercial Brokers – Dominate Your Market The Right Way

When you have a look around the property market it is likely that you will see lots of competitor agents all claiming to be ‘good’ at what they do.  It’s no wonder the clients get confused and invite several agents or brokers to pitch on a listing.  All of a sudden the client makes a…

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4 Prospecting Roadblocks in Commercial Real Estate Brokerage and How to Fix Them

When you work as a commercial real estate broker or agent you will come across plenty of ‘roadblocks’ in the prospecting and cold calling process.   That being said, those common issues are likely to hold back your personal performance both in commissions and listings. Here are the most common ‘roadblocks’ in prospecting: It’s hard to…

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9 Powerful Questions to Ask in Commercial Real Estate Brokerage

Powerful questions will help you with momentum and focus in commercial real estate brokerage.  Those questions can be directed at your clients, your team, yourself, and your brokerage.   To get results in sales and leasing today, total focus is required across all of those elements to get traction and momentum. Here are some questions to…

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Get Leverage with Better Market Share and Listings in Commercial Real Estate

They say that listings are everything in commercial real estate brokerage and they would be right.  The fact of the matter is that listings let you attract enquiry and control the sales or leasing deal.  It is much harder when you work with buyers and tenants and you have no listings. When you start up…

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Drive Client Decisions and Results in Commercial Real Estate

As a commercial real estate agent or broker, be opinionated and have a firm focus and direction with the clients that you work with.  Show the clients the way ahead with their property in today’s real estate market.  In this way you can be seen as a specialist. There is nothing worse than an agent…

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Getting Ahead in Tenant Advocacy Leasing Services

Some of us have worked in ‘tenant advocacy’ and particularly leasing.  It is the reverse normal client process where you are potentially to be working for the tenant in finding the right premises and right location. It is a very lucrative part of the property leasing market if you work in a larger town or…

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Commercial Property Management Client Control Strategies and Fee Structures

Here are some tips for my online friends in Commercial, Retail, or Industrial Property Management.   Get a coffee and have a read of this…… Do you manage property for a difficult client?  Are your fees so low that you struggle to keep up with the demands of the job due to lack of resources?…

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Tactical Sales Pitch Checklist for Commercial Real Estate Brokers

From time to time I travel to venues in different parts of the world for conferences and give Keynotes on matters related to Commercial Real Estate Brokerage and Team Performance.  Yesterday I was in Sydney Australia at the invite of a CBD real estate group.   I have got a download at the end of…

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