Many modern properties today under property management control are what we call ‘intelligent buildings’. The inference is that they have a degree of ‘intelligent function’ that is automated by a Building Automation System (BAS). You will see this level of building function and control in both office and retail buildings. Certainly those buildings with multiple…
In commercial real estate, the cold calling process is a big part of winning the business and a good share of clients in the local property market. There is no better way to find listings. That being said you still find lots of real estate agents avoiding the process at every opportunity. That is simply…
If you want to get anywhere in commercial real estate faster, goals are required. They help you as the professional understand where you are headed in the property market and why that is so. Clarity is really important. Let’s say something now about the common experiences of setting these goals. Most agents think that it…
In commercial real estate brokerage today your website is becoming a critical part of your business activities. Far too many agents and brokers rely on just the industry portals for listing placement and listing enquiry. Those portals are only a part of the marketing equation; to make matters worse, those industry portals are controlled by…
In commercial real estate agency marketing the process of sending postcards to prospects and clients can be highly effective. It is not however the only prospecting system you should use but will complement a few others quite well. It is also an expensive marketing process stand-alone given the cost of printing and sending the cards,…
When you present or pitch for a commercial property sales listing in this market, always be clear cut in your solutions and recommendations that you provide to the client. That being said, don’t provide your solutions too early in the presentation. Time your approach. As a basic strategy of listing negotiation get closer to the…
In most years I hear agents talk about the property market being ‘up or down’; it’s a bit like a ‘roller-coaster ride’ for some agents and brokers. You have to be very careful about how much relevance and attention you give these ‘market generalities’. In many respects the ‘generality’ is a reflection of the agent’s…
This last week I have just been spending some time with a team of agents looking to build a better real estate business in 2014; to help with that we did a simple assessment of targets and goals at a personal level. All the agents had to write some facts on paper as part of…
So often I see commercial property managers offer a very simplistic and basic service without much inventiveness. Given the complex nature of commercial property you would think that the situation would be better. Here are some facts to be remembered: A property management portfolio for a brokerage offers regular income to soften the ‘peaks and…
In commercial real estate brokerage today we can sometimes act and react as a commission based salesperson ‘chasing the money’. That can send all of the wrong messages to the clients and prospects that we serve. Our industry is not just ‘all about the money’; specialisation, service and expert opinion are far more important factors…
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