If you are to have a successful career in commercial real estate it will only come through directed effort and a lot of hard work at a personal level over the entire business year. There will always be clients to serve and properties to work on, and they need to be found. Every town or…
In commercial real estate today, ‘call reluctance’ can be a big problem for you holding back your progress has an agent or broker. To deal with that cold calling and telephone prospecting involves a disciplined and systemized approach. In the early stages of cold calling, you will always have some frustrations to deal with, some…
There is a big difference between an effective high quality proposal in commercial real estate sales or leasing, versus a generic one. The high quality proposal addresses the concerns of the client and shows them that you have the best solution to take their property to the market in a comprehensive and successful way. Ultimately…
There are many barriers and ‘fences to cross’ in commercial real estate brokerage. That is certainly the case for brokers and agents when they work with challenging properties and some difficult clients. Some sales and leasing opportunities are ‘buried’ in complexity requiring experience and creative effort to put the deal together. That’s where property experience…
When placing a property listing on the Internet for promotion (that is in the industry portals and on your website), the main focus should be to create engagement from and with the target audience. A property for sale or for lease when advertised online should specifically be focusing on the target audience of buyers or…
As real estate agents and brokers we sometimes overly complicate things and then frustrate the flow of new business or commissions. That is certainly is the case when it comes to prospecting, negotiating, and marketing. These 3 core skills don’t need to be complicated; they should be simplified and structured for the individual agent. That’s…
Given that a database is a critical component of commercial real estate brokerage, some agents don’t spend enough time in creating and managing their database. Quite soon the information in it becomes quite ‘sick’ and almost ‘dead’. We all have choices, but a good database is a must have for an agent or broker and…
When you take on a commercial property for lease or sale, consider the potential of the property to attract enquiry and achieve a result. The best properties should be given a larger percentage of your time and effort. Assess your listings on the basis of: Price or rent range – How relevant is the asking…
When agents first start their career in the commercial property industry they think that lots of listings will attract more commission. So then they go out and openly list anything and everything across the city with little regard to quality and listing type. The end result will usually be harder and fewer deals. Here are…
To win a good share of new business and the clients in commercial real estate brokerage, you really do need to be a leader or have the qualities of one. It doesn’t matter whether you are a sole operator or a team manager, leadership skills are required. With this simple strategy, you bring real integrity…
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