Marketing Mix Modeling for Commercial Real Estate Brokerage

city scene

In commercial real estate and brokerage activity, your brand should support your efforts in the property business and the local industry.  Your brand is both that portrayed for the brokerage and for yourself.  Those brand elements have to be strengthened and consistent if you want to create churn and change in property listings and client…

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The 3 Key Elements of Shopping Center Management

shopping center performance

When you manage a shopping center, the things constantly happening in and around the property must be kept under control.  The typical retail property is like a large ‘ship’ or tourist vessel, where events are happening on a daily basis. (N.B. these ideas are also sent out to regularly to our friends in Commercial Real…

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The Rules of Database Growth

city buildings scene at sunset

When you consider the various directions of your commercial real estate career, a database should be at the centre of everything that you do. When you connect with a lot of people in an ongoing way, you will find property opportunity to work with. (N.B. these ideas are also sent out to regularly to our…

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How to Build a Client Base of Property Opportunity

city building facade

As a broker or an agent in commercial property today you will have plenty of clients and prospects to connect with frequently and regularly if you look deeply and directly at your market place. Your client base should be at the center of your business activities so that you can drive transactions and listings at…

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Converting Brokerage Victory in Current Property Market Conditions

victory quote over city buildings

Victory in our industry depends largely on market conditions and directed effort.  The results that you achieve in commercial real estate brokerage will depend entirely on how you match your efforts into the market conditions. The property market changes frequently, and that’s what you need to look for and adjust into.  You can improve your…

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Role Play Ideas for Commercial Real Estate Teams

There are many things that you can and should practice in commercial real estate brokerage. Some of those things will impact your conversions when it comes to listings, clients, and transactions. Practice is a good thing when it comes to building your career and the results that you seek.   Team Meetings and Practice As…

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How to Get Motivational Leverage in Commercial Real Estate Brokerage

commercial real estate brokerage drive and motivation

If you are to succeed as a commercial real estate broker or agent, then you will generally need plenty of motivation at a personal level. We all have our good moments, and difficult challenges to work through.  Consistency and a positive attitude will help you move ahead. So understand the facts about the industry, and…

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Marketing Initiatives and Ideas for Commercial Brokerage

city buildings at sunset

In commercial real estate brokerage, there is no point in being the same as every other broker or agent in your location when it comes to property marketing and promotion.  Ordinary properties do not create much inbound inquiry or interest.  When you have a good quality listing to work on, it demands the best of…

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Action Planner for Commercial Real Estate Brokerage

city scene of office buildings

The actions that you take today in commercial real estate brokerage will impact your listings and commissions over time. That is why you should base your business activities around specific actions strategically and directly.   You can track and shift your action focus when you see the results that you are achieving, and the changes…

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Sales Skills and Abilities are High on the Agenda

city buildings on river

In commercial real estate brokerage, it is easy to get diverted away from the things that really matter.  Many clients and prospects will be seeking a slice of your time with inquiries, listings, negotiations, marketing, and inspections.   Somewhere in a busy working day you really must keep some of the available time preserved for…

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Prospecting Activities for Better Sales in Commercial Property

The prospecting activities of the rich and famous and there for us all to see and use.  In commercial real estate brokerage, you simply must have a prospecting system that you can refine and improve over time. You need to start somewhere when it comes to connecting with clients and converting good quality listings to…

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Resolving Performance Problems in Commercial Real Estate Brokerage

angry stressed man

In commercial real estate brokerage there are times when things will become more frustrating and difficult at a personal level. That is certainly the case when it comes to fining new property listings, clients, and sustaining the momentum behind the deals and the negotiations. Everything in commercial real estate stems from the actions and reactions…

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246 Secrets to Lead Generation in Commercial Property

commercial real estate podcast

In commercial real estate brokerage, simple things and strategies lead to opportunities. John Highman tells you how to create more leads for listings and clients. Commercial real estate skills training. MP3 File

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Create a Top Agent Network in Commercial Property Brokerage

In commercial real estate brokerage, you really do need to stand out as the property specialist for the location. People must remember you at the right time when they get to a challenge relating to sales, leasing, and property management. They need to recall your skill and relevance to their property situation; you need a…

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How to be an Expert of Choice in Commercial Property

To get plenty of traction with both listings and clients as a commercial real estate broker, you really do need to be expert of choice for your location. By location I mean your town or city and particularly the precinct where most of your new and existing business would be coming from. You will know…

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Connect with More People in Commercial Real Estate Sales

sales tip

Over the years, the top agents I have seen and coached have been highly biased towards their client list and contact system.  They spent at least half of their day in the local area talking to people; that’s how they found leads and opportunities.  Essentially the clients that we serve are at the center of…

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Things to Consider When Establishing Your Sales Force

In commercial real estate brokerage, the size and nature of your sales force will be the backbone to future listing opportunities and commission generation. You will need a plan to establish and then grow the sales force over time. (N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate…

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Capture Customers the Right Way in Commercial Property

In commercial real estate brokerage, the customers and the clients that we work with are not always right when it comes to listing, pricing, selling, leasing, or property negotiation. There will be factors relating to a transaction that they fail to understand, appreciate, and or accept. The only way you can effectively work through that…

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