Commercial Real Estate Brokerage – How to Achieve Marketing Excellence

Commercial Real Estate Brokerage – How to Achieve Marketing Excellence

In commercial real estate brokerage, it is all too easy to spread your new business and client focus far and wide across large areas and all property types; the consequence of that is you can lose focus.  The brokers or agents that are ‘broad’ or generic marketers generally do not command market share and consequently,…

How to Qualify a Commercial Property Clients Needs and Expectations

How to Qualify a Commercial Property Clients Needs and Expectations

In commercial real estate brokerage, the clients that you work for or connect with will always have diverse property needs and requirements when it comes to their challenges and outcomes.  Getting to the facts is quite important. Qualification is a good strategy to deploy in conversation as you get to the motivations behind the clients…

Fee Structures for Commercial Property Management

Fee Structures for Commercial Property Management

So, a client asks you to manage their commercial property.  What do you do at that point?  How much should you charge for your services?   So many agents and brokers make mistakes in setting property management fees.  They adopt some formula of a percentage fee taken from the passing income for the property.   What…

Resolving the Opportunities of the Tenant Mix in Shopping Malls
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Resolving the Opportunities of the Tenant Mix in Shopping Malls

When it comes to leasing, and managing any shopping centre, take the time to establish and implement a tenancy mix and tenant retention process. It is a wise business strategy to use to boost property and retail performance. In focusing on the tenant mix, you can improve the financial performance of the property and reduce…

Commercial Real Estate Overpriced Listings are a Financial Crisis
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Commercial Real Estate Overpriced Listings are a Financial Crisis

All too often we see or have property clients with overpriced commercial real estate listings.  Some of those listings may even be on your books now.  The fact of the matter is that those listings are a ‘financial crisis’ in brokerage, that will potentially waste a lot of your time and professional skills. It is…

How to Cultivate Your Market Share in Commercial Real Estate Brokerage

How to Cultivate Your Market Share in Commercial Real Estate Brokerage

If you want to win more business, listings, and clients in commercial real estate, then you should implement a ‘farming’ process where you can cultivate relationships with the right people and across the right property types.  Some of those relationships take months if not years to bring in the results, so establish the process of…

Ways of Affirming Investment Objectives for Commercial Real Estate Clients

Ways of Affirming Investment Objectives for Commercial Real Estate Clients

Some commercial real estate clients require real understanding when it comes to property choices and investment.  You know the local property market, but they know their preferences when it comes to properties locally.  Matching their property ‘ideas’ to the ‘reality’ of the property market in your town or city is so important to getting anywhere…

Action Plan to Create More Commercial Real Estate Telephone Enquiry

Action Plan to Create More Commercial Real Estate Telephone Enquiry

In commercial real estate brokerage, the telephone should feature as an essential part of your business processes and enquiry base as an agent in both sales and leasing activity.  When the telephone is ringing with an inbound enquiry, you have plenty of possibilities to convert with new people.  That then can lead to inspections.  (NB…