What Commercial Property Sellers Look for in Brokerage Services

city buildings on harbour

Understanding the sellers of property in your location will help you package your commercial real estate services and potentially win more listings.  When I say understand the sellers, I am referring to all the challenges and choices that the client may have.  Know those at the issues in your location in the property market today. …

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How to Profile Your Ideal Client in Commercial Real Estate Brokerage

city buildings on river

Understand your commercial real estate client choices and your property market.  Make sure you are focusing your services into the prospects and clients that can offer you the ongoing leads, listings, and reasonable commissions that you require over time.  Brokerage success is achieved through a process of focus and action; clients are part of that. …

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The Role of a Successful Key Account Manager in Commercial Real Estate Brokerage

city buildings at sunset

In commercial real estate brokerage, there are very likely to be some key accounts in your city that need special attention over time and in certain ways.  In the bigger brokerages, it is common to have key account managers to assist in the client engagement process.  Experience and market coverage supports the process.  (NB –…

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Customer Relationship Management System Examples in Commercial Real Estate

CRM systems chart by John Highman

Just about everything we do in commercial real estate brokerage should be evolving around customers and clients.  It doesn’t matter whether you work in sales, leasing, property management, or any other variation of service in the industry, your CRM system should be at the centre of your brokerage business.  (NB – you can get more…

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Cheat Sheet for Finding More Commercial and Retail Tenants – Brokerage Leasing Chart

commercial real estate tenant attraction chart by John Highman

Here is a confession.  I love leasing in quality buildings. A good leasing transaction can lead to more leasing, a sales opportunity, or a property management.  Landlords love professional leasing help with their investments.  That’s a fact. (NB – you can get more commercial and retail leasing ideas and tenant contact systems in Snapshot right…

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Seven Ways of Attracting Clients and Providing Top Commercial Brokerage Service

city buildings on river

It takes time to build customer value and loyalty in any industry.  Customers and clients are at the centre of most if not all property activity; given that rule, you want prospects and customers to remember you at the right time as they consider property choices and change.  How well do you know your clients…

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The 6 Essential Broker Skills in Commercial Real Estate Today – Chart

commercial real estate broker skills

I have spoken at many conferences around the World to Brokers and Agents over the last 15 years about personal skills and focus.  I know that there are just 6 key skills that really matter in our industry, and I tend to encourage brokers to deal with that and address the improvement opportunities personally. When…

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Commercial Real Estate Training Online 265

city at night

Its time for another podcast.  I have recently been in Singapore on business and looking at Shopping Centers, so now things are back to normal.  I wanted to put some topics in this podcast that everyone can use.  So I decided to focus on sales, prospecting, and leasing.  There is something there for everyone.  (NB…

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8 Things Commercial Real Estate Leasing Brokers Must Know

city buildings on Hong Kong harbour

In commercial real estate leasing, you can drive some valuable commission and listing opportunities your way if you specialize in a location and a property type.  Leasing requires a good working knowledge at a personal level of rents, vacancies, and leases.  Across all those factors, you must also know a good number of tenants and…

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Commercial Property Marketing – A Listing Focus Chart

Marketing Chart for Commercial Real Estate Brokerage

The listing process in commercial property today is competitive, so every exclusively listed property should be uniquely promoted to the target market of buyers or tenants as the case may be.  In this chart by John Highman, you can see the three important elements of property promotion that we should never forget. Review all of…

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The Real Benefits of a Tenant Retention Plan in Commercial and Retail Property Management

escalator in a shopping center

A tenant retention program in commercial and retail property management is a valuable leasing and asset management service.  From such a program, you can drive more leasing fees, and keep a client relatively happy with their investment opportunities and property performance over time. The retention strategy ensures that all preferred tenants in occupancy are encouraged…

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6 Fantastic Brokerage Benefits of Commercial Property Management

city buildings on river

When you analyse commercial real estate brokerage as an industry, you will soon see the multi layered benefits in sales and leasing of a professionally skilled commercial and retail property management team. What is the focus here?  A well-serviced property management portfolio will be a stable source of brokerage clients, income, and property listings.  That…

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How to Identify Important Clients in Commercial Real Estate Brokerage

city at sunset

Any commercial real estate business is one of variation and complexity.  Good people with good ideas and skill are required in the team.  There are clients and properties to understand as you probe the market conditions and changes.  Somewhere in that equation will be the opportunity of commissions and listings in your town or city. …

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