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 support the process. Why do…
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. Client Contact Matrix Chart …
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. The value that you and I can provide to landlords through a quality leasing process is real. Learn…
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…
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…
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…
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 essential elements of property promotion that we should never forget. Review all of…
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…
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…
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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