Planning the Strategy of Client Contact and Prospecting New Business

city buildings at sunset

In commercial real estate brokerage, and as an agent or broker, you need to get in front of plenty of people as part of an ongoing contact and prospecting model. Connecting with the right people is part of the equation, so there are choices to be made with that. However, relevance is also something that…

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7 Essential Commercial Property Leasing Strategies

book about Commercial Real Estate Leasing

Commercial leasing is one of those things where it puts us in contact with landlords in a valuable ongoing way.  The tenant database that you are nurturing and growing now will help greatly with landlord services in leasing and tenant mix optimization.  In any larger property, the process of tenant selection should not be looked…

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How to Do a Full Property Market Analysis in Commercial Real Estate

city view, listing skills.

When you are about to take on a new listing or undertake a listing presentation with a potential new client, it is critical that all the identifiable impacting factors relating to the property are found and looked at.   That involves a full market analysis of the zone and the property types.  Know the facts before…

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How to Find More Local Property Clients in Commercial Real Estate

city buildings at sunset

In commercial real estate brokerage, the new business process involves a dedicated approach to reaching out to new people in meaningful ways.  We all know who to talk to, and yet the discipline needed to make things happen personally is sadly missing in most agents diary each day.   Knowing who to talk to and then…

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The Proven Route to Success in Commercial Real Estate Brokerage

city buildings in Hong Kong

In commercial real estate brokerage, there are many ways to achieve positive results and success at a personal level.  In saying that, some strategies are consistently common in the industry and you should know what they are for your location; look at the best top agents and brokers and you will see how things are…

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Strategies for Getting in Front of More Clients in Commercial Real Estate

city at sunrise

In commercial real estate brokerage, you need plenty of current and new clients to work with on a regular basis; that ‘pipeline’ is fed by prospecting for new business.  There is no shortcut there.  The cycle of activity for most property clients and prospects in commercial real estate is relatively long; it can be months…

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How to Create Persuasive Communication in Real Estate Prospecting

city buildings at sunset

The prospecting process is so important for commercial brokers and agents.  There are things to say and do as you build rapport with property prospects and clients.  If your real estate business is struggling, look at the new business contact processes that you are running with now, and be more relevant and persuasive. Of course, there…

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Telephone Tactics for Salespeople – Cold Calling Strategies

city buildings at sunrise

The telephone is perhaps the most important business tool that you can use in commercial real estate brokerage.  It is efficient and cost effective at a personal level; you can make plenty of calls every day quite easily.  It is the best way to contact lots of new people, and potentially those prospects that you…

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How to Set Strategic Goals in Commercial Real Estate Leasing

city buildings on river

As a leasing expert in commercial real estate, you should have a few well considered and active strategic goals to help you grow market share. The word ‘strategy’ is important here as it relates to the critical elements of the property market and the leasing processes that you apply to things. Active elements of strategy…

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How to Set Professional Fees in Commercial Property Management

buildings on city river

Learn how to consider all the facts in commercial real estate property management.  Set your fees in the right way allowing for the pressures of the client, the property, and the location. In this video I talk about the various ways to look at fees and how to compare the important factors of property control.…

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