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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The Vital Roles of the Salesperson in Commercial Real Estate Brokerage

city buildings on river

In commercial real estate brokerage, each salesperson has a series of roles to play.  Many of those roles are critical in the team and are vitally important to the brokerage results.  Priorities are required for the roles and tasks associated with both listings and clients; that is by zone, by property type, and by territory…

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17 Essential Ways to Assess Shopping Center Performance

Retail shopping mall and escalators

There are some key factors to watch and assess in shopping centre performance.  Some of them are linked.  There are also some stakeholders to the shopping centre performance process.  A good shopping centre manager knows what to look for and shape over time when it comes to asset performance and the people involved. (NB –…

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How to Build a Fortunate Career in Commercial Real Estate

city buildings on river

A career in commercial real estate can be rewarding in so many ways.  The process is personal and requires diligent effort.  Does this sound interesting to you?  There is a formula here to understand and to develop over time if this is your preferred career.  Business skill and discipline is required.  Short-cuts do not apply.…

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The 6 Things to Know About Landlord Contact and Opportunity in Commercial Real Estate

city buildings on Hong Kong harbour

In commercial real estate brokerage, the landlords in any town or city are welcoming of ongoing contact with brokers and agents.  The fact of the matter is that those landlords need help with rentals, leasing, tenant mix, and lease negotiations.  That is an opportunity in waiting for the astute leasing agents. (NB – you can…

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Podcast 264 – Commercial Real Estate Online

Hong Kong Harbour at sunset

In this podcast, 1. The importance of Practice and role play in a brokerage team, 2. The Sales Growth Metrics to monitor, 3. The 7 Habits of top Brokers and Agents. Commercial Real Estate Training by John Highman. MP3 File

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Commercial Real Estate Brokerage – The Secrets of Super Team Structures

3 business people talking

In your commercial real estate brokerage business, you will find that there is a definite advantage to be gained in pairing up some of the ‘front-line’ people within your greater sales and leasing team.  That pairing process can help them work specific locations, suburbs, and streets, with the property types, and service specialities.  I call…

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4 Ways to Refocus Your Commercial Real Estate Business

city buildings and Hong Kong harbour

There will always be challenges in commercial real estate brokerage, across sales, leasing, and property management.  Those challenges will be both personal and brokerage related; you work in the middle of a churning and changing property market, so adjust and stay on track through all transactional pressures and shifts.   Frustrations will always evolve when…

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Tenant Targets in Retail Shopping Center Leasing

shopping center leasing chart

The retail part of the investment property market is quite special given the types of landlord clients and the tenants you must work with and help.  I have said many times before, that ‘retail’ is unique as a property type, given the occupancy factors that influence leasing decisions in shopping centres and stand alone ‘shops’.…

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