How to Use Mailing Lists in Commercial Real Estate Brokerage

city buildings on river

Your mailing list is a valuable business tool to be fully optimised and used in commercial brokerage.  You can establish your personal ‘brand’ locally, build a level of respect in your market, and attract new business in the form of clients and property listings. (NB – you can get plenty of mailing list ideas in…

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Commercial Real Estate Brokerage – How to Achieve Marketing Excellence

city buildings on river

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,…

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Working with Business Owners as Clients in Commercial Real Estate Brokerage

city at night

Let’s say you have just started a career in commercial real estate brokerage.  Where do you find new opportunities for listings and commissions?  In the first instance, the best way to get started is with local business owners.  You can use the business telephone book for your location to get things started.  Make cold calls…

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How to Qualify a Commercial Property Clients Needs and Expectations

city skyline at sunset

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. (NB – you can get plenty of qualification ideas in working with clients in our Snapshot program right…

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Fee Structures for Commercial Property Management

high rise commercial office buildings on skyline

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 then happens…

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Resolving the Opportunities of the Tenant Mix in Shopping Malls

shopping mall and escalators

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. (NB – you can get plenty of tenant mix tips for retail shopping malls in our Snapshot…

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Commercial Real Estate Overpriced Listings are a Financial Crisis

commercial real estate city skyline

All too often we see or have property clients with overpriced commercial real estate listings.  Some of those listings may even be on our 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. (NB –…

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How to Cultivate Your Market Share in Commercial Real Estate Brokerage

city scene buidings and river

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…

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Commercial Real Estate Cold Calling Scripts

business woman making calls

Telephone prospecting in commercial real estate is so important for all brokers and agents through their career.  Make more calls, and practice the process.  In this audio program below, John Highman shares the ideas behind making this new business process a key strategy in winning clients and listings. If you are looking for more listings…

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Hot Buyer Strategies for Commercial Real Estate Brokerage

city buildings at night on harbour

In commercial real estate brokerage, you need to treat every buyer with selective commitment.  Ask the questions first with any enquiry.  You need to know what they are looking for when it comes to property, timeliness, location, improvements, and budget.  (NB – you can get plenty of ideas that help with property buyer control in…

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How to Create a Commercial Property Management Listing Kit

city view for commercial property management

If you specialise in commercial or retail property management then you should have a listing kit with you to use at any time with clients and prospects.  Some of the kit can be in hard copy and the balance of the kit should be in the ‘cloud’ for ‘drawing down’ when you are talking to…

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Ways of Affirming Investment Objectives for Commercial Real Estate Clients

city buildings at sunrise

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…

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259 Commercial Real Estate Snapshot

city at night

There are always different ways to personally improve as a commercial property broker or agent.  Certainly, your property speciality and location will have something to do with your focus on business growth, but do establish a personal improvement program that you can work on each day.  In this audio program on the podcast, I share…

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Action Plan to Create More Commercial Real Estate Telephone Enquiry

city buildings in Hong Kong

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…

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Improving Landlord Services in Commercial Real Estate Brokerage

2 business people standing

In commercial real estate brokerage, the landlords that you know and serve will provide you with significant opportunities over time.  Those opportunities will be across sales, leasing, and property management; trust and communication will help you convert that business at the right time.  (NB – you can get plenty of landlord service ideas in our…

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Ways of Looking for Commercial Property Management Answers

city buildings on river

Landlords of investment property always need some degree of help when it comes to commercial property management and leasing.  Look for those landlords and then centre on their problems.  Provide solutions that are clear, specific, and specialized.  It is hard for a client or prospect to ignore relevant recommendations on a property matter.  Go ‘deep’…

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An Action Plan Example for Commercial Property Leasing Agents

city buildings on harbour

When you work as a leasing agent, there are plenty of things to do daily.  There are tenants and landlords to talk to.  There are conversations to make with the right people.  Information leads to opportunities.  (NB – you can get plenty of commercial real estate leasing tips here in Snapshot – its free) A…

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Get the Client to Think of Exclusive Listing Benefits

city buildings on river

When you are pitching for a listing, get the client to think about the real benefits of your ideas and your recommendations.  Your ideas should stand out beyond that of your competitors.  Match your ideas to the property situation, and the target market.  Have some stories to tell as part of engaging the clients thinking.…

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