Leasing Commercial Property Guide for Brokers and Agents

city buildings on Hong Kong harbour

The leasing process in commercial real estate is simple and easy.  Vacancies exist in your location, and those vacancies can be a focus of your prospecting and marketing.  There are landlords that need your help with solving those vacancies.  There are tenants that require relocating.  Your job is to match those people into properties and…

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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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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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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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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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How to Achieve Cold Calling Excellence in Commercial Real Estate Brokerage

Cold call contact checklists in commercial real estate brokerage

Over time I have written about, and spent a good deal of focus on cold call systems and processes.  In commercial real estate brokerage, the telephone is such an important part of finding and generating new clients and listings.  The telephone is convenient and cheap to use; a process of making more calls is required.…

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How to Improve Leasing Skills Faster in Commercial Real Estate Brokerage

city buildings on Hong Kong harbour

If you are a professional leasing agent working with commercial and retail property owners, there are certain skills to grow at a personal level, and particular focus points in your business to optimise.  You can of course work with both landlords and tenants with their leasing requirements.  Either ‘channel’ of business has opportunities.  Size and…

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Action Plan for Leasing Agents

city buildings on river

The leasing process in commercial real estate can always give you plenty of leverage with market share in sales or property management.  The fact of the matter is that there are always landlords and tenants out there with occupancy issues.  Vacancies can be worked on and tenants can be relocated.  Behind both of those issues, …

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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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The Importance of Working Tenant Advocacy Opportunities in Commercial Real Estate Brokerage

city buildings on rivers edge

When you look at the property leasing market in any town or city, there are tenant advocacy opportunities to be worked.  In saying that, it is always preferable to work with the larger tenants and the better quality properties from the position of a ‘tenants advocate’.  Smaller tenants can waste your time and your money. …

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3 Facts to Improve Leasing Opportunities in Commercial Real Estate Brokerage

city buildings on river - leasing strategies report

When you think about it, there are plenty of commercial property leasing opportunities in most towns and cities.  A leasing transaction can and usually will put you in front of business owners and landlords.  A single leasing transaction today can open up into many other things over time; it is just a matter of who…

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Commercial Real Estate Brokerage Report – How to Create More Listings with Better Proposals

city buildings on river

When you are pitching for a listing, be it in commercial property sales or leasing, there are many things to cover-off and talk about with the client.  At the top of the list will be the client’s property and their immediate challenge.  There are things that you must know as part of that process.  (NB…

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4 Ways to Find More Tenants in Commercial Investment Property

the tops of city buildings on skyline

Tenants are the lifeblood of investment property performance.  Landlords look for quality tenants and income stability.  Put some selectivity into your tenant canvassing and placement process.  Look for the better tenants locally and then drive their interest towards your services and or properties. (NB – you can get plenty of tenant prospecting tips in our…

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Commercial Real Estate Brokerage – How to Solve Negotiation Objections Faster

city buildings commercial real estate negotiation

In commercial real estate brokerage, there are many phases of any sale or lease transaction where negotiation pressures and objections will occur.  It is a good idea to have a ‘base strategy’ to use with any objections that may arise.   Take control of the matter and work through the alternatives for the best outcome for…

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