Setting Essential Business Goals in Commercial Real Estate Brokerage

city buildings at night

In this video on iTunes you can learn about the important and critical business goals in commercial real estate brokerage.  Watch the numbers in your activities and local property zone.  Having spent a good number of years in the brokerage ‘game’, these are the numbers that I ‘live by’ personally.   I hope they help you with…

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How to Attract More Sellers in Commercial Real Estate Sales

city buildings on river

Understanding the sellers of property in your location will help you package your commercial real estate services and win many more listings. Winning listings is the foundation of brokerage success.  So, there is a plan and a system that is needed here, and it is a personal thing to work on.  It is an individual…

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Setting Your Prime Prospecting Time

city buildings at sunset

There are many things to consider when thinking about prospecting for new business in commercial real estate brokerage.  At the center of all things will be the time that you commit to the process.   Skills can always be improved when prospecting for clients and listings.  It’s a personal priority for top agents.  The time…

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How to Confidently Use Your Voice in a Sales Listing Presentation – Commercial Real Estate Brokerage

city buildings on river

A sales or listing presentation is a special opportunity to connect with the client.  It is likely that a few other brokers or agents are also chasing the same business and or property, so the connection that you make with the client as part of the presentation is critical in so many ways. In this…

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How to Work Ahead of Deadlines in Sales – Commercial Real Estate Brokerage

commercial investment property

In commercial real estate sales, there are plenty of deadlines to work to as a property is prepared for listing, marketing, and negotiation.  When you have a good number of active listings, the deadlines can then become frequent and frustrating.  In saying that, you cannot be successful as an agent or broker, without working to…

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How to Use Your Voice in a Sales Presentation – Commercial Real Estate Brokerage

city view, listing skills.

In commercial real estate brokerage sales, your voice is important as a business tool.  You have important things to say.  What you say and how you say it will help you convert client interest and move conversations towards a successful result.   Your voice helps you display confidence as part of any property presentation; that will…

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Real Estate Prospecting Plan for Commercial Real Estate Brokers and Agents

city at sunset

If you want to get traction in your real estate business, a prospecting and new business plan is required at a personal level.  That can be difficult for some newer agents or brokers given that there are so many things to do each day.  In this video program, I want to share the systems behind…

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Developing Successful Sales Presentation Techniques in Commercial Real Estate

city buildings on river

In commercial real estate brokerage, you should have a refined and practiced sales presentation technique that allows you to show your true professionalism and relevant ideas to the clients and the prospects that you engage with.  Your sales presentation should be improved over time; practice will help you fast track the process.   So, what is…

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How to Compile Effective Listing Presentation Packs in Commercial Real Estate Sales

city view, listing skills.

As you move around your property market each day and talk to many people, the opportunity will regularly arise where you can pitch and present your ideas related to sales and the marketing of the client’s property.  It directly follows that you should have all your presentation tools and ideas readily available to use and…

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5 Referral Business Ideas for Commercial Real Estate Brokerage

city buildings at sunset

Why not make your commercial real estate business a bit easier?  When I say easier, I mean in finding listings and generating leads.  There are always some good ways to approach the property market and the opportunities that exist.  Referral strategies are part of that.  (NB – if you want more client strategies as a…

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How to Increase Market Share in Commercial Real Estate Brokerage

commercial office warehouse building prospecting ideas

In commercial real estate brokerage, you need a plan and a system to build market share.  The process of building your property business takes time, and a system will support you in progress and results.  The same rule applies in sales, leasing, or property management.  (NB – you can get plenty of market focused tips…

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How to List More Commercial Properties for Sale

city buildings on harbour at sunrise

If you are looking to improve your commercial real estate brokerage business, there are a couple of things to consider from the very start.  The first issue will be who your clients should be, and the other will be where they will be located.  (NB – you can get tips for commercial real estate client…

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Key Account Management Principles for Commercial Brokers and Agents

city buildings at sunset

As you work in commercial real estate and get to know your marketplace, property types, and client list, there will be some facts that will start to evolve with high-value clients and VIP clients that will need to be handled differently.  Some clients have plenty of property to manage, lease, and sell; not all at the…

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What Commercial Property Sellers Look for in Brokerage Services

city buildings on harbour

Understanding the sellers of property in your location will help you package your commercial real estate services and potentially win more listings.  When I say understand the sellers, I am referring to all the challenges and choices that the client may have.  Know those at the issues in your location in the property market today. …

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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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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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