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 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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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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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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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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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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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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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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How to Best Use Your Time in Commercial Real Estate Brokerage Sales

city buildings on river

It is all too easy to waste time in commercial real estate brokerage.  There are so many things happening each day that threaten the focus of even the most diligent of agents.  Loss of focus leads to a loss of client contact, market share, and commissions.  I guess you know the importance of these things? …

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Brokerage Contact Cycles for Agents

Growth chart for brokers in commercial real estate.

In commercial real estate today, the contact cycles that you create will very likely give you brokerage traction in some form.  You can then ‘tweek’ the contact approach with key people and property owners in your location to grow listing and commission leads over time. You have to start the contact process somehow; that’s the…

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Commercial Real Estate Training Online 263

Commercial real estate audio recording – city at sunset

In today’s podcast program, there are 3 sections for you.  All quite important for the traction that you need as a broker or agent this year. 1. How to create quality marketing programs, 2. A guide to personal broker marketing online, 3. How to neutralise the competition brokers in your area. Commercial real estate training…

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