Commercial Real Estate Sales Skills Resources by John Highman
In commercial real estate brokerage, there are things to monitor at a personal level. Why are they important? They are the key ratios and results that matter regarding listings and commissions over time. Over time, those numbers can show you where things are headed and how the property market changes. Those numbers can help you…
There are always people in your location that could sell their property. The active issue is in finding them before other competitors locate that new business. So a ‘sellers list’ approach really does work for brokers and agents. It can be a special part of your database or it can be a separate list. Either…
You can and should use direct mail as part of prospecting for new business in commercial real estate brokerage. It is a fact that letters create more engagement than emails, and letters are now seen as more professional in many respects. If you are looking to structure a new business campaign in your brokerage business,…
In commercial real estate brokerage, the salesperson has some big roles to play in two main things for the business. Those things are the foundations of the commercial real estate business. They are firstly in creating, expanding, and serving the client base, and secondly in building cash flow through specialized services. Both factors are critical…
When you have something to sell or lease in commercial or retail real estate, the listing process and the ways in which you present your ideas to clients and prospects should be carefully planned and considered. You will only have a short time with the client to ask questions and give your ideas. It stands to…
It is very easy to lose time or waste time in commercial real estate brokerage. The pressures of the day, property inspections, the listings, and the clients can easily overtake all your good intentions and planned activities. Somewhere in that ‘pressure’, it is critical that you control some of your time and appointments. You are…
In commercial real estate brokerage, there are plenty of things that you can do with a sellers list. It’s a good foundation of new business opportunities if you do it correctly. Develop the list for yourself and work it deeply for your real estate business. The connections established with property owners as potential sellers in…
There is an advantage to be taken in using the combined experiences of your real estate team within your listing presentations. Sometimes the combined effort and coverage of the sales team is both a leverage and a marketing strength when it comes to commercial real estate sales. If you have good people in your team…
When you list an investment property for sale, there are a number of things to look into and review. Essentially the property should not be taken to the market without all investment factors being checked and available for enquiring parties. Preparation is the key to marketing and converting an investment property sale for a client….
As an agent or broker in commercial sales, there are things to track to ensure that ‘success’ is individually progressive. The scoring process helps you see and structure the future of your activities in the sales process. Some things matter more than others and that is where the numbers tracked can help you with results….
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