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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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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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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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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How to Tap into the Enormous Earnings Potential of Commercial Real Estate Brokerage

city buildings at sunset

If you have chosen to work in commercial real estate sales and leasing, then you will soon know that there is an enormous potential for improving personal earnings and commission growth over time.  Strategies, systems, property knowledge and personal commitment are all elements of the equation for each agent and broker. (NB – you can…

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The 9 Critical Sales Skills in Commercial Real Estate Brokerage

office buiding and car park

There are certain skills in commercial real estate brokerage that you do need to work on and improve over time.  They are the critical sales skills that evolve at a personal level, and they exist across sales and leasing activity. (NB – you can get more sales tips and ideas for commercial property in our…

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Clear Cut Sales Presentation Tactics in Commercial Real Estate Brokerage

city scene of buildings at sunset

While every client in commercial real estate is potentially different; you need some base tactics to use in your sales presentations particularly when it comes to attracting and converting listings.  Those core tactics will help you with the client conversation or the sales pitch; the results are then easier to switch.  You could say that…

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Ways of Improving Customer and Client Conversions in Commercial Real Estate Brokerage

resources in commercial real estate brokerage

As you work with ever more property types and clients in commercial real estate, the challenges will always be there in the local property market when it comes to closing on a listing, a marketing package, or a transaction.  Everything essentially comes down to your ability to effectively communicate your ideas to your clients in…

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Faster Ways to Create More Commercial Property Sales

city buildings under construction

It is a fact that commercial property sales are generally cyclical as part of the overall investment cycles available to property investors today.    There will be peaks and troughs in the property market in any town or city, so a broker or agent should know how to read the ‘cycles’ of investment, occupancy, and development.…

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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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The Brokerage Future is in Top Salesperson Reward and Remuneration Packages

city buildings in sunrise

In commercial real estate brokerage, the members of the sales team are a big part of creating the considerable income for the business from clients and listings.   So, how do you find the best people for working in sales, how do you encourage them, and how do you keep them?   They are big questions that…

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Commercial Real Estate Brokerage – How to Be a Proven Leader

city buildings on river

Property clients like to work with ‘top agents’, or at least those agents that command a good share of the market and know a great deal about the property type for the location.  Commercial real estate is not an ‘experiment’ in investment, but it is a specific asset type that requires agent knowledge and coverage,…

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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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Converting More Vendor Paid Marketing Funds

Commercial real estate audio recording – city at sunset

If you want to get anywhere in commercial real estate brokerage today, you need to know how to pitch for a listing, present to a client, and convert vendor paid marketing funds. The best way to do that is to focus on exclusive control of your listing stock. In that way you can spend more…

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