Commercial Real Estate Sales Skills Resources by John Highman
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…
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…
Exactly why would people see you as relevant and different as an agent in commercial real estate brokerage in your town or city? It is an important question to consider and answer. If you are looking for more clients and listings, the answer must be there, and you should believe it. You are part of…
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,…
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…
The longer that you work in commercial real estate brokerage, you will encounter a good variety of pressure and difficulty when it comes to listings, negotiations, transactions, and deal momentum. A fact-finding process should apply to all client discussions, listings, negotiations, and transaction documentation. (NB – you can get plenty of negotiation tips in our…
In commercial real estate brokerage, you will meet plenty of people and engage in many different business situations. People create business, and people should be at the center of any business model for agents and brokers. Relationships create opportunities. Trust is also part of the equation. There will be brokerage opportunities potentially available through all…
Every agent is looking to win and convert more new listings. The essence of the process is to win better quality listings on an exclusive basis; the general or ‘open’ type listings in any town or city are commonly a waste of time, and they usually only convert through a good degree of ‘luck’. It…
When pitching for a listing, I follow some rules as a guide so I can get the best outcomes from a listing perspective. Those rules are worth sharing. This checklist approach can also help you get better results with your properties and clients. (NB – you can get plenty of listing tips in our ‘Snapshot’…
In commercial real estate brokerage, put some focus into choosing the better buildings and owners in the location to work on and for. Selectivity in this way will help you get some traction in your real estate business. (NB – Learn how to network and prospect in commercial real estate in our free ‘Snapshot’ course)…
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