Commercial Real Estate Sales Skills Resources by John Highman
In commercial real estate brokerage sales and leasing, every listing pitch and presentation should focus on a tailor-made marketing strategy that is specific to the property. Consider how you can utilise specific and different promotional tools to attract the desired target market in new and relevant ways; go deeper into your marketing. (NB – you…
As a broker or agent you should regularly brainstorm your activities and results in sales, leasing, marketing, listings, and client activities. Don’t wait for the property market or the people to find you and your services. Develop special skills of prospecting and also review your activities in marketing, client contact, referrals and listing activity….
When it comes to listings, one important fact should be understood and remembered in commercial real estate brokerage. It is simply that high-quality buildings produce better levels of interest and enquiry and on that basis more inspections over time. (NB – you can get plenty of prospecting and canvassing tips in commercial real estate brokerage in…
In commercial real estate brokerage, the buyers that you work with should be qualified, understood and serviced with focus. When you have a buyer, you can work with the opportunities. There is a formula to remember here; when you have high quality listings, you will find more enquiry coming your way and that is…
In commercial property sales and leasing today, be selective when it comes to working with new clients and prospects. Choose the right people to work with, and particularly those with the relevance for your location and property type. (NB – you can get more commercial real estate broker tips and ideas right here) Some…
In commercial real estate brokerage, it is important if not critical to maintain accurate local sales data relating to the location, the precincts, the building types, and the brokerages. In that way, you as the broker or agent can fully observe trends and changes. You can then adjust your prospecting and negotiation models. (NB –…
The level of competition in commercial real estate brokerage is consistent and relentless. Plenty of other agents and brokers are looking to take your listing and your clients. Consistency is required to consolidate a client relationship and a new business opportunity. Get closer to your clients and establish trust over time. Put your clients at…
When it comes to servicing your clients in commercial real estate, you can be a valuable and regular source of local property market information, or you can be ‘sporadic’ like many other ‘ordinary’ brokers. There is a choice here that is so logical from a customer contact and business perspective. Knowledge and information about property…
In commercial real estate brokerage, you can be ‘generically similar’ to all other brokers and agents or stand out as a ‘specialist’ locally. When you are that ‘specialist’ you add far more value to your clients and prospects, particularly in resolving issues with properties both in sales and leasing. The ‘specialist’ approach is by far…
Most commercial real estate brokers and agents are very ‘ordinary’ when it comes to personal marketing and promotion. They just do the general things like advertising properties on the portals, and talking to people. They then overlook the importance of online marketing as part of building their brand strategically; that is their brand for the…
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