Commercial Real Estate Sales Skills Resources by John Highman
In the role of a commercial real estate agent, take the time to understand what is happening in your property market and where things may be headed from a supply and demand perspective. Look to the future for leads and ideas when it comes to property sales, leasing, and property management. (NB – get our…
When you have an investment buyer on your enquiry books or in your database for investment property, then work the person and their purchasing opportunity deeply in a relevant and real way. Service them comprehensively; show them all of your listings that match their needs. (NB – you can get our free course on commercial…
In commercial real estate brokerage there are a few things that you should watch and track in team performance, particularly if you are running a team of people or if you are tracking your own results. By watching the indicators, you get an idea of what is happening around you with listings, prices, rents, and…
In commercial real estate brokerage, you can get feedback from a number of directions. Importantly that feedback you seek should be from the people and the channels that matter. That feedback is from the experienced people that are already ‘market achievers’. Don’t look to inexperienced sales managers or your brokerage peers for that feedback. When…
Throughout the year there will always be shifts and changes in the commercial property market in any town or city. That being said, there are always some reliable business opportunities to be obtained in those changes, if you know how to look for them. Don’t let the pressures of the property market frustrate your progress…
In commercial real estate agency, the investment sales part of the market is quite special. It is the place where you will find the investors and their requirements of property performance. If this is your market segment, then it is wise to consider how you can build your personal profile with the right people. Finding…
In commercial real estate brokerage, you should have a significant database of qualified prospects and clients that you are working with comprehensively throughout the year. Regular contact into the database at a personal level will help you build the right relationships with the right people. Work your database list selectively with a bias towards quality…
In commercial real estate brokerage, your database should be captured into a ‘cloud based’ software program that manages your pipeline of clients and prospects in both activity and opportunity. A ‘cloud based’ program will allow you to add to and access your programs anywhere and at any time. (NB – you can get our Commercial…
In commercial real estate brokerage there is a good degree of documentation and paperwork in any average transaction, be that in brokerage sales or leasing. The paperwork that you create in brokerage should be reflecting the factors of the transaction and intentions of the parties. That documentation needs to be accurate in every way possible….
There are plenty of ways to list commercial properties but in saying that, the focus should always be on exclusivity each and every time. Exclusive listings are easier to control and convert into opportunities. Open listings conversely are convenient for the client or the broker, but there is typically little control on the property through…
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