Commercial Real Estate Sales Skills Resources by John Highman
Sometimes we over complicate the commercial real estate business. We commonly do too many things and spread ourselves across lots of listings and clients, only to find that commissions and conversions are a struggle or too low. At the end of a given week, you soon realize that you didn’t get all of the traction…
Send the right message to the people in your contact list in commercial real estate. Make the contact yourself. So many brokers and agents use ‘other people’ and even call centres to canvass and contact the people in their database. It is a bad move; it is disrespectful and shows the people in your database…
Every broker or agent should have a sales plan that they understand and action every day. It is a personal commitment. That plan should push them towards the right people and the quality listings in their territory. It is simple logic, and not hard to understand or implement; yet I see so many salespeople…
In commercial real estate brokerage the focus that you have on prospecting and new business generation will help or hinder your career. A lot depends on how you establish your prospecting model and how you keep it running in a regular ongoing way to attract the right clients and the right property listings. (NB –…
The pressures of the property market will always flow into commercial real estate transactions. Sales, leasing, and property management transactions are all impacted by prevailing market pressures and conditions. (NB – you can get our commercial real estate course on marketing and client connections right here) So you are the agent or broker looking…
Trust is one of the most important attributes that you should develop in commercial real estate brokerage and take with you through your career. The trust that you can develop with your clients and prospects will be the foundation for respect and ongoing interaction. They are the clients and the prospects that are likely to…
When you consider all of the variables in commercial real estate brokerage sales, you will see that there is a distinct process and a series of stages to be worked through. That then can be called the ‘sales communication process’, and it should be refined and optimized by each and every broker or agent. When…
In commercial real estate brokerage, the awareness that you have of current market trends will impact your ability to pitch, present, and convert new listings. That market awareness will give you confidence, and confidence is ‘king’ when it comes to new business today. In simple terms you must be more confident than the competition about…
Your commercial real estate listing presentation should be refined and improved over time. Given that many listing opportunities are highly competitive, your listing pitch and presentation needs to be of the highest quality and of the greatest relevance. Most clients and prospects today will do their research as part of inviting you to a listing…
The commercial property market will shift and change many times throughout the year. There will be peaks and troughs in property performance and availability within certain locations and within certain property types. Your property zone or territory will be changed. The interests of investors and tenants will also change throughout the year. So your career…
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