Commercial Real Estate Sales Skills Resources by John Highman
There is something here that I want you to understand and use as you proceed with your career. I am a great believer in checklists in commercial real estate brokerage. They are a breeze to use and will help you convert more business. NB – You can get our special reports on Commercial Real Estate…
I have spoken about pitching for listings in many different ways over the years, across sales, leasing, and property management. Relevance is the key to attracting the client’s attention and conversion of the listing. Practice will also help you with that important equation. Sometimes a unique client or property will require a special approach with…
When you pitch and present your listing strategies to a client, are you clear and precise about how the client should move ahead with you and why that is the case? Help the client see that you are the best solution to their property challenge; be special and real to their situation and property asset….
Cold calls are the easiest and best way to build your real estate business. Commercial property owners, investors, and business leaders should be called every day. If you are not doing that, then you are ‘leaving money on the table’. The property market is always under change, and as agents, we should be changing with…
To sell more commercial properties locally in a timely way, you should focus on your listing processes so that all of the hurdles and challenges of the listing are addressed at the front end of the marketing equation. Undertake a program of client conditioning and target marketing. As the industry professional, you are the…
Inbound inquiry is a good thing to have and to work with as you as a local broker or agent market your commercial property listings. Inquiry gives you momentum, and the source of your enquiry will be either your prospecting, listing marketing, and or your database interaction. Get involved in your property market to boost…
Some listings will sell or lease faster than others. In saying that, the facts and feedback that you can put to your client will help in conditioning their thinking to the trends of the local property market. If you have an exclusive listing, then you should devote time to it and the client owning the…
In commercial real estate brokerage, the relationships that you strike with local property people, owners, investors, and developers will help you greatly with your market share for the long term. Understand that fact, and you will know how to improve your real estate business over time. In one way, you become the ‘local property specialist’. …
One well directed and structured commercial property promotion can lead to good inbound enquiry, and an ability for you to ‘cross over’ suitable enquiries into other listings and locations. If the initial enquiry was not fully satisfied on the first listing be prepared to talk about your other listings and locations. Keep the enquiry moving…
The opportunities in commercial real estate sales are always available for the astute and active broker or agent to tap into. A strategic plan of approach, professional skills, and marketing activities will help any agent or broker get traction and improve results. Sales and listing results all lead to commissions over time. Strategy is important….
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