Commercial Real Estate Sales Skills Resources by John Highman
In commercial real estate brokerage, as an agent, it is easy to focus on the sales part of the property market, but in saying that, it is more productive and better to use a sales checklist as part of that. Why worry about a checklist? It ensures that you are optimising everything you can do…
The opportunities are many in commercial real estate and particularly with sales at any time and in any property market. The results that a person can or will achieve as an agent are largely controllable through personal processes. Top agents are disciplined people and will spend most of their time talking to people about property…
If you are a commercial real estate broker, you know how competitive and challenging the market can be. At this time, plenty of change is going on, so get involved with that change. Choose the best clients to work with and attract over time. They can be your key accounts. Refine your prospecting systems. You…
One of the most effective ways to grow your commercial real estate brokerage business is to make outbound calls to prospective clients. That is central to finding people and property situations that you can assist with. Outbound calls are phone calls that you initiate to potential buyers, sellers, landlords, or tenants in your target market….
A sales canvassing plan in commercial real estate involves people, properties, and precincts. The canvassing plan in sales allows an agent to connect to all those property market elements. Ultimately the target of the process is to win new business. If you want more listings or market share growth as an agent, consider structuring your…
In today’s economy and market, a successful marketing and sales approach for commercial or retail properties requires a solid strategy to generate optimal interest and inquiries. Given the current shortage of property inquiries and buyers, it is crucial to maximise the potential of listing first and, secondly, the incoming inquiries resulting from your marketing efforts….
Many real estate people talk about social media today, and many agents use it as part of their overall marketing strategy. Some facts about social media should be respected regarding commercial and retail property. Let’s do some comparisons to explain the strategy. In residential real estate, social media channels work well; that is not the…
When looking for clients and new listings in commercial real estate, it pays to have a client contact system that centres on ongoing connections and communications. A system like that can be designed to help you stay personally within activity categories. In that way, you can find more people and property situations where you can…
A couple of client types are valuable and easily found in commercial real estate as part of prospecting for new business. They are the investors and business owners. Both categories of people will transact real estate for many different reasons. Make those groups your ‘source code’ for new listings. Talk to people in those groups…
It is important to emphasize that mastering a prospecting model based on cold-calling procedures requires real estate agent expertise in conversational skills and communication systems. There are things to learn and skills to develop. Becoming proficient in making calls and growing conversions can take just a few weeks of dedicated and consistent practice. Many real…
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