Real Estate Prospecting Plan for Commercial Real Estate Brokers and Agents

city at sunset

If you want to get traction in your real estate business, a prospecting and new business plan is required at a personal level.  That can be difficult for some newer agents or brokers given that there are so many things to do each day.  In this video program, I want to share the systems behind…

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4 Ways to Get Better Marketing Results in Commercial Real Estate Brokerage – Chart

commercial real estate broker marketing chart

The things that we do in commercial real estate all hinge around listings, clients, prospects, and promotion.  So when you consider these things a bit deeper, you soon see that the way to build your real estate business is to focus on marketing first and foremost. There is an old saying in our industry that…

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4 Step Branding and Marketing Strategy in Commercial Real Estate Brokerage

city high rise buildings on river

In commercial real estate brokerage, your brand is a big part of your success over time.  That brand is both personal and business based; it should consolidate and grow in a positive way.  What is the target here?  You want people to remember you and contact you when they get to a property challenge or…

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Commercial Property Marketing – A Listing Focus Chart

Marketing Chart for Commercial Real Estate Brokerage

The listing process in commercial property today is competitive, so every exclusively listed property should be uniquely promoted to the target market of buyers or tenants as the case may be.  In this chart by John Highman, you can see the three important elements of property promotion that we should never forget. Review all of…

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Comprehensive Marketing Checklist for Commercial Real Estate Brokerage

city buildings at sunrise

When you have a commercial property listed for sale and release to the local property market, there are plenty of things you can do in attracting the right buyers and business people to the listing over time.  Defining the target market early in the campaign planning process is quite important.  From that point on, there…

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How to Reinvent Good Quality Commercial Property Marketing

City buildings on river

All too often you see commercial or retail properties advertised for sale or lease with a soft message or a very mediocre advertising layout or property description.  The fact of the matter is that many property agents and salespeople have no real training in creating high-quality advertising copy.  That then creates a problem in the…

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How to Use Mailing Lists in Commercial Real Estate Brokerage

city buildings on river

Your mailing list is a valuable business tool to be fully optimised and used in commercial brokerage.  You can establish your personal ‘brand’ locally, build a level of respect in your market, and attract new business in the form of clients and property listings. (NB – you can get plenty of mailing list ideas in…

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Commercial Real Estate Brokerage – How to Achieve Marketing Excellence

city buildings on river

In commercial real estate brokerage, it is all too easy to spread your new business and client focus far and wide across large areas and all property types; the consequence of that is you can lose focus.  The brokers or agents that are ‘broad’ or generic marketers generally do not command market share and consequently,…

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Action Plan to Create More Commercial Real Estate Telephone Enquiry

city buildings in Hong Kong

In commercial real estate brokerage, the telephone should feature as an essential part of your business processes and enquiry base as an agent in both sales and leasing activity.  When the telephone is ringing with an inbound enquiry, you have plenty of possibilities to convert with new people.  That then can lead to inspections.  (NB…

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Get the Client to Think of Exclusive Listing Benefits

city buildings on river

When you are pitching for a listing, get the client to think about the real benefits of your ideas and your recommendations.  Your ideas should stand out beyond that of your competitors.  Match your ideas to the property situation, and the target market.  Have some stories to tell as part of engaging the clients thinking.…

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The 9 Critical Sales Skills in Commercial Real Estate Brokerage

office buiding and car park

There are certain skills in commercial real estate brokerage that you do need to work on and improve over time.  They are the critical sales skills that evolve at a personal level, and they exist across sales and leasing activity. (NB – you can get more sales tips and ideas for commercial property in our…

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Creative Marketing Strategies for Commercial Brokers

city buildings at sunrise

When you have listed a commercial or retail property for sale, the real work starts.  The promotional campaign is the ‘make or break’ strategy to pull in the enquiry.  You are the person to build the promotional strategy and make it work. (NB – you can get plenty of marketing ideas in commercial real estate…

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8 Ways of Mastering Commercial Real Estate Brokerage Market Share

city buildings at sunrise

When you consider your town or city, there will be zones allocated to you as a broker or agent, and those zones will be for generating specific new business in commercial real estate sales or leasing.  The zone or territory doesn’t need to be too big, but it does need to contain reasonable levels of…

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Guide to Commercial Real Estate Buyer Attraction

advertising and marketing report by John Highman

In commercial real estate brokerage, the property buyers for a location will be valuable in creating inquiry, inspections, negotiations, and contracts.  The key question is ‘How do you attract plenty of buyers for a property listing?’   When you have database that is loaded with carefully selected and nurtured buyers, then you have a good chance…

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How to Make Profitable Cold Calls in Commercial Real Estate Brokerage

city scene book cover showing cold call efficency

As the commercial property market changes, technology evolves and grows.  The telephone is now even more critical as a business tool than ever before.  Just about all your clients and prospects and clients have a cell phone or office location.  Your job is to do the research, get the number of the person or the…

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10 Ways to be Relevant and Real in Commercial Real Estate Brokerage

City view at night

Exactly why would people see you as relevant and different as an agent in commercial real estate brokerage in your town or city?  It is an important question to consider and answer.  If you are looking for more clients and listings, then the answer simply must be there, and you should believe it.  You are…

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Networking Opportunities that Matter in Commercial Real Estate Brokerage

People jumping on dollar symbols

In commercial real estate brokerage today, there are plenty of people to connect with in your town or city. Every broker or agent should have a specific networking strategy as part of their prospecting and database model. In this slide presentation, John Highman shares some key ideas relating to communication and networking with the right…

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Why You Should Understand Your Commercial Clients Comprehensively

city buildings on river

In commercial real estate brokerage, your clients will have specific targets that they are wanting to achieve with their investments over time.  As the property specialist, you can and should help with that.  You can work with the client’s requirements and shape the outcome.  (NB – you can get plenty of commercial real estate client…

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