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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Commercial Brokerage – How to Convert Plenty of Vendor Paid Marketing Monies

city buildings at sunrise

In commercial brokerage, the monies that you raise from the client as part of the listing process are very important to the result that both you and the client seek.  Sure, you can list a property without marketing funds, but the momentum with inspections and inquiries will be lower.  A poorly promoted property will stay…

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A Critical Weekly System for Attracting New Business in Commercial Real Estate Brokerage

city buildings in Hong Kong

In commercial real estate, every broker or agent should have a specific prospecting model that they work to each week as part of attracting good quality clients and listings.  The specific nature of the model will allow each agent and broker to refine activities and results when it comes to property choices and listing strategies. …

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Commercial Real Estate Brokers – 4 Loyalty Marketing Strategies

city skyline at sunset

Your database in commercial real estate is perhaps the most important business tool that you have.  That list of people and contacts should be accurate in every respect and growing in a continual way.  (NB – you can get plenty of database tips in our ‘Snapshot’ course right here – its free) If you are…

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Commercial Real Estate Brokers – Ways of Working with Your Clients Property Challenge

city at sunrise

Help with the client’s property challenges at the earliest stages.  It is a simple idea, but it is so important in our commercial property industry.  Stay ahead of the client’s property situations and choices.  Help them see the next property choice before they move to it.  Be fully aware of the client’s property portfolio and…

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Easy Ways to Establishing a VIP Client Group

city buildings and view

In commercial real estate brokerage, you should build a VIP group of people within your database. You can serve that group specifically and directly with tuned property information of relevance. Having worked with many different types of clients over the years, I have seen some strange situations and have worked through some difficult client challenges.…

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The Essential Marketing Brand Strategy for Commercial Real Estate Brokerage

city high rise buildings

You are your ‘brand’ in commercial real estate brokerage.  Like it or not, people will assess you and your skills before they choose to do business with you, and that is regardless of the brokerage that you work for.  (NB – you can get plenty of marketing ideas for commercial real estate right here in…

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Commercial Real Estate Marketing – Tailor-made Marketing Solutions for Clients

city buildings at sunrise

In commercial real estate brokerage sales and leasing, every listing pitch and presentation should focus on a tailor-made marketing strategy that is specific to the property. Consider how you can utilise specific and different promotional tools to attract the desired target market in new and relevant ways; go deeper into your marketing. (NB – you…

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How Success Breeds Success in Commercial Real Estate Brokerage

city high rise buildings on river

The successes that you create in commercial real estate brokerage can be a foundation from which to expand your market share and client base. Every successful sales or lease transaction can be something to communicate back to the market, and share with interested parties such as business leaders and local investors. (NB – you can…

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