In commercial real estate, clients are everything and should form the basis of your business and ongoing prospecting activities. There are ways to do that faster and achieve better results than the averages. Get your client contact system underway and you will find the right people, listings, and transactions all waiting to be converted. Here…
In commercial real estate brokerage, some clients are more valuable to you, and those clients should be segmented off and communicated with differently. In that way, you can build higher levels of conversion with better classes of property and transaction activity. Think about these questions: How many VIP clients or prospects do you have now?…
Every commission that you want to earn in your career as a broker or an agent in the future is currently in someone else’s pocket. On that basis, you need plenty of clients to serve, and those clients need to trust you as the expert for the location. You will also need plenty of prospects…
In commercial real estate brokerage, and as an agent or broker, you need to get in front of plenty of people as part of an ongoing contact and prospecting model. Connecting with the right people is part of the equation, so there are choices to be made with that. However, relevance is also something that…
In commercial real estate brokerage, there are very likely to be some key accounts in your city that need special attention over time and in certain ways. In the bigger brokerages, it is common to have key account managers to assist in the client engagement process. Experience and market coverage support the process. Why do…
It takes time to build customer value and loyalty in any industry. Customers and clients are at the centre of most if not all property activity; given that rule, you want prospects and customers to remember you at the right time as they consider property choices and change. How well do you know your clients…
Who are your important clients in your property management portfolio? They are the clients that own the better buildings, several buildings locally, and or pay the larger fees for management services. Know how many of these people that you now service and understand their investment focus. (NB – you can get plenty of commercial property…
As I talk with many different commercial agents and brokers around the world. I see the age-old problem of daily diversions and distractions. Recently I was in Hong Kong running a workshop on Commercial Leasing. It’s interesting to note that the property industry is not that much different country by country. Sure, the market indicators…
In commercial real estate brokerage the VIP customers that you find and nurture over time will likely be your best customers. They will be the sources of referrals and repeat business across sales, leasing, and property management. There is a well-known business formula that has been quite popular over the years called the ‘Pareto Principle’. …
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