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…
Some commercial real estate clients require real understanding when it comes to property choices and investment. You know the local property market, but they know their preferences when it comes to properties locally. Matching their property ‘ideas’ to the ‘reality’ of the property market in your town or city is so important to getting anywhere…
As you work with ever more property types and clients in commercial real estate, the challenges will always be there in the local property market when it comes to closing on a listing, a marketing package, or a transaction. Everything essentially comes down to your ability to effectively communicate your ideas to your clients in…
When it comes to servicing your clients in commercial real estate, you can be a valuable and regular source of local property market information, or you can be ‘sporadic’ like many other ‘ordinary’ brokers. There is a choice here that is so logical from a customer contact and business perspective. Knowledge and information about property…
The best way to move on a property opportunity or client requirement in commercial real estate today is to comprehensively understand your client’s business and investment targets. Given that we work with most clients for the long term, that research is valuable in commissions and transaction timing; spend time in watching the client business situation,…
What does a key account look like and act like in commercial real estate brokerage? That is an important question that every broker and agent must have an answer for. The elements of a key account will differ across locations and within your brokerage, but you must know what this special client looks like and…
When you are establishing yourself in commercial real estate brokerage, look for the right feedback as you work through your property market issues and opportunities. When you win a listing, find out why that happened. When you lose a listing, ask the client about their perceptions and the reasons that loss occurred. Feedback Importance You…
If you lose a listing or a negotiation it is usually because the client has not personally identified with your professional property services. You have not convinced them that you are the right person for the job. Given that most listing opportunities are competitive involving a few other agents on the same property, it is…
The investment sales part of our industry is quite special. In this segment of the market you are dealing with people with high net wealth who understand exactly what they are looking for when it comes to a property type and a location. From a client perspective they are in the ‘VIP’ class of interaction. …
When it comes to listing commercial or retail property for sale or for lease, it pays to set some rules to work with your clients and prospects. If you want to be a Top Agent, then you will need to systemise your client interaction. How can you progress with this? It is all about customer…
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