Commercial Real Estate Brokerage – How to Achieve Effective Direct Mail Strategies

In commercial real estate brokerage, the direct mail process has a place and relevance if you are looking to find and convert new business leads.  Certainly emails exist as a convenient communication tool for everyone, but most emails of a marketing nature are deleted very quickly.  If you want your marketing message to be considered,…

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219 Commercial Real Estate Online

Here are some more topics for commercial real estate brokers and agents around the world. In today’s program we cover 1. Common problems with real estate websites, 2. Some effective territory farming activities and ideas, 3. Using marketing postcards in prospecting and networking. These are commercial real estate coaching programs by John Highman. MP3 File

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Commercial Real Estate Brokers – Spring Clean Your Database for Better Results

In commercial real estate brokerage your database can get too large or quite redundant if you do not clean out the old information and time wasting people that do not have any value to you.  The message is that you should ‘flush out’ your database regularly to keep contact information clean and accurate.  A poor…

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Commercial Real Estate Problems are Opportunities for Brokers

In commercial real estate brokerage, a problem is usually an opportunity.  It is just a matter of finding a good number of problems to solve with your clients and prospects.  On that basis you should be watching the pressures occurring in your sales territory.  You can become the pressure relief valve for the clients needing…

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Taking Charge of Your Commercial Property Market

In commercial real estate brokerage, you can let the market come to you (albeit very slowly), or you can take the real initiative and pursue the opportunities vigorously.  There are always things to connect into.  The clients that we serve have many challenges and factors of change. So let’s look at ways you can take…

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Turn Your Clients Into Lifetime Opportunities in Commercial Real Estate

In commercial real estate today the clients that we serve are likely to be in the market for quite some time. They may have property requirements across sales, leasing, or property management. They may also have challenging issues with tenant occupancy, property performance, or redevelopment. A good client can be a great source of future…

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Luck versus Law in Commercial Real Estate Brokerage Success

In commercial real estate brokerage you can be lucky some of the time, but the success that you are looking for comes from diligent effort and hard work.  Good things happen to those agents that put in the time and the focus. It is interesting to note that many agents have little ‘system’ in their…

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Plant Some Questions You Want the Competition to Address

When it comes to positioning yourself as a successful commercial real estate agent in a sales presentation or pitch, plant some questions in the clients mind that you would like your competitors to address.  Good questions can shift the momentum and focus of any presentation in your favour. Questions and ideas in this way help…

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Experience Messages in Commercial Real Estate Agency

To win a listing in commercial real estate agency, show the client that you have relevant and real experience that will help them solve the property challenge.  Don’t be generic; be specific when it comes to your property knowledge and your marketing solutions.  Show them why they need you to help with their property challenge.…

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13 Key Skills Sets to a Successful Career in Commercial Real Estate Agency

A career in commercial real estate agency can be very rewarding for those that work to a plan and develop a real focus on self-improvement.  It is a fact that the commissions made from a single transaction can be very significant however they don’t come easily.  A client has to trust an agent and respect…

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Performance Excuses are Irrelevant in Commercial Real Estate Agency

When you work as a commercial real estate agent for some time you will see that everything you achieve in the industry is up to you.  On that basis, excuses are of no benefit to an agent when things are tough and slow.  Actions and systemization are important factors to underpin commissions and listings. When…

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How to Be An Expert in Commercial Real Estate Leasing

It is a fact that you can earn good commissions from commercial real estate leasing if you focus on the right properties and locations.  To succeed as a real estate agent in this process it is a matter of understanding what tenants are looking for and having a good source of listings to match them…

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Commercial Real Estate Agents – How to Take the Mental High Ground

In commercial real estate agency it is easy for you to be ‘swamped’ by issues and problems.  There are some very challenging people out there that all have their own agendas when it comes to putting a commercial real estate sale or lease deal together. The fact of the matter is that we must remember…

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3 Keys to Cold Calling Momentum and Success

When you work in commercial real estate sales and leasing, the cold calling process is critical to building your market share and your listing business.  If you want more listings and more deals, then making cold calling a key part of your daily diary is critical to the outcomes you seek. Every day cold calling…

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Commercial Real Estate Prospecting – Work Your Old Client List for Opportunity

In commercial real estate agency we can get a lot of new business and listing leads from the previous or older clients that were served by our agency in the past.  All too often I see agents that are mainly focused on finding new clients, totally forgetting the clients that they have served a few…

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Commercial Real Estate Agent Business System

Commercial real estate agents benefit from systematization.  In sales and leasing it is the ‘top agents’ that get really organized. I have put together this special chart for you and my other online friends to download.  Its a simple PDF chart and is all about the things you need to track as part of your…

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Finding the Right Buyers in Commercial Real Estate Sales

Given that the commercial real estate market is under some pressure, you need to be quite selective when it comes to listing top quality properties, and working with buyers.  It has been said that quality listings will bring the buyers to you; that fact remains very true in today’s property market. So you should focus…

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Sales Pitch and Presentation Facts for Commercial Real Estate Agents

In commercial real estate agency today, your sales pitch or your presentation needs to be aligned to the client and the current market conditions.  Every presentation will require a degree of research and property review.  In this way you can be prepared with the right ideas and tools to win the listing. Just about every…

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