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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Commercial Real Estate Cold Calling Scripts

business woman making calls

Telephone prospecting in commercial real estate is so important for all brokers and agents through their career.  Make more calls, and practice the process.  In this audio program below, John Highman shares the ideas behind making this new business process a key strategy in winning clients and listings. If you are looking for more listings…

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Market Share Tools for Commercial Real Estate Brokers

city buildings at sunset

Commercial real estate is competitive in any town or city.  Market share and territory control are good goals to work to.   Other strategies to pull into the process would include listing exclusivity, vendor paid marketing, and online marketing; everything can be improved when you think about it.  Strive to be better than your competitors…

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Effective Strategies to Win Commercial Real Estate Listings and New Business

city view and bridge on river

In the role of a commercial real estate agent, take the time to understand what is happening in your property market and where things may be headed from a supply and demand perspective.  Look to the future for leads and ideas when it comes to property sales, leasing, and property management. (NB – get our…

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Tips to Avoid Time Wasting in Commercial Real Estate Brokerage

city at sunset

In commercial real estate brokerage, there are some things that you must do yourself and those things cannot typically be delegated.  In simple terms, you must get involved with your property market in a complete and thorough way; you must know the people and the businesses in the location.   Don’t procrastinate, but get involved…

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Systems to Follow in the Sales Communication Process in Commercial Real Estate

commercial investment property

When you consider all of the variables in commercial real estate brokerage sales, you will see that there is a distinct process and a series of stages to be worked through. That then can be called the ‘sales communication process’, and it should be refined and optimized by each and every broker or agent.  When…

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Action Planner for Commercial Real Estate Brokerage

city scene of office buildings

The actions that you take today in commercial real estate brokerage will impact your listings and commissions over time. That is why you should base your business activities around specific actions strategically and directly.   You can track and shift your action focus when you see the results that you are achieving, and the changes…

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How to be an Expert of Choice in Commercial Property

To get plenty of traction with both listings and clients as a commercial real estate broker, you really do need to be expert of choice for your location. By location I mean your town or city and particularly the precinct where most of your new and existing business would be coming from. You will know…

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How to Launch Your Successful Commercial Real Estate Career

business woman smiling

In commercial real estate brokerage today, the property market will change throughout the year in many different ways. You can work with those factors of change to tap into new clients and new listings. It is a matter of understanding how the market is changing and how you can match those variations into your professional…

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How to Get the Hard Stuff Done First in Commercial Real Estate Brokerage

business woman sitting at desk with coffee in hand

There will always be new property challenges to work through every day with property listings and clients in commercial real estate. Behind every property challenge there will be a potential commission opportunity to be worked on and converted. Some property transactions are easier to convert than others so some discretion and choices should be considered…

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4 Cold Calling Tips for Commercial Real Estate Brokers Today

Cold calling is one of those things that many agents and brokers hate.  They simply don’t have the skills and or discipline to get the process under control.  That one simple fact leaves a lot of new business ‘on the table’ for those brokers that can master the art of contact prospecting. (N.B. these templates…

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How to Get More Commercial Real Listings for Less Effort Based on Trust

In commercial real estate brokerage, the levels of trust that you create with the right people will always help you grow your listing opportunities. Whilst many people may know you as the local broker or agent, they may not know you well enough to trust you when it comes to dealing with a property challenge.…

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How to Set Negotiation Rules in Commercial Real Estate Brokerage

city buildings

The process of negotiation is quite special in commercial real estate.  So many parts of the business are impacted by negotiation between the parties.  For example: Winning an appointment with the property owner – It can take a lot of telephone calls and letters to open the door on a meeting with an investor or…

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6 Steps to Outline a Sales Business Plan in Commercial Real Estate

city buildings on river

In commercial real estate brokerage, the sales plan that you create will be the basis of your business growth and income creation. Every broker and agent should have a specific sales plan that is personally focused on building opportunities over time.   The plan should also be variable as the year will bring with it changes…

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The Importance of a Winning Mindset in Commercial Real Estate Brokerage

Commercial real estate brokerage will always be competitive and somewhat challenging, however there are the opportunities up for the taking in most towns or cities.  Be aware of the changes in the marketplace and how you can position yourself competitively and specifically within the property types. Look for the things that have the opportunities.  Link…

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How to Refocus Yourself in Commercial Real Estate Brokerage

Things can go wrong in commercial real estate brokerage and potentially divert your thinking and or efforts.  When that happens you should look at the bigger picture, and then understand how to stay on track and move through the difficulty. Don’t let the pressures of the moment, the issue, or day take over your bigger…

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Sales Force Factors to Focus on in Commercial Real Estate Brokerage

The skills of a sales team in commercial real estate brokerage today are a bit different than the concepts of just ‘selling’.  The skills are unique and special, as are the people to provide those skills. So who are these ‘top grade’ people?  Why are they so special?  Why are they needed?  They are specialists…

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Broker Solutions for Commercial Real Estate Listing Overload

From time to time in commercial real estate brokerage you will get busy with listings.  The important thing here is that you are busy with the right property listings and not just a ‘jumble’ of ordinary and random open listings. When the property market is ‘firing’ you must have your listing stock; when the market…

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