All too often we see or have property clients with overpriced commercial real estate listings. Some of those listings may even be on your books now. The fact of the matter is that those listings are a ‘financial crisis’ in brokerage, that will potentially waste a lot of your time and professional skills. It is…
If you want to win more business, listings, and clients in commercial real estate, then you should implement a ‘farming’ process where you can cultivate relationships with the right people and across the right property types. Some of those relationships take months if not years to bring in the results, so establish the process of…
In commercial real estate brokerage, you need to treat every buyer with selective commitment. Ask the questions first with any enquiry. You need to know what they are looking for when it comes to property, timeliness, location, improvements, and budget. (NB – you can get plenty of ideas that help with property buyer control in…
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…
The strategy behind growing commercial property management fees will always be something separate and different to the commissions and the fees that you can get from sales and leasing activity. Any real estate brokerage business plan and team structure should consider the different fee types and the unique strategies required to grow those channels of…
While every client in commercial real estate is potentially different; you need some base tactics to use in your sales presentations particularly when it comes to attracting and converting listings. Those core tactics will help you with the client conversation or the sales pitch; the results are then easier to switch. You could say that…
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, the answer must be there, and you should believe it. You are part of…
When you start your career in commercial real estate, things can seem to be a bit ‘uphill’ and pressured. There are things to learn, practice, and action every day. Behind all that you do, there are clients to find, listings to build, marketing activities to initiate, and transactions to encourage. Systems and actions are a…
If you want to get anywhere in commercial real estate brokerage today, you need to know how to pitch for a listing, present to a client, and convert vendor paid marketing funds. The best way to do that is to focus on exclusive control of your listing stock. In that way you can spend more…
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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