Navigating the ever-evolving commercial real estate landscape demands a proactive approach, especially in the face of a new property market cycle. Let’s face the facts. There are always other agents that will take your listing or try to. They will also try to attract your client to their business and services. What do you do…
The exclusive listing process is quite special in that it gives you control of your market, your client’s property transaction, and can help you boost your transaction conversions. All that leads to improved chances of enquiry, inspections, and shorter time on the market. In this special commercial real estate sales report by John Highman, you…
In commercial real estate brokerage there is some value in chasing listings that are ‘for sale by owners’ (FSBO) but only if the listing and or the client offers promise of a positive result, and the asking price or rent is right. Make no mistake that many agents continually chase these listings, given the odd…
When you work in commercial real estate brokerage, beware of property owners that will only ‘open list’ their property with you. I say that for a number of reasons but principally because a client in not giving you exclusivity cannot in my opinion be fully trusted; they are likely to have a few other agenda’s…
In commercial real estate brokerage, it is far too easy to think that better market conditions and clients exist with another brokerage or in a different area. Most of the time the real case is that the broker or the agent should look to their own systems and processes for self-improvement. The market will come…
In a commercial property presentation or sales pitch, organise your presentation and recommendations in a logical way to help the client understand the importance of your message and the marketing choices that you offer. Simplicity will always win over complexity when it comes to a property presentation or proposal layout. Make your message clear and…
Have you ever met with a real estate client and had to talk about their property without knowing where to start? Perhaps the particular commercial, industrial, or retail property is so special that unique challenges are evident. I have put together this special wall-chart for Commercial Real Estate Brokers and Agents that will help with…
Most of us in this commercial real estate brokerage business know that ‘exclusive listings’ are very important. Some agents still struggle with their presentation and pitch to win listings on that basis. When you are the ‘go to commercial agent or broker’ in your location the clients will give you the exclusive listings, simply because…
In commercial real estate agency today it is easy to get tied up in the problems of the market and forget exactly who you act for. There is only one client in a commercial property sale or lease, and that client will pay your commission based on success and results achieved. Everyone else in the…
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