Commercial real estate brokerage is not an industry for the fainthearted salesperson looking for a part time job. Real strategy and specialization is always required as part of a fixed business plan and action approach to the local property market. The word ‘local’ is really important here. Most of your new business will come ‘locally’….
Delve into the pressures of the local business community if you want to find commercial real estate opportunity. See what is going on by street and location, and then ask plenty of questions in the local area. Talk to the right people. Connect with more new people every day. (N.B. these ideas are also sent…
Certain things are better than others when it comes to growing your commercial real estate brokerage business. Some of those things are also more important than others in the results that you seek. When you understand those factors you can start to build your listings and commission business in the right way. When you focus…
Some commercial real estate listings come and go from the market without much by way of results. All types of issues could be behind a property not selling or leasing. Look for the reasons that could stifle future enquiry and momentum. Some of the common problems to watch for are: Poor marketing Over pricing Lack…
In commercial real estate brokerage there are factors of change happening in the property market all of the time. Each year trends and enquiry rates shift and change both in sales and leasing. To add to the confusion you get a lot of agents coming and going from the business. Some agents stay in the…
In commercial real estate brokerage it is obligatory that every agent and every broker prospect for new business for a certain amount of time every day. It is something that cannot be delegated or overlooked. It is mandatory for each individual and it is quite specific as a process. Keep Prospecting Things Simple So what…
As you look around the property market today you can see lots of property types and people in different categories. Pick a few categories that allow you to drill down into real property specialisation. What are you good at? What do you know a lot about? Those two questions will help you show the prospects…
Far too many commercial property managers become ‘swamped’ with the events of the day and the working week, thereby overlooking the requirements for new business and portfolio expansion. Every property manager should have a degree of focus and have time set aside every day for new business activity. Yes, I know that there are a…
Cold calling can be a challenge for many a commercial real estate broker or agent. The facts of the matter is that cold calls have to be made if you want to get anywhere in commercial real estate today. Today the telephone is a valuable prospecting tool for new business for most brokers and agents….
If you are working in commercial real estate today, you will (or should) know the importance of making calls to new prospects in your town or city. The telephone is in fact your ‘friend’ when it comes to attracting new business, and converting more property leads and opportunities. When you work as a real estate…
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