The prospecting landscape in commercial real estate brokerage requires firstly understanding and then commitment. There are always new ways to find and attract new clients, and a few of those systems should be personally developed and shaped by each and every broker. Don’t wait for the local people to call you about listings and market…
In commercial real estate brokerage, you need to have a comprehensive database of prospects that you can connect with regularly and directly for any property related reason. The client or prospect list should be split into groups, zones, prices, rents, timing, and many other categories that will allow you to find and match the right…
In commercial real estate brokerage, the referral process is of high value when it comes to finding new people to convert as clients and work with over time. Always ask the direct question about referral opportunities when you are working with property related people. (N.B. these ideas are also sent out to regularly to our…
In commercial real estate brokerage, the level of relevance that you present to the property market will help or hinder you in growing your real estate business. Understand why you are pertinent to the business owners and property owners locally; improve that importance over time. Market yourself around that point of difference. Relevance Really…
In commercial real estate brokerage there are many ways to attract listings, and some of the methods are more successful than others. Essentially, you should design the listing system that works for you allowing for your strengths and weaknesses as an agent. (N.B. these ideas are also sent out to regularly to our friends…
Many top real estate brokerages understand the high value of a commercial and retail property management portfolio to the overall business. Many good clients and a variety of commissions will usually come from a well-crafted and established property management portfolio. In saying that, quality is everything when it comes to the establishment of a property…
Today there are many pressures competitively in commercial real estate brokerage. It is harder to stand out in the already crowded property market place and location where many brokers and agents are quite likely to be very active. Consider these questions: Why should a prospective client listen to you? Why should they choose you over…
When you start your career in commercial real estate brokerage, you really do need plenty of contacts and people to talk to, so that you can get some listings and inspections underway. Most agents and brokers at the very beginning lack that all important contact list to get things started; interestingly some never really get…
Finding new clients to serve in commercial real estate brokerage is one thing. Helping them in a relevant and a productive way is another. Our business and industry is very much centred on ‘personal relationships’ and the needs of investors and business leaders as they strive to get better results in their property use. It…
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…
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