Prospecting Sales Leads in Commercial Real Estate Brokerage

In commercial real estate brokerage, every agent or broker should be prospecting for sales leads every day.  The process should be part of the job specification for agents and brokers. Whilst the prospecting requirement sounds obvious, it is quite clear that many agents and brokers will overlook the requirements for prospecting on a regular basis. …

Continue Reading →

Best Prospecting Tips for Commercial Real Estate Brokers

The prospecting process in commercial real estate is quite special.  That is because the cycle of business can be quite lengthy, or slow to occur.  It can be a long time and some years between property purchases or lease transactions.  This says that you need to connect with the right people and then stay in…

Continue Reading →

Leverage Your Lists in Commercial Real Estate Agency Prospecting

In commercial real estate agency, you can get significant leverage from your lists of information.  A good commercial real estate agent will have researched significant lists that will help feed them the right contact or property detail within the correct property market segments. So the lists that you create will offer significant opportunity.  It is…

Continue Reading →

How to Find Many More Clients in Commercial Real Estate Agency

So many agents struggle with the systems behind finding new clients in commercial real estate.  It’s a very common problem that needs to be understood.  There are two alternatives of prospecting and networking in the industry as an agent.  Consider these: You can find new people to talk to on a daily basis and build…

Continue Reading →

A Basic Guide to Winning Exclusive Listings in Commercial Real Estate

When you list a commercial property for sale or lease, it will be on the basis of an ‘open listing’ or an ‘exclusive listing’.  There are some significant differences in the way that you handle the two listing types.  Try this for the comparison: An ‘open listing’ is one that is listed with quite a…

Continue Reading →

How to Get Out of a Sales Slump in Commercial Real Estate

In commercial real estate agency the property market will change frequently during the year for all types of reasons including the economy, seasonal holidays, business sentiment, and changes in government.  For some agents this can create a commission slump or a drop in listings.  The only ways you can get through this with minimal discomfort…

Continue Reading →

Finding More Sellers in Commercial Real Estate Agency

In commercial real estate you can make a lot of commissions working with property sellers.  This is the ‘traditional way’ of working with clients and marketing property.  If you work with good clients and quality listings then it is very hard not to succeed in the industry; that being said you must firstly attract the…

Continue Reading →

Commercial Agents – Solution Providers Win More Commercial Real Estate Listings

Have you ever asked yourself why top agents get more of the commercial real estate business?  In your property market you would know some agents that are significantly more successful at attracting the quality listings and converting the sales and the leases.  It is not so much the ‘agency’ that you should look at with…

Continue Reading →

Cutting Edge Cold Calling Wins More New Commercial Real Estate Listings

In commercial real estate agency today your cold calling systems need to be of the best quality and substance. The people that you call can soon sense a less than confident salesperson that has not prepared for the process. Top agents make cold calls all the time. There is a direct correlation between the success…

Continue Reading →

Goal Setting in Commercial Real Estate Agency Today

When you work as a commercial real estate agent, you really do need to set some firm goals and key performance indicators. In this way you can track and measure your progress in market share, listings, and commissions. Whilst a lot has been said over the years regards the goal establishment process, the same rules…

Continue Reading →

Quality Cold Call Contact Systems for Commercial Real Estate Agents

When you make lots of cold calls on a regular basis to prospects and clients in commercial real estate you can build your momentum for a better market share.  A call contact system is the precursor to meeting with new prospects.  Every agent should have a good contact system.  You must have new people to…

Continue Reading →

Essential Prospecting Systems for Commercial Real Estate Agents

If you work in commercial real estate agency today, you must have a well-established prospecting model.  That is a model that can help you find new and fresh people to work for and with.  Having a list of current clients to work with is part of the process, but you should freshen up the list…

Continue Reading →

Commercial Real Estate Prospecting – Work Your Old Client List for Opportunity

In commercial real estate agency we can get a lot of new business and listing leads from the previous or older clients that were served by our agency in the past.  All too often I see agents that are mainly focused on finding new clients, totally forgetting the clients that they have served a few…

Continue Reading →

Quality Listings Make Better Commercial Real Estate Sales

In commercial real estate, you need to be very careful as to the properties that you list.  There is a great difference in the amount of interest that will be created when you market a high quality property verses a poor one.  You need to make the right choices when it comes to taking on…

Continue Reading →

Commercial Property Agents – How You Can Boost Listing Results

city scene of buildings at sunset

In commercial real estate today, you can boost your listing chances if you focus your sales pitch and presentation in the right way.  Practice will help greatly, but the content of your sales pitch needs to include the right information and the best facts that will help impress the client. (NB – you can get…

Continue Reading →

Gathering Key Facts About the Commercial Real Estate Property

In commercial real estate today, the presentation or the sales pitch that we create should be focused on not only the property, but also the client.  Both factors need to be completely understood prior to the presentation occurring. The property will have attributes that can easily be compared to the property market today.  From that…

Continue Reading →

Sustained Effort in Commercial Real Estate Sales Gets Real Results

Sustained effort in commercial real estate sales will help you build market share faster and more effectively.  The commercial real estate industry is built on relationships and particularly those relationships with the right people.  In most circumstances those people can be summarized as: Local property investors Business leaders Business owners Franchise groups and operators Property…

Continue Reading →

Top Agents – Expecting More Commercial Real Estate Listings This Year

In commercial real estate agency, just like any other sales based industry, you get what you expect when it comes to results from your prospecting and marketing efforts.  For this reason it is essential for you to change your thinking and your processes to suit the results that you need. So let’s say that you…

Continue Reading →

Page 2 of 3