Setting Your Prime Prospecting Time

city buildings at sunset

There are many things to consider when thinking about prospecting for new business in commercial real estate brokerage.  At the center of all things will be the time that you commit to the process.   Skills can always be improved when prospecting for clients and listings.  It’s a personal priority for top agents.  The time…

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Working with Business Owners as Clients in Commercial Real Estate Brokerage

city at night

Let’s say you have just started a career in commercial real estate brokerage.  Where do you find new opportunities for listings and commissions?  In the first instance, the best way to get started is with local business owners.  You can use the business telephone book for your location to get things started.  Make cold calls…

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Action Plan to Create More Commercial Real Estate Telephone Enquiry

city buildings in Hong Kong

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…

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How to Make Profitable Cold Calls in Commercial Real Estate Brokerage

city scene book cover showing cold call efficency

As the commercial property market changes, technology evolves and grows.  The telephone is now even more critical as a business tool than ever before.  Just about all your clients and prospects and clients have a cell phone or office location.  Your job is to do the research, get the number of the person or the…

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6 Essential Elements of Commercial Real Estate Broker Prospecting

commercial office warehouse building prospecting ideas

Some agents and brokers in commercial real estate take too long to understand the importance of new business prospecting. They overlook the process until business gets a bit ‘desperate’.  When things get busy, or clients become demanding, the first thing to be delegated by agents to the bottom of the action list for the day…

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Simple and Direct Ways of Prospecting New Clients

city buildings on river

In commercial real estate today, agents and brokers should be focusing on database growth and fresh new client connection.   The property market is always under change and that is to our advantage.  In saying that, the change has to be tapped into and that is where a good business plan and client contact strategy…

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Time Management and Focus Rules in Commercial Real Estate Brokerage

city buildings on river

Don’t complicate your real estate day.  Plan it and control it; you are the person in charge.  The degree to which you control the business day will largely impact your results.  Given that you work on some form of commission and or a reward based remuneration, your working hours each day and how you spend…

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Setting Up Better Business Systems in Commercial Real Estate Brokerage

city buildings at sunrise

Throughout the year there will always be shifts and changes in the commercial property market in any town or city. That being said, there are always some reliable business opportunities to be obtained in those changes, if you know how to look for them.  Don’t let the pressures of the property market frustrate your progress…

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Using Follow Up Systems and Mailings in Commercial Real Estate Brokerage

city buildings on skyline

You can do a lot of new business in commercial real estate brokerage by following up on all your contacts and conversations.  Most agents and brokers don’t follow-up enough, and yes, there are reasons for that including time and money, however follow-up or a lack of is a common weakness in brokerage activities today.   (NB…

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Prospecting and Focus Facts in Commercial Real Estate

city scene commercial real estate audio

In todays program we cover 1. Ways to focus your prospecting and marketing, 2. Essential prospecting guidelines, 3. Priorities for a commercial broker or agent, 4. Great ways to use your spare time in brokerage. Commercial real estate training by John Highman. MP3 File

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Prospecting Activities for Better Sales in Commercial Property

The prospecting activities of the rich and famous and there for us all to see and use.  In commercial real estate brokerage, you simply must have a prospecting system that you can refine and improve over time. You need to start somewhere when it comes to connecting with clients and converting good quality listings to…

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Connect with More People in Commercial Real Estate Sales

sales tip

Over the years, the top agents I have seen and coached have been highly biased towards their client list and contact system.  They spent at least half of their day in the local area talking to people; that’s how they found leads and opportunities.  Essentially the clients that we serve are at the center of…

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245 A complete prospecting model for commercial real estate

commercial real estate podcast

You can be an expert in commercial real estate brokerage, using a complete and comprehensive prospecting model to find more clients and listings faster. Here’s how that is done. Audio by John Highman MP3 File

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Prospecting Sales and New Business Guidelines in Commercial Real Estate

Real Estate Prospecting Guidelines Special Report

The prospecting process in commercial real estate sales and leasing is quite special.  If you are not prospecting for new business in a successful and direct way, then this report will help you get that traction with the right people and on the right properties.  It is a good property market, and in most towns…

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Cold Calling Business Model for Commercial Real Estate Brokerage

In commercial real estate brokerage, a cold calling system is critical to your new business prospecting processes. If you avoid the process, then you are walking away from the fastest way to create new leads and opportunities. (N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot…

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Dont forget about New Business Prospecting in Commercial Real Estate

In commercial real estate brokerage, you simply cannot forget about prospecting through the year and at all times. Every day a degree of personal prospecting should be undertaken within your location and within your specialized property types. A decline or a slowdown in prospecting will create shifts and changes in listing conversions and commission incomes;…

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Types of Valuable Prospecting Activities in Commercial Real Estate Brokerage

Understand your local property market for what it is and where it is headed. In commercial real estate brokerage there will always be plenty of opportunities coming up for you to tap into, given the changes in regional business activity, investment performance, and city design or layout. Look for the changes and then work on…

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Segmentation Advantages in Prospecting for New Commercial Real Estate Business

When you segment your new business prospecting in commercial real estate brokerage, you can improve your conversions simply because you are then able to focus on who you are talking to and what should be said to activate their interest or questions. Segmentation You can call this a process of ‘highly selective’ prospecting.  It works…

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