Many of the clients that we serve in commercial real estate brokerage have targets and challenges when it comes to property performance. Commonly there are issues with property rent, tenants, property values, services and amenities, and property improvements. Look for the weaknesses and needs of a property client so you can help with overall asset…
The quality of your client base in commercial real estate brokerage will have a direct reflection on your commissions. So the real issue is how do you attract and serve the top clients of the market? How do you get those clients to change agent or broker? The answer to these questions is found in…
In commercial real estate brokerage, you can and should prospect around new people every day. That being said, within that process you should develop a ‘Top 25 Prospect List’ of those key people that have a real interest and activity in the property market. They should become your ‘VIP List’ of important prospects. You will…
It is a fact that the quality of your prospecting in commercial real estate brokerage will radically impact your sales and commissions. When a real estate agent or broker says to me that listing and sales are slow, I ask the question ‘How is your prospecting at the moment?’ That’s when I usually get a…
In commercial real estate brokerage the agent with the greatest appeal wins the quality listings most of the time. It’s a simple equation that is hard for some agents to fathom; those that do become the top agents in the market. What makes an agent appealing? Try some of these: Comprehensive market coverage to attract…
The prospecting process in commercial real estate today is quite specific to both your market and your skills. You should have a prospecting system to build your growth of market share around. In that way you will create listing opportunity. So many agents and brokers struggle with the creation of new listings and market opportunities. …
When you understand the local market trends in commercial real estate leasing you can do a lot with finding more tenants and closing on quality lease negotiations. Leasing activity underpins property investment and hence property sales. It stands to reason that a good leasing agent is always preparing the ‘ground’ for a great sale in…
It is a fact that cold calling is a critical part of prospecting in commercial real estate brokerage. If you want to win more listings and clients, you will have to make calls to new people that you have not spoken to before. So many agents struggle with the process and avoid it at any…
Commercial real estate brokerage is very rewarding as a career for those agents that work hard and with a system of focus. There are many things to do and learn as part of building market presence; a ‘plan of attack’ is required. Here are some ideas to help you with building your market share as…
Any successful professional salesperson clearly knows that the call contact prospecting model is an important part of their business process. They must make cold calls and lots of them each week if they want to rise to the top of their market in any industry (and stay there); they can and usually do have a…
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