In commercial real estate today, there are plenty of opportunities to find and listings to create. It all comes down to everyone’s ability to develop systems and delve into the opportunities found. Conversations and marketing clarity will support the process for every agent as part of the prospecting activity. When an agent struggles to find…
Commercial real estate brokerage is a specific process. At the foundation of everything in your real estate business are relationships that you establish with clients and the growth cycle of listings. How you get to that business base is important and systems of regular contact can take you there. Good real estate systems build a…
The cycle of commercial real estate sales and leasing is quite long and so you should have a prospecting system that is active and localized to your property type and precincts. It can be months if not years before a client is ready to act in a sale, purchase, or lease. In today’s prodcast I…
In commercial real estate sales and leasing, there are client categories that should be concentrated on. In most towns or cities there are some good people to connect with as prospects and future clients. This chart will help you understand the four segments of client activity and the matters to review in each case.
Everyone in commercial real estate brokerage should have a base plan of action that they work to. It is, if you like, a basic ‘personal marketing plan’. Yes, it is hard to apply every day especially when you are busy, but it is essential. Without it, progress with clients, listings and market share stalls. When…
In commercial real estate, every broker or agent should have a specific prospecting model that they work to each week as part of attracting good quality clients and listings. The specific nature of the model will allow each agent and broker to refine activities and results when it comes to property choices and listing strategies. …
In commercial real estate brokerage your database will be a critical component of business generation and property opportunity. If you are struggling with commission activity now, it is highly likely that your database is not large enough and suitably structured for finding the right people and opportunities. (N.B. these ideas are also sent out to…
Having been exposed to almost all property types and sizes over the years, I know that prospecting is the number one activity that should feature in every agent’s diary BEFORE they do anything else. It’s a daily thing that cannot be delegated to anyone else…… when you accept that fact you then know how…
When you work in commercial real estate brokerage, the concept of cold calling is (or should be) high on the list of skills to learn. Once you start the call process, you should not stop; the skill continues for the entire time that you are in the industry. Practice and persistence will help you move…
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…
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