Commercial Real Estate Brokerage – The Secrets of Super Team Structures

3 business people talking

In your commercial real estate brokerage business, you will find that there is a definite advantage to be gained in pairing up some of the ‘front-line’ people within your greater sales and leasing team.  That pairing process can help them work specific locations, suburbs, and streets, with the property types, and service specialities.  I call…

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5 Ways to Determine Sales Team Performance in Commercial Real Estate Brokerage

city at sunrise

How would you define the performance of a sales team in commercial real estate brokerage? Perhaps, we would all have some different criteria as part of the answer, however most of the measures that we identify could involve some reference to clients, commissions, listings, and conversions. That assessment would involve where things are now and…

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3 Hot Sales Tips for Commercial Real Estate Brokerage

In commercial real estate brokerage, it is easy to be overwhelmed with regular issues and events.  They sometimes distract you from the ultimate goal of the business and that is sales.  A sales commission is generally a good commission providing you control the listing stock exclusively.  The word ‘exclusively’ is really important in that business…

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Sales Force Factors to Focus on in Commercial Real Estate Brokerage

The skills of a sales team in commercial real estate brokerage today are a bit different than the concepts of just ‘selling’.  The skills are unique and special, as are the people to provide those skills. So who are these ‘top grade’ people?  Why are they so special?  Why are they needed?  They are specialists…

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Commercial Real Estate Brokers – Breakdown your Tactics to Get Better Results

When you look at your activities and opportunities in commercial real estate brokerage, you will see some advantages to be had when you breakdown your business tactics and refine them over time.  There are things to be seen and converted with listings, clients and marketing. Improved tactics can produce better results in sales, leasing, and…

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Podcast 185 – Commercial Real Estate Training Online

Here are three more commercial real estate topics for agents and brokers. 1. How to set property management budgets for investment buildings, 2. Ways to resolve negativity in the sales team, 3. The Key Skills you should implement in commercial real estate brokerage today and how to track them. These are commercial real estate training…

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Getting the Best Results from Your Commercial Real Estate Agents

Every real estate agent will have indicators that show how and when they can get the best results from their business efforts.  Out of a 10 hour working day, most salespeople are at their peak intelligence and performance for only about 5 of those hours. What is your best time of day for optimal results…

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Recognition and Reward Strategies for Commercial Real Estate Brokerages

In commercial real estate brokerage today the process of recognition and reward should be established within the agency team.  In that way the best people with the best ideas and the top results will be encouraged to maintain the momentum and improve personal performance over time. It is interesting to note that many brokerages ignore…

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10 Vital Elements of a Commercial Real Estate Broker Sales Plan

Every commercial real estate broker or agent should have a sales plan. In that way they can track their progress when it comes to market share, commissions, and listings. The property market will change substantially during the calendar year. It changes for a number of reasons including economic pressures, business sentiment, seasonal festivities, and client…

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Avoid Toxic People in Sales

In commercial real estate brokerage, you will come across some salespeople in your office and territory that have a ‘downbeat’ or ‘poor attitude’ when it comes to the market and the opportunities that are available.   In many ways they are totally ‘toxic’ to listing progress and momentum.  Stay away from them at every opportunity. If…

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Taking Charge of Your Commercial Property Market

In commercial real estate brokerage, you can let the market come to you (albeit very slowly), or you can take the real initiative and pursue the opportunities vigorously.  There are always things to connect into.  The clients that we serve have many challenges and factors of change. So let’s look at ways you can take…

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Ask Powerful Questions of Yourself in Commercial Real Estate Brokerage

In commercial real estate brokerage today, there are plenty of challenges when it comes to market share, commissions, and clients. To help us with the necessary focus as brokers, at a personal level it pays to develop a focus and a lust for growth. Even in the toughest of property markets, the potential for growth…

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Proactive Commercial Real Estate Brokerage Tips

In commercial real estate brokerage you have a couple of choices with most things that you do.  You can be proactive or you can be reactive.  In other words the market can drive you or you can drive your market. I think we have all seen brokers and agents that are ‘out of control’ most…

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How to Be An Expert of Choice in Commercial Real Estate

In commercial real estate agency today, you need to be an expert within the local market and with your property speciality.  There are just so many competitors around that you really do need to position yourself appropriately as the expert that clients require.  So the message here is that you cannot be generic with your…

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Developing a Sales Character in Commercial Real Estate Agency

To be successful in commercial real estate agency, you do need to understand your selling strategies and character.  Every salesperson and every agent will be different in this regard.  Build on your sales strengths, and resolve the weaknesses (we all have them). A lot has been written over the years regards the main characters that…

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Commercial Real Estate Agent Mindmap Sales Process

Earlier this week I was working with a commercial real estate sales and leasing team.  It was clear to me that they really did not have much focus on their market.  Listings and commissions were a random event. 🙁 To improve things I told the team to come to next Mondays meeting with a full…

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Targeting Your Competitors Clients in Commercial Real Estate

In commercial real estate there is a lot of business to be gained over time by offering yourself as an ‘agent alternative’ to the clients of your competitors.  Find out who your competitors are working with by way of clients, and then get your communications and networking going to ‘open the door’ with those clients.…

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13 Key Skills Sets to a Successful Career in Commercial Real Estate Agency

city buildings on river

A career in commercial real estate agency can be very rewarding for those that work to a plan and develop a real focus on self-improvement.  It is a fact that the commissions made from a single transaction can be very significant however they don’t come easily.  A client has to trust an agent and respect…

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