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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Commercial Real Estate Transactions – Ways of Resolving Difficulties in Negotiations

The tops of city buildings in hi rise.

The longer that you work in commercial real estate brokerage, you will encounter a good variety of pressure and difficulty when it comes to listings, negotiations, transactions, and deal momentum.  A fact-finding process should apply to all client discussions, listings, negotiations, and transaction documentation. (NB – you can get plenty of negotiation tips in our…

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Easy Ways to Establishing a VIP Client Group

city buildings and view

In commercial real estate brokerage, you should build a VIP group of people within your database. You can serve that group specifically and directly with tuned property information of relevance. Having worked with many different types of clients over the years, I have seen some strange situations and have worked through some difficult client challenges.…

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How to Take Advantage of a Competitive Analysis in Real Estate

Hong Kong Harbour and city buildings

In commercial real estate brokerage, today, the activities of your competitors are indicators that you cannot and should not ignore.  Through tracking those people and their activities you will see their weaknesses and their strengths; through those things you can shift your activities for better results.  Learn from the best and the worst of your…

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Key Performance Parameters to Follow in Commercial Real Estate Brokerage Sales

city building KPI text overlay

When you are working as a broker or agent in commercial real estate sales, it pays to set some clear and defined key performance indicators that you can personally relate to and see your market share growth and commission escalation.  There are plenty of competitors in the property market all chasing the same new business.…

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How to Evaluate a Supermarket in a Retail Shopping Center Performance Review

shopping center escalators

A supermarket in a retail shopping centre is generally an anchor tenant in a particular location, and perhaps one of a few anchor tenants of similar type, all seeking to attract customers to the property. (NB – you can get our free commercial and retail property training here)   A supermarket is therefore an important…

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Simple Things to Do in Commercial Real Estate Prospecting

city scene at sunrise

Every agent or broker in commercial real estate today should have a deliberate and direct prospecting model that they implement each and every day. In saying that, simplicity is preferable as you design the prospecting model to suit your own requirements and the properties in your location.   If you make things too hard or…

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Cross Selling Examples in Commercial Real Estate Brokerage

3 business people talking

As you speak to new people in commercial real estate today, be prepared to talk about the various opportunities and changes in the local area, making sure that your ideas spread across the different disciplines in the industry. Most particularly do that with sales, leasing, property management, project leasing, and project development. You are the…

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Overcoming Stress and Downturns in Commercial Real Estate Brokerage

action plan quote in commercial real estate brokerage

The commercial property industry is just like any other sales related career. You can be swamped and stressed by the pressures of performance and opportunity. Without a plan of attack and a consistent strategy towards new business development, it is very likely that you will struggle, and that can only lead to a downturn in…

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Resolving Performance Problems in Commercial Real Estate Brokerage

angry stressed man

In commercial real estate brokerage there are times when things will become more frustrating and difficult at a personal level. That is certainly the case when it comes to fining new property listings, clients, and sustaining the momentum behind the deals and the negotiations. Everything in commercial real estate stems from the actions and reactions…

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Simple Formulas to Follow to Find Your Ideal Commercial Real Estate Market

bundle of money

As you move through the commercial real estate year, understand the market conditions and the pressures and changes that apply locally. Look for the opportunities, and work with the best clients for the location. (N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot to help amplify…

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Ways to Establish a Niche Marketing Campaign in Commercial Property

In commercial real estate brokerage, you can and should focus your prospecting and marketing efforts specifically within a niche segment of investors and business owners. You do need to work with both groups given that they are impacted by property change and churn. (N.B. these ideas are also sent out to regularly to our friends…

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Getting Better Clients and Profits in Commercial Real Estate Brokerage

two business men walking in city street

The closer you get to your commercial real estate clients, the better it is for you in understanding their property or business frustrations and issues. You can then be the property solution provider that they need at the right time and in the right way. (N.B. these ideas are also sent out to regularly to…

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Commercial Real Estate Brokerage – Generate More Sales from Local Area Marketing

Every successful sales outcome in commercial real estate today can be turned into and used as a marketing opportunity to attract more listings over time. When you sell something successfully, tell the market about it. When you list to something locally, again, you should take the time to tell the property market about it. When…

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Why Sales and Marketing Must Align in Commercial Real Estate Brokerage

city buildings on river

In commercial real estate brokerage and particularly investment sales, the sales and marketing process must align in every way possible. The investors that we serve will be attracted by specific marketing efforts and by the top agents driving that process. You can generate more listings from good sales marketing directed at target audiences. Look at…

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The Importance of a Winning Mindset in Commercial Real Estate Brokerage

Commercial real estate brokerage will always be competitive and somewhat challenging, however there are the opportunities up for the taking in most towns or cities.  Be aware of the changes in the marketplace and how you can position yourself competitively and specifically within the property types. Look for the things that have the opportunities.  Link…

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How Lucrative Careers are Available in Commercial Real Estate Brokeage

In commercial real estate brokerage today the opportunities are significant and real for those agents and brokers prepared to commit to the process of prospecting, marketing, negotiating, and professional skill development.  See the future for what it is in your local area, and understand the local property market for what it can provide to you…

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Key Account Advantages in Commercial Real Estate Brokerage

What does a Key Account look like and act like in commercial real estate brokerage?  That is an important question that every broker and agent must have an answer for.  The elements of a key account will differ across locations and within your brokerage, but you must know what this special client looks like and…

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