When it comes to working with property clients today, you do need to understand their needs and directions when it comes to sales, leasing, and property performance. Those needs are likely to change throughout the year as the pressures of the economy and regional property activity shift and vary. In any period of 12 months,…
If you work in commercial real estate brokerage, you need a business plan at a personal level to take you forward. That plan can take your focus and goals and turn them into action items. Ultimately a good plan and action process can give you a good market share and boost your listings and commissions….
In commercial real estate today you will have many pressures on getting results from your market. The only way to deal with that is to have a plan of focus that keeps you on track every day to the tasks that matter. The good news is that the market is very rewarding to those that…
Prospecting is at the centre of everything when it comes to commercial real estate brokerage. For this reason, it needs to be a key part of your business model at a personal level. Establish your prospecting model, and practice it every day. Good things take time to perfect and refine; networking and prospecting is like…
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…
In commercial real estate brokerage, the clients that we serve will have concerns and questions relative to their property activity and choices of marketing. As an initial strategy when working with all clients, make a priority to understand their challenges, and their questions. You will need to address both of these issues in your proposal…
To close more listings in commercial real estate brokerage, you need to adopt particular strategies when it comes to working with clients and customers. Take the time to understand the property, the market, and the client; use that information to establish clear listing initiatives and recommendations. Your listing proposals will then be more productive. The…
When it comes to pitching and presenting to a client for a property listing in commercial real estate, you need to ‘read between the lines’ and position your proposal accordingly. Many of the clients that you work with will not be totally open and honest with you at the first stages of communication and connection. …
In a commercial property presentation or sales pitch, organise your presentation and recommendations in a logical way to help the client understand the importance of your message and the marketing choices that you offer. Simplicity will always win over complexity when it comes to a property presentation or proposal layout. Make your message clear and…
Many commercial real estate brokers struggle with prospecting for new clients and listings. They get confused and diverted with the pressures of the job and the clients that they serve. That then leads to a ‘roller coaster of commissions and listings’. The best way to solve this all too common problem is to set yourself…
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