In commercial real estate brokerage today every listing should be assessed for time on market and deal opportunity. The promotion of the property should not be a generic process. When you convert a client to a listing activity, ensure that the exclusive listing process is chosen. In that way you can focus on the required…
When it comes to working with commercial real estate clients, it pays to understand their focus and challenges. Most clients will come to you with issues and assumptions about the property market and their listing. Develop a questioning technique to get closer to their property requirements. Understand their ‘world’ before you say too much about…
The fees for a professional commercial property management service can be difficult to set given that you really do not fully know the demands of the property or the client when the fee is under negotiation. Commonly you will find that a property will take far more time and effort from the property manager than…
In commercial or retail property management, the reconciliation of outgoings will be an important financial activity for the property manager and the landlord at least once per year. In that way you will know how you are tracking when it comes to gross and net income within the performance of the property. Let’s assume that…
The process of marketing a retail shopping centre today needs to be well considered and planned. Every year the plan needs to be reviewed and upgraded for the pressures of the market and the tenancy mix. The plan modification should occur as part of the business plan upgrade for the tenancy mix and the landlord….
In commercial real estate brokerage, prospecting letters are a very powerful source of new business leads and listing opportunities. For this reason it is important that you are able to send your prospecting letters at the ‘push of a button’ and in a frequent way. Database software will help you do that. What is the…
In commercial real estate brokerage every agent and every broker should have a sales plan to suit their character, location and skill mix. Given that all three factors are variable for every person, a custom designed sales plan is required. In that way they will know the key issues to be used in getting momentum…
Every commercial or retail property that is taken to the market for sales or lease will have some variables to be understood and optimised. Some properties will also have factors of weakness to be addressed prior to the commencement of the marketing campaign. It is a fact that the packaging of a listing will help…
Commercial real estate leasing is a specialised process. You can sell your services comprehensively and hence your brokerage fees can increase. There are many things that you can do in ‘leasing’ for your clients and prospects. Split your fees up into separate levels of action and opportunity. So what is happening in your property market…
It is a fact that sending letters directly to clients and prospects in commercial real estate really works. This is more so the case today, as emails are used typically and frequently in real estate marketing. It is very easy for a person to delete and forget an email. It is easy for a letter…
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