When you are wanting to win a listing or a new client, make sure that your listing or commercial real estate services pitch is directly tailored to the client’s intelligence, market knowledge, property situation and property. As simple as the rule seems, so many agents take the ‘generic’ approach and thereby fail to lift their…
The property presentations and listing pitches that you make today must be first class and comprehensive; they have to be a ‘cut above the rest’ in every respect. Most client presentations today are highly competitive. The choice of agent will usually be biased towards the professional salesperson that is committed to solving the client’s property…
When you pitch and present for a listing appointment, the marketing campaign that you recommend has to be custom designed in every respect for both the property and the client. Don’t fall back into some ‘standard marketing model’ to save time. Clients know when they are getting the ‘generic approach’ and will overlook agents that…
Customer service in commercial real estate brokerage can and should be specifically designed and established as a consistent system across the team. In that way you can build the fullest opportunity for further repeat and referral business. There are also some well-established links to be remembered between sales, leasing, and property management. The customer experience…
In commercial real estate brokerage you will get more momentum and results from your local property market when you automate your marketing. Regularity is really important in spreading the message about your property skills and business. For most ordinary agents, the process of personal marketing is tedious and random; unfortunately that then leads to slow…
One of the most important things for you to do when you start working as an agent in a new area or brokerage is to build your personal brand. The longer you take to do that or understand that fact, the slower your growth of market share. The best business, sales, leasing, and project work…
If you take the time to research your market thoroughly and completely, you will find plenty of opportunities to work on in commercial real estate sales and leasing. When things get tough and slow with clients and commissions, the best thing to do is talk to more people and focus on finding fresh opportunity. That…
When you do your ‘homework’ correctly in commercial real estate leasing, you can easily find the local tenants that are potentially moving and then build your database to connect with them in the right way at the right time. Local businesses are at the core of your leasing business; landlords may be your clients, but…
One of the biggest problems in the commercial real estate industry is that of agents allowing too much accessibility. Sometimes we are just too ‘accessible’, and others (particularly clients, team leaders, peers, and administrative staff) can get to us easily and directly with their diversions, priorities and ideas. So who is in charge here when…
In commercial real estate brokerage you can waste a lot of time if you are not careful with what you are doing each day with your diary and client contact. As you get busier as an agent it is easy to get ‘lost in the pressures of the day’. Over time that diversion will impact…
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