In commercial real estate there are good tenants and there are some not so good tenants. It’s the ones that break the rules that create a lot of headache for landlords and property managers. You need a plan of approach to keep these tenants and the problems that they create under control. In commercial real…
Like it or not some commercial properties will not sell easily. You could say that ‘everything sells at a price’ and whilst that is a generally true statement, there are usually some common good reasons for a lack of property sale or a slow sale. What typically happens? All too often you see a client…
Clients are everything in commercial real estate brokerage. You need plenty of them and a degree of quality should be prevalent in your client list. Understand the best people that you should be connecting with locally and then design a system to reach out to them. When you know the right people, and when they…
In commercial real estate brokerage the VIP customers that you find and nurture over time will likely be your best customers. They will be the sources of referrals and repeat business across sales, leasing, and property management. There is a well-known business formula that has been quite popular over the years called the ‘Pareto Principle’. …
The new business prospecting process in commercial real estate leasing is quite special. The focus of prospecting has to be on the right people, the best buildings and top precinct locations. Cold calling has to evolve around the right factors locally. Size matters! Before I go too far here it is worth noting that most…
Marketing in commercial real estate brokerage is quite a special process. The larger brokerages usually appoint a specialist consultancy group to assist with marketing control, costing, and recoveries. Over the last 10 years the vast array of promotional initiatives available to us both online and offline is truly amazing. Sometimes it is difficult to cover…
You need an action plan in shopping center leasing if you are going to resolve a number of issues relating to property performance. Retail is very unique in property planning, marketing, tenant mix, and customer interaction. Leasing covers all of those issues. Over time you can improve the action plan to suit the performance targets…
Let’s not complicate commercial real estate investment sales. In the investment part of the property business, you simply have to know lots of investors in a deep and meaningful way. You must know what they prefer from a property ownership perspective, and what they own now. From that point on it is simply a matter…
There is a well-known business rule existing today called the Pareto Principle. Basically it says that 80% of your new and existing business will very likely come from 20% of the people that you know. The logic works well in commercial real estate brokerage across sales, leasing, and property management. So how does this work…
In commercial real estate brokerage you can gain a lot of leverage with your clients (and particularly the sellers) if you have regular marketing campaign strategy meetings to talk about the enquiry results to date and changes that can bring in more opportunity. Rarely will a marketing campaign be successful from the very start. Over…
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