One of the big factors in the success of a top commercial real estate broker is that they are known by the property people in the local area; they have a brand that is hard to ignore and forget. In saying that, the brand for the broker should be overwhelmingly positive and professional in every…
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…
If your career is in commercial real estate sales, you really do need to focus on productivity from a personal perspective. That usually involves results across the key indicators of listings, commissions, client base, and marketing results. Look at your role and your market activities on that basis. When you focus on productivity at a…
In commercial real estate today the activities of leasing and property management can help transform property performance over time. They are specialized services that you can and should build into your brokerage activities. So what can you do here with property performance? You can change the tenancy mix, you can change the tenants, and you…
Delve into the pressures of the local business community if you want to find commercial real estate opportunity. See what is going on by street and location, and then ask plenty of questions in the local area. Talk to the right people. Connect with more new people every day. (N.B. these ideas are also sent…
The commercial property market is always changing and that can be an opportunity for those of us that watch and act on the right indicators. You can market yourself and your ideas around the changes in the property market. Show your clients that you have your ‘finger on the pulse’ of the market and the…
Taking an investment property to the market is something that needs careful consideration. The first six weeks of the campaign are the most important when it comes to connecting with the right people locally. In that short period of time you need to attract the right people to the property listing, create inspections, qualify interested…
The process of negotiation is quite special in commercial real estate. So many parts of the business are impacted by negotiation between the parties. For example: Winning an appointment with the property owner – It can take a lot of telephone calls and letters to open the door on a meeting with an investor or…
Pitching for a commercial property listing is quite a special process. The competition is ready to take your clients and your listings. Don’t be complacent. So you have a new listing opportunity. There are things to consider with the property, and then other issues to identify with the client. The days of a ‘generic pitch’…
The vacancies in any commercial or retail investment property will have a radical and direct impact on cash flow in many different ways. It directly follows that a vacancy assessment should be undertaken regularly as part of a property performance strategy and planning process. That can be part of a property management and or leasing…
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