In any commercial real estate brokerage, it is critical that new customers and clients be engaged with in some way or form by all agents. Over time that engagement creates leads and commission opportunities; conversations with people create opportunities. It is a simple rule to work with, and it is controllable at a personal level. …
Over time I have written about, and spent a good deal of focus on cold call systems and processes. In commercial real estate brokerage, the telephone is such an important part of finding and generating new clients and listings. The telephone is convenient and cheap to use; a process of making more calls is required….
When you manage a commercial or retail property of any size, there are things that can go wrong in the building or across the property. Those things can then disrupt occupancy, safety, and investment performance. You need a comprehensive crisis control plan to keep those events under direction. Forward planning is a good idea to…
Most shopping centres have challenges in some form or another. When you look at all the issues of the typical retail property, there are things to watch and shape over time. Control is important; the focus of the Shopping Centre Manager is or should be part of that. The Landlord owner of the property is…
When you are to take over a new building to manage, be it office, retail, or industrial, there are many things to look at and control IMMEDIATELY. It is easy for errors to occur and omissions to be made as the property facts are gathered. People will not tell you everything and or overlook key…
In commercial real estate today, the contact cycles that you create will very likely give you brokerage traction in some form. You can then ‘tweak’ the contact approach with key people and property owners in your location to grow listing and commission leads over time. You have to start the contact process somehow; that’s the…
The only way to get a reasonable amount of success in commercial real estate brokerage is through taking specific actions every day and developing a set of routines around that. The routines for each agent or broker can be improved over time and with relevance to the local property market conditions. Without regular daily action…
When you have a commercial property listed for sale and release to the local property market, there are plenty of things you can do in attracting the right buyers and business people to the listing over time. Defining the target market early in the campaign planning process is quite important. From that point on, there…
If you are a professional leasing agent working with commercial and retail property owners, there are certain skills to grow at a personal level, and particular focus points in your business to optimise. You can of course work with both landlords and tenants with their leasing requirements. Either ‘channel’ of business has opportunities. Size and…
In commercial real estate brokerage, the fast track to results in both client and listing activity is through taking daily action to a prospecting plan and a process of ongoing contact. Daily action gets the results, or at the very least will allow you to see what is working and not working in business generation. …
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