In commercial real estate brokerage, a good degree of client conditioning happens with sellers as they look to achieve a sale result or a positive negotiation outcome. Talking logical common sense with them is important, and that approach should be supported by local property market evidence. Most property owners have an inflated view of property…
While the sale of a commercial or retail property is typically not as ‘emotional’ as any residential property, the sellers that you are working with as clients will need some conditioning and help. You can do that as they move through the stages and decisions of listing, marketing, negotiation, and closure. That is where the…
There are some simple deadlines to work towards in commercial real estate sales. Those set times and tasks will help you in building your competitive edge and avoiding the ‘chaos’ of the working week. People will try to shift your focus away from listings, clients, and transactions; that is always a problem for those of…
When you manage a high-quality property for a top client, there are some things to consider in how to provide ongoing service and control. Ultimately you want to build a strong property performance for the client and the overall investment. So, what is the plan? The strategic part of property management takes a priority in…
Like it or not, the ‘gatekeepers’ of business exist for a reason, and in part, that is to stop random people getting through to the ‘top person’ or manager of a business. So, that is the rule, and it is to be respected as part of your communications and prospecting processes. Know the rules and…
Every brokerage sales manager will know the common frustration of finding and keeping good sales agents in their real estate business. The fact to remember here is that your good agents can and will be ‘poached’ by your competitors and or they may choose to start up their own brokerage business. So, strategies are required…
We all struggle with brokerage ideas and processes from time to time. Our industry is very ‘personally’ orientated, both in activities and clients. Not much business will ‘walk in the door’ automatically if you know what I mean. So plans and processes give individual traction. Sustained action will drive better market share, and that sustained…
In commercial real estate brokerage, there are things to watch and things to do if you are looking to build some reasonable personal momentum with listings, property, and clients. A planned approach is a good way of moving ahead individually as an agent or broker; to achieve momentum a full period of 12 months can…
In commercial real estate brokerage, the commissions are always there in some form or another to potentially convert across sales and leasing. The more important issue for agents and brokers to consider in doing that is the size and type of commissions per transaction. Some thought should occur with the actual property types and the…
When you work in commercial real estate sales and leasing, a few decisions are required when it comes to growing market share and choosing an employer. Simply put, you should consider working for the brokerage that offers you the best potential market share, ‘territory’ to work within, and commission percentages per transaction. There are differences…
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