How to Stay Ahead of the Game with Referral Prospecting
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How to Stay Ahead of the Game with Referral Prospecting

Sometimes in commercial real estate brokerage, you can be so busy with ‘ordinary prospecting’ that you can forget about ‘referral prospecting’ as a specific idea or strategy.   The ‘referral’ process is specific and different, and you can use it daily to build your real estate business.  Referral connections are of a higher quality than others;…

Why High Quality Listings are Always Better in Commercial Real Estate Brokerage

Why High Quality Listings are Always Better in Commercial Real Estate Brokerage

You can focus on getting listings, or you can focus on getting quality listings in your location.  There is a big difference in levels of enquiry when it comes to those better listings in your location.  This observation is particularly important when you start your career.  Think about these questions:   Do you chase any…

Checklist for Creating Commercial Property Leasing Opportunity

Checklist for Creating Commercial Property Leasing Opportunity

In commercial real estate leasing, there are things that you can do to find fresh tenant movement and leasing opportunity.  It is a simple process where you follow the indicators and track the changes of businesses in a location. Before going too much further here.  Who are your clients and prospects by type and location? …

How Simple Negotiations Matter in Commercial Real Estate

How Simple Negotiations Matter in Commercial Real Estate

When we negotiate a commercial property transaction, things can get complicated.  It pays to review things and then simplify the position of the parties.  Know what is said and how it is conveyed.  Look for the underlying issues. Understand the other person completely and comprehensively; ask plenty of questions to get to the core issues. …

Proven Ways to Get in Front of More Clients
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Proven Ways to Get in Front of More Clients

In commercial real estate brokerage and property management, you need plenty of clients. That requirement is then a personal plan for all brokers and agents.  Simple connections in a regular way with the right people will help you build property and listing opportunity. It is a simple formula that you can work to the fullest…

Personal Contact Management Strategies in Commercial Real Estate Brokerage
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Personal Contact Management Strategies in Commercial Real Estate Brokerage

There are many people that you can and should connect within commercial real estate brokerage.  Importantly, all brokers and agents should have a systematic plan of contact that covers the market and the correct people within it. Regular contact with the right people in any town or city will produce the listing and new business…

The Essential Elements of Shopping Center Reports and Controls
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The Essential Elements of Shopping Center Reports and Controls

The shopping centre report is the ‘control tool’ for staying ahead of issues and opportunities with the landlord, the tenants, customers, and maintenance contractors.  It is a valuable document of record and facilitates the decisions of day to day activity and lease strategy.  That is the way I regard the report in all my retail…