In commercial real estate agent sales, you should set performance standards for yourself. Every day, you should be striving to achieve those standards and benchmarks. I will say that there is a right way and a wrong way to go about this. Far too many salespeople set targets and standards that are more of a…
In any commercial real estate market, you will always have a selection of listings that are being marketed by the owners of each property directly. Those owners put a signboard on the property and ran a few advertisements in the paper to attract enquiries. Rarely will these owners achieve a quick result; many property buyers…
In a commercial real estate agency, time management is a critical process that will help or hinder your progress through the business day and week. In many respects, some agents just get tied up with things that really do not matter in the scheme of things. To be effective we should be doing more of…
In commercial real estate, the negotiation of commissions can be a regular problem. The client may be looking for the best deal on fees, but the reality is that a successful sale or lease in this market only comes from the real effort on the part of the agent and for that, the client should…
It is no secret that the commercial real estate market has changed a fair bit over the last few years. That being said, the leases and sales are still going through albeit in a different way. New skills are required for commercial real estate agents to drive each transaction forward to a positive result. The…
The skills required to manage any complex commercial and retail property are many. Far too many agent principals underestimate the quality of person that they should apply to a new property management appointment. Certainly, a junior unskilled property manager can learn the skills required, but getting the right quality of person to do the job…
Today there are many properties on the market for sale or for lease. On that basis, every property we list should be optimized for the promotional process. Care needs to be taken when it comes to listing, marketing, and negotiation. In saying that, everything starts with the listing process. It is very much the case…
In this commercial real estate market, every property that you list to sell or lease should be a ‘perfect listing’. All parts of the listing should be optimised for the marketing and negotiation process. You can only create this ‘perfect listing’ with exclusive appointments; there is no advantage in wasting time with ‘open listings’ given…
In commercial real estate sales, there should be a ‘perfect’ method of sale for every property. Finding and selecting that method of sale is a critical issue. With the property market under some pressure, the method of sale should be selected to optimise the enquiry and generate the sale that all parties are seeking. The…
When it comes to leasing a commercial or retail property today, it pays to be frank and honest with the client about the market conditions and where their property sits currently. In most locations, there is an abundance of property for the tenants of today to choose from. On that basis, every vacant tenancy should…
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