Commercial Real Estate Sales Skills Resources by John Highman
When you look at your property market, there are plenty of sales happening if you know where to look and what to look for. It is all about what you do and how you approach things. There are sale listing opportunities to be seized over time with investors, property owners, and business owners. So, how…
There are plenty of pressures and changes in the commercial property industry throughout the year. When you know that, you can adjust and also prepare for changes. Tenants come and go from a leasing situation, and landlords need to resolve vacancy pressures. So in that ‘change and churn’ there are many leasing opportunities for agents…
There are many buyers waiting in any property market for the good quality stock to be released. When you have that new investment property listing coming up or about to be released, it is your ‘buyers list’ that will help you convert the opportunities faster. It is always worth remembering that most property purchases are…
There are a few rules for improving your real estate business, and clients are at the centre of all things. It doesn’t matter if you are focusing on sales, leasing, or property management, the client connection model must prevail. The question then evolves about just how you connect with more new people. In…
Today, there are plenty of pressures on commercial real estate brokerage, with competitors, legislation, and negotiations. The best way to ‘stand out’ as the agent or broker of choice is to go deeper on your services and your skills. Don’t just lease, manage, or sell any property. Ensure that you have overlapping services to help…
In commercial real estate brokerage, there are things to monitor at a personal level. Why are they important? They are the key ratios and results that matter regarding listings and commissions over time. Over time, those numbers can show you where things are headed and how the property market changes. Those numbers can help you…
There are always people in your location that could sell their property. The active issue is in finding them before other competitors locate that new business. So a ‘sellers list’ approach really does work for brokers and agents. It can be a special part of your database or it can be a separate list. Either…
You can and should use direct mail as part of prospecting for new business in commercial real estate brokerage. It is a fact that letters create more engagement than emails, and letters are now seen as more professional in many respects. If you are looking to structure a new business campaign in your brokerage business,…
The clients that we assist in commercial real estate brokerage are usually focused on just one thing, and that is achieving a positive result for their property challenge. Your message as an agent or broker should then be for that solution to be achieved in a timely way. Are you relevant to what you do and…
In commercial real estate brokerage, the salesperson has some big roles to play in two main things for the business. Those things are the foundations of the commercial real estate business. They are firstly in creating, expanding, and serving the client base, and secondly in building cash flow through specialized services. Both factors are critical…
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