Commercial Real Estate Sales Skills Resources by John Highman
In commercial real estate brokerage, the outbound calls that you make as an industry professional are valuable in so many ways. Firstly and most importantly of which will be your ability to generate new business meetings and or new connections with people. Are you looking for more clients and potentially listings? Those outcalls can boost…
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;…
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…
A lot has been said about brokerage goals and targets. We all need them to stay on task and on track in commercial real estate brokerage. As the year progresses, so will the factors of enquiry, prices, rents, and stock availability. Are you ready for some growth? I put together this booklet for sales and…
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…
Everyone tends to look for the ‘secret solution or method’ for individually getting brokerage results. Systems create results in brokerage. What are your systems like? Can you connect with more people? While there are many ‘roads’ to take in getting progress, the rules are basically the same regarding finding and working with more clients and…
In commercial real estate brokerage, most clients care about results and feedback over everything else that they have on their agenda. They want to work with the best agent that can resolve things efficiently, directly and in a timely way. The same client priorities apply to sales and leasing no matter what the property market…
In commercial real estate brokerage, your client information needs to be accurate, up-to-date, and organized. The level of organization you apply to the process will help you find the right people and property opportunities as listings evolve and take shape. Get your client information and prospecting model organized. The foundation of all your client contacts…
One thing to remember in commercial real estate is that most of the rewards go to the agents and brokers that develop a system of business that they can work to every day. They are the agents that aim for quality results in the three essential ‘channels’ of our business. Most particularly those channels are…
Some agents need to be part of a larger real estate team for any of many different reasons. The fact of the matter is that the achievement of results in the property market today requires all types of support, momentum, and interaction. Some people cannot do all of that alone. Other agents can do things…
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