Commercial Real Estate Sales Skills Resources by John Highman
As a broker or agent, in commercial real estate office and in your zone or territory you will have many factors of competition to contend with. Other agents and brokers will be chasing your clients and listings, and the economy will always be changing. Pressure points exist. So, what can you do? You can create…
Many people start a career in commercial real estate with little or no professional knowledge, and just a lot of ‘hope’. They see the advantages of the industry and then embark on the new vocation of working with properties and clients in their local area. The change process then starts. There are ways to ‘fast…
In commercial real estate brokerage negotiations, concessions are quite common, although you should not provide a concession in a sale or lease without some form of acceptable trade-off. There will always be situations of movement and opportunity in the other person’s offer. Act in the best interests of your client and seek a positive trade-off…
You must have a clear vision of where you are heading in your commercial real estate career and how things will look for you as you proceed. Every day and week your thoughts and ideas will be challenged by your clients, your peers, and your prospects. Stay on focus on your goals and targets. Build…
When you work with commercial properties and clients, there are constant demands on you for high-quality proposals to sell or lease a property, and thereby effectively resolve a clients challenge with their investment(s). There are also requirements (albeit different) for property management proposals. So, what are the rules? Over the years, I have determined a ‘formula’…
Sometimes you will have had a listing promoted on the property market with little or no interest. There will usually be reasons for that including poor promotion, lack of target market activity, overpriced property, poor quality property, or unrealistic client. Know the reasons then act for resolve. So, you have a choice here as a…
When you work as a commercial real estate broker or agent, your position in the market is critical to your attraction of new property listings and conversion of good quality clients. An analysis of your competition is therefore valuable as the year starts and progresses. Know your position in the local area as an industry specialist;…
When you work as a broker or agent in commercial real estate brokerage, your prospecting activities for new business will be ‘foundational’ to the results that you achieve. The opportunities of and in the industry are many and broad, but plans and actions are required to make things work at a personal level. Are you looking…
Creating and perfecting your listing systems will strengthen Your real estate business. In itself, a listing system will help you with your pipeline of activity and results tracking. You can then focus your marketing and inspection processes on more robust and faster results. Where do you go from here? Some properties and listings are far…
In commercial real estate brokerage, it is important that every inspection is planned before the ‘site visit’ event. You only have a few short minutes with the potential buyer, so inspection optimisation is a good thing. Know how you will enter the property, what you will talk about, and how you will move around with…
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