Commercial Real Estate Sales Skills Resources by John Highman
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…
In commercial real estate brokerage, a good degree of client conditioning happens with sellers as they look to achieve a sale result or a positive negotiation outcome. Talking logical common sense with them is important, and that approach should be supported by local property market evidence. Most property owners have an inflated view of…
While the sale of a commercial or retail property is typically not as ‘emotional’ as any residential property, the sellers that you are working with as clients will need some conditioning and help. You can do that as they move through the stages and decisions of listing, marketing, negotiation, and closure. That is where the…
There are some simple deadlines to work towards in commercial real estate sales. Those set times and tasks will help you in building your competitive edge and avoiding the ‘chaos’ of the working week. People will try to shift your focus away from listings, clients, and transactions; that is always a problem for those of…
Every brokerage sales manager will know the common frustration of finding and keeping good sales agents in their real estate business. The fact to remember here is that your good agents can and will be ‘poached’ by your competitors and or they may choose to start up their own brokerage business. So, strategies are required…
In commercial real estate brokerage, there are things to watch and things to do if you are looking to build some reasonable personal momentum with listings, property, and clients. A planned approach is a good way of moving ahead individually as an agent or broker; to achieve momentum a full period of 12 months can…
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