Commercial Real Estate Sales Skills Resources by John Highman
When you list a commercial property, a sales checklist approach will help you identify the key issues impacting the property, the client, and the marketing process. In this article booklet, I have used a list of topics to comprehensively explore key factors of the property and the marketing program. Take the topics and then expand…
In commercial real estate brokerage, and as an agent or broker, you need to get in front of plenty of people as part of an ongoing contact and prospecting model. Connecting with the right people is part of the equation, so there are choices to be made with that. However, relevance is also something that…
When you are about to take on a new listing or undertake a listing presentation with a potential new client, it is critical that all the identifiable impacting factors relating to the property are found and looked at. That involves a full market analysis of the zone and the property types. Know the facts before…
In commercial real estate brokerage, you need plenty of current and new clients to work with on a regular basis; that ‘pipeline’ is fed by prospecting for new business. There is no shortcut there with creating new connections. The cycle of activity for most property clients and prospects in commercial real estate is relatively long;…
In commercial real estate brokerage, the sale process is quite special. There is a limited amount of time to attract the required targeted buyers and to create the ‘churn’ of activity to get offers and negotiations underway. Prepare to make your sale processes successful and frequent. Time is ‘precious’ and momentum is necessary. (NB –…
In this video on iTunes you can learn about the important and critical business goals in commercial real estate brokerage. Watch the numbers in your activities and local property zone. Having spent a good number of years in the brokerage ‘game’, these are the numbers that I ‘live by’ personally. I hope they help you with…
Understanding the sellers of property in your location will help you package your commercial real estate services and win many more listings. Winning listings is the foundation of brokerage success. So, there is a plan and a system that is needed here, and it is a personal thing to work on. It is an individual…
A sales or listing presentation is a special opportunity to connect with the client. It is likely that a few other brokers or agents are also chasing the same business and or property, so the connection that you make with the client as part of the presentation is critical in so many ways. Presentation…
In commercial real estate sales, there are plenty of deadlines to work to as a property is prepared for listing, marketing, and negotiation. When you have a good number of active listings, the deadlines can then become frequent and frustrating. In saying that, you cannot be successful as an agent or broker, without working to…
In commercial real estate brokerage sales, your voice is important as a business tool. You have important things to say. What you say and how you say it will help you convert client interest and move conversations towards a successful result. Your voice helps you display confidence as part of any property presentation; that will…
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