Commercial Real Estate Sales Skills Resources by John Highman
If you want to get traction in your real estate business, a prospecting and new business plan is required at a personal level. That can be difficult for some newer agents or brokers given that there are so many things to do each day. In this video program, I want to share the systems behind…
In commercial real estate brokerage, you should have a refined and practiced sales presentation technique that allows you to show your true professionalism and relevant ideas to the clients and the prospects that you engage with. Your sales presentation should be improved over time; practice will help you fast track the process. So, what is…
As you move around your property market each day and talk to many people, the opportunity will regularly arise where you can pitch and present your ideas related to sales and the marketing of the client’s property. It directly follows that you should have all your presentation tools and ideas readily available to use and…
In commercial real estate brokerage, your brand is a big part of your success over time. That brand is both personal and business based; it should consolidate and grow in a positive way. What is the target here? You want people to remember you and contact you when they get to a property challenge or…
If you are looking to improve your commercial real estate brokerage business, there are a couple of things to consider from the very start. The first issue will be who your clients should be, and the other will be where they will be located. (NB – you can get tips for commercial real estate client…
Understanding the sellers of property in your location will help you package your commercial real estate services and potentially win more listings. When I say understand the sellers, I am referring to all the challenges and choices that the client may have. Know those at the issues in your location in the property market today. …
Understand your commercial real estate client choices and your property market. Make sure you are focusing your services into the prospects and clients that can offer you the ongoing leads, listings, and reasonable commissions that you require over time. Brokerage success is achieved through a process of focus and action; clients are part of that….
In commercial real estate brokerage, there are very likely to be some key accounts in your city that need special attention over time and in certain ways. In the bigger brokerages, it is common to have key account managers to assist in the client engagement process. Experience and market coverage support the process. Why do…
Just about everything we do in commercial real estate brokerage should be evolving around customers and clients. It doesn’t matter whether you work in sales, leasing, property management, or any other variation of service in the industry, your CRM system should be at the centre of your brokerage business. Client Contact Matrix Chart …
It takes time to build customer value and loyalty in any industry. Customers and clients are at the centre of most if not all property activity; given that rule, you want prospects and customers to remember you at the right time as they consider property choices and change. How well do you know your clients…
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