Commercial Real Estate Sales Skills Resources by John Highman
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…
The listing process in commercial property today is competitive, so every exclusively listed property should be uniquely promoted to the target market of buyers or tenants, as the case may be. In this chart by John Highman, you can see the three essential elements of property promotion that we should never forget. Review all of…
Any commercial real estate business is one of variation and complexity. Good people with good ideas and skill are required in the team. There are clients and properties to understand as you probe the market conditions and changes. Somewhere in that equation will be the opportunity of commissions and listings in your town or city….
In commercial real estate brokerage, each salesperson has a series of roles to play. Many of those roles are critical in the team and are vitally important to the brokerage results. Priorities are required for the roles and tasks associated with both listings and clients; that is by zone, by property type, and by territory…
In your commercial real estate brokerage business, you will find that there is a definite advantage to be gained in pairing up some of the ‘front-line’ people within your greater sales and leasing team. That pairing process can help them work specific locations, suburbs, and streets, with the property types, and service specialities. I call…
Many things change in commercial real estate throughout the year. Pressures and challenges evolve, and the property market will change between sales and leasing activity. Somewhere in all that change, will be the brokerage opportunities that you require in commissions, clients, and listings. When you understand the change factors in your commercial property market, you…
In any commercial real estate brokerage, it is critical that new customers and clients be engaged with in some way or form by all agents. Over time that engagement creates leads and commission opportunities; conversations with people create opportunities. It is a simple rule to work with, and it is controllable at a personal level. …
Over time I have written about, and spent a good deal of focus on cold call systems and processes. In commercial real estate brokerage, the telephone is such an important part of finding and generating new clients and listings. The telephone is convenient and cheap to use; a process of making more calls is required….
In commercial real estate brokerage, there are some things that you should watch when it comes to results in sales listings and sales across the brokerage and with each person in the team. It takes time to get a transaction ‘across the line’, and sales metrics matter when it comes to knowing what is happening…
When you consider a commercial property market in any town or city, you can find many factors of pressure and property ‘pain’ that will potentially be leverage and listing sources for you to work with over time. Work those ‘pressure points’ for the opportunities that they provide in both sales and leasing appointments for you…
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