Commercial Real Estate Sales Skills Resources by John Highman
The longer that you work in commercial real estate brokerage, you will encounter a good variety of pressure and difficulty when it comes to listings, negotiations, transactions, and deal momentum. A fact-finding process should apply to all client discussions, listings, negotiations, and transaction documentation. (NB – you can get plenty of negotiation tips in our…
In commercial real estate brokerage, you will meet plenty of people and engage in many different business situations. People create business, and people should be at the center of any business model for agents and brokers. Relationships create opportunities. Trust is also part of the equation. There will be brokerage opportunities potentially available through all…
Every agent is looking to win and convert more new listings. The essence of the process is to win better quality listings on an exclusive basis; the general or ‘open’ type listings in any town or city are commonly a waste of time, and they usually only convert through a good degree of ‘luck’. It…
When pitching for a listing, I follow some rules as a guide so I can get the best outcomes from a listing perspective. Those rules are worth sharing. This checklist approach can also help you get better results with your properties and clients. (NB – you can get plenty of listing tips in our ‘Snapshot’…
In industrial real estate sales and leasing, there are things that you can track to see where the next brokerage opportunities may be coming from in the property market. A close ‘eye’ on the indicators will help you see the lease and sale opportunities as well as any development situations. That can help you connect…
In commercial real estate brokerage, put some focus into choosing the better buildings and owners in the location to work on and for. Selectivity in this way will help you get some traction in your real estate business. (NB – Learn how to network and prospect in commercial real estate in our free ‘Snapshot’ course)…
Time is valuable in commercial real estate brokerage. Ideally, you should be looking to get the best results possible from your time and actions in your working week. To achieve that, everything should be looked at from the perspective of the potential result. (NB – you can get plenty of tips about commissions in commercial…
In commercial real estate brokerage, the margin to greatness is small. The margin reflects an effective prospecting process, constant client interaction, and exclusive listing activity. (NB – you can get more tips on commercial real estate skills in our free brokerage course ‘Snapshot’ right here). It doesn’t matter whether you work in property sales,…
Some commercial property listings take a very long time to sell or lease. When that happens, there are a few strategies to bring into play. The first step is to take the property off the market so you can re-position it; build an alternative strategy of promotion and or condition the client. A ‘stale’ listing…
You are your ‘brand’ in commercial real estate brokerage. Like it or not, people will assess you and your skills before they choose to do business with you, and that is regardless of the brokerage that you work for. Brand is everything in the property industry; focus on your personal image and profile first and…
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