Commercial Real Estate Sales Skills Resources by John Highman
In commercial real estate brokerage there are a few things that you should watch and track in team performance, particularly if you are running a team of people or if you are tracking your own results. By watching the indicators, you get an idea of what is happening around you with listings, prices, rents, and…
In commercial real estate brokerage, you can get feedback from a number of directions. Importantly that feedback you seek should be from the people and the channels that matter. That feedback is from the experienced people that are already ‘market achievers’. Don’t look to inexperienced sales managers or your brokerage peers for that feedback. When…
Throughout the year there will always be shifts and changes in the commercial property market in any town or city. That being said, there are always some reliable business opportunities to be obtained in those changes, if you know how to look for them. Don’t let the pressures of the property market frustrate your progress…
In commercial real estate agency, the investment sales part of the market is quite special. It is the place where you will find the investors and their requirements of property performance. If this is your market segment, then it is wise to consider how you can build your personal profile with the right people. Finding…
In commercial real estate brokerage, you should have a significant database of qualified prospects and clients that you are working with comprehensively throughout the year. Regular contact into the database at a personal level will help you build the right relationships with the right people. Work your database list selectively with a bias towards quality…
In commercial real estate brokerage, your database should be captured into a ‘cloud based’ software program that manages your pipeline of clients and prospects in both activity and opportunity. A ‘cloud based’ program will allow you to add to and access your programs anywhere and at any time. (NB – you can get our Commercial…
In commercial real estate brokerage there is a good degree of documentation and paperwork in any average transaction, be that in brokerage sales or leasing. The paperwork that you create in brokerage should be reflecting the factors of the transaction and intentions of the parties. That documentation needs to be accurate in every way possible….
There are plenty of ways to list commercial properties but in saying that, the focus should always be on exclusivity each and every time. Exclusive listings are easier to control and convert into opportunities. Open listings conversely are convenient for the client or the broker, but there is typically little control on the property through…
Sometimes we over complicate the commercial real estate business. We commonly do too many things and spread ourselves across lots of listings and clients, only to find that commissions and conversions are a struggle or too low. At the end of a given week, you soon realize that you didn’t get all of the traction…
Send the right message to the people in your contact list in commercial real estate. Make the contact yourself. So many brokers and agents use ‘other people’ and even call centres to canvass and contact the people in their database. It is a bad move; it is disrespectful and shows the people in your database…
We like Commercial Real Estate and hope you do too! Join us here for free resources and updates for agents & brokers worldwide.
We will never share your information.
