Commercial Real Estate Sales Skills Resources by John Highman
When you inspect a commercial property in preparation for listing, there are many issues to look into and understand. Failure to investigate the property fully can be the start of an error or omission. Every property will have ownership and title issues to look into. A property negotiation can stall if the correct facts are…
If you want to get anywhere fast in commercial investment sales, it is best to do a good degree of market research and then set your goals for action. Failure to understand what is going on locally with the investment market segments, can see you lose precious time and waste resources. (N.B. these ideas are…
The best way to move on a property opportunity or client requirement in commercial real estate today is to comprehensively understand your client’s business and investment targets. Given that we work with most clients for the long term, that research is valuable in commissions and transaction timing; spend time in watching the client business situation,…
The property market will always be changing. Every year is new and different in commercial property. The factors relating to sales, leasing, and property management are all impacted by regional and location issues. So in all of this you should consider how to research the local property activity and then position yourself for the advantages…
Victory in our industry depends largely on market conditions and directed effort. The results that you achieve in commercial real estate brokerage will depend entirely on how you match your efforts into the market conditions. The property market changes frequently, and that’s what you need to look for and adjust into. You can improve your…
The actions that you take today in commercial real estate brokerage will impact your listings and commissions over time. That is why you should base your business activities around specific actions strategically and directly. You can track and shift your action focus when you see the results that you are achieving, and the changes…
In commercial real estate brokerage, it is easy to get diverted away from the things that really matter. An average working day can be pressured and confusing if you don’t stick to the rules. Many clients and prospects will be seeking a slice of your time with inquiries, listings, negotiations, marketing, and inspections. Somewhere in…
Over the years, the top agents I have seen and coached have been highly biased towards their client list and contact system. They spent at least half of their day in the local area talking to people; that’s how they found leads and opportunities. Essentially the clients that we serve are at the center of…
In commercial real estate brokerage, the customers and the clients that we work with are not always right when it comes to listing, pricing, selling, leasing, or property negotiation. There will be factors relating to a transaction that they fail to understand, appreciate, and or accept. The only way you can effectively work through that…
As you move through your career in commercial real estate brokerage, you will always find plenty of listing activity to tap into across and into the business community. Local businesses will be changing throughout the year with property expansion, contraction, and or relocation. You can be the person to help those businesses with their property…
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