Commercial Real Estate Sales Skills Resources by John Highman
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…
Most brokers and agents struggle to convert listings simply because they are too ‘ordinary’ in the services that they offer and or the way that they go about their property marketing. The clients and prospects they pitch to have no reason to choose one agent above the others, given that so many are offering local…
When listing a commercial or retail property for sale, there are some important factors to look into and shape as part of the listing process. Every client and listing situation will be different, and it is up to the agent or broker to understand those differences, then deal with the strengths and weaknesses accordingly. (N.B….
If you work as a listing agent in commercial real estate brokerage, you should have just one main focus as part of your business activities. That is to identify and convert quality properties exclusively in your location. (N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot…
In commercial real estate brokerage, you will get better results faster as an agent when you focus on listing quality properties in good locations. That’s a rule that should not be underestimated or overlooked. If you are looking to grow your market share as quickly as possible, focus on quality listings and market yourself to…
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