Commercial Real Estate Sales Skills Resources by John Highman
When you start work in commercial real estate agency, the fact of the matter is that reasonable preparation is required. Whilst you may work for one of the best brokerages in your town or city, that employer will only have a minor impact on your new business activities. Success in this industry is largely self-generated….
A simple phrase like ‘true sales grit’ is so relevant in commercial real estate brokerage. It separates the top agents from everyone else. It is that focus on doing things under pressure and yet still getting them done. So what facts can be improved by developing ‘true sales grit’? Think about these: Listing presentations –…
When you have been working in commercial real estate for even the shortest period of time you will soon know that modified habits are required if you want more new business and the opportunity to grow your client base and commissions. So you have a choice here; you can do things the fast way or…
Most commercial property listings today (if not all) are marketed on the internet in one form or another. In saying that, there are some standard locations where that marketing will be done. You can do a lot to help those listings be seen and found online by the search engines and the people enquiring about…
In commercial real estate sales and leasing today, the ultimate goal is to attract an offer effectively and accurately between the parties. The offer is the first part of the negotiation process and on that basis should be accurate in every respect. In this way you are initiating the momentum to the negotiation process. You…
When it comes to listing a commercial property or perhaps preparing for a presentation, it pays to have a checklist approach to work through with the client. The right questions asked at the beginning of the connection can save you a lot of time later. Before I go too much further I will say that…
In commercial real estate agency you can achieve considerable volumes of new business from property investors, providing you give them what they require in local market information and local leads. Look for those investors that are involved with quality properties as landlords. In most circumstances they will have the need for professional property management services…
In the marketing of any property, the use of outstanding photography should be the norm and not the exception. The issue here of course here is that professional property photography costs money and the agent should not be the one paying for it. On that basis the seller or landlord for any property to be…
In commercial real estate sales, your brokerage can benefit significantly from implementing a seller management process. By definition, this is a process where you can control the interaction and experience provided to your clients as owners of commercial property. The object of the process is to ensure professionalism throughout the sales experience and to encourage…
Commercial property investors have many different targets when it comes to property selection and performance. As agents and brokers, it is critical that we come to a full understanding of any individual investor so that we can help with the property future that they require. Some property investors know a particular property type better than…
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