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Tactical Sales Pitch Checklist for Commercial Real Estate Brokers

From time to time I travel to venues in different parts of the world for conferences and give Keynotes on matters related to Commercial Real Estate Brokerage and Team Performance.  Yesterday I was in Sydney Australia at the invite of a CBD real estate group.   I have got a download at the end of…

Commercial Brokers – Confident Professionalism in Selling Online Marketing Packages

A Commercial Real Estate Agent said to me today, ‘I can’t seem to get any more advertising out of my vendors; they won’t spend on advertising.  Listings are buried online many pages below the homepage simply because the property owners won’t pay for a priority advert on the commercial portals.  What can I do?’ My…

Screening and Qualifying Commercial Real Estate Buyers and Tenants the Right Way
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Screening and Qualifying Commercial Real Estate Buyers and Tenants the Right Way

The screening process should occur with every property buyer or tenant in commercial real estate brokerage.  Understand how they have reached you, and why they are contacting you.  Get to the real facts of the matter in each and every case. Qualify the people that call you about property and do that comprehensively. Take notes…

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Commercial Real Estate Brokers – Focus on Critical Areas and Issues

In commercial real estate brokerage, any listing process should be centred on critical areas of the property and the marketing requirement.  Get the facts about the property and surrounds by drilling down on what is presented to you; ask more questions.  When in any doubt ask more questions, that’s the rule.  Certainly do not proceed…

Looking Forward and Looking Backward in Commercial Real Estate Brokerage

In commercial real estate brokerage it pays to look forward and to look backward in market trends.  You can learn a lot about emerging markets, dominant property types, and enquiry rates. In your town or city things will change frequently in property prices, rents, time on market, and the supply and demand for stock.  That…

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The Advantages of Straight Commission in Commercial Real Estate Brokerage

In commercial real estate brokerage it is common for the top agents to be employed on straight commission; in that way they can be rewarded based on achievement and results in listings and commissions.  For new sales people to the industry that process of earnings can be really hard until such time as the market…