Commercial Real Estate Sales Skills Resources by John Highman
The role of a top commercial real estate agent is complex and yet also greatly rewarding. To get to the top of the industry it is a matter of a salesperson doing the right things every day. Whilst that is easy to say, it is difficult to achieve because many people (clients, prospects, and colleagues)…
In commercial real estate brokerage, there is no time to lose when it comes to attracting clients and converting listings. It doesn’t matter if you work in sales, leasing, or property management, a listing is a listing no matter which way you look at it. Commissions will come from quality clients and good listings. So…
In commercial real estate brokerage, the relationships that you grow with your clients and prospects should be built on the foundation of trust, first and foremost. It is a fact that most top agents are selected for a listing on the basis of trust first and then skill second. Trust being the priority factor before…
In commercial real estate brokerage, the enemy of many agents is quite likely to be procrastination. That is typically the failure to follow-through on complex and demanding tasks; that is of course the hard work that we need to do. We only have a certain amount of time each year to attract clients, convert listings,…
In commercial real estate you have plenty of choices as to what you can do every day as a broker or an agent. That being said, you should seek to improve the ‘quality’ of your activity so that the right things happen in your results. By ‘quality’ I mean those things that are most important…
In commercial real estate brokerage today the process of recognition and reward should be established within the agency team. In that way the best people with the best ideas and the top results will be encouraged to maintain the momentum and improve personal performance over time. It is interesting to note that many brokerages ignore…
Every year as part of a real estate business planning process, commercial real estate brokers should look at market trends and opportunities to help their brokerage grow and match market expectations or opportunities. Once a plan of this type is created it should be revisited quarterly to make adjustments based on market trends. The property…
In commercial real estate brokerage you need buyers to close on deals, but set some rules as to how you work with them. The qualifying process is really important. Before going further into this topic, understand that quality listings and properties in your area will create better levels of enquiry from buyers looking for investment…
The quality of your client base in commercial real estate brokerage will have a direct reflection on your commissions. So the real issue is how do you attract and serve the top clients of the market? How do you get those clients to change agent or broker? The answer to these questions is found in…
It is a fact that the quality of your prospecting in commercial real estate brokerage will radically impact your sales and commissions. When a real estate agent or broker says to me that listing and sales are slow, I ask the question ‘How is your prospecting at the moment?’ That’s when I usually get a…
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