Commercial Real Estate Sales Skills Resources by John Highman
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…
In commercial real estate brokerage the agent with the greatest appeal wins the quality listings most of the time. It’s a simple equation that is hard for some agents to fathom; those that do become the top agents in the market. What makes an agent appealing? Try some of these: Comprehensive market coverage to attract…
A listing presentation in commercial real estate is the make or break point for winning new business. Many times you will be up against other agents in one form or another. They will all be producing ideas and strategies in one form or another to list and market the property. Think about these questions: How…
Property inspections will happen frequently in your role as a commercial real estate broker. Inspections will occur for a number of reasons and you will be involved with different people in doing so. Given that every property type will be unique, it pays to have a strategy for the process, and an inspection checklist to…
The prospecting process in commercial real estate today is quite specific to both your market and your skills. You should have a prospecting system to build your growth of market share around. In that way you will create listing opportunity. So many agents and brokers struggle with the creation of new listings and market opportunities. …
The offer and counter offers that occur in commercial real estate are the end result of a negotiation with qualified parties. It is the ‘business end’ of the deal where people are seeking to bargain and achieve an outcome or benefit. Some offers are easier to negotiate than others and a lot depends on the…
In real estate sales and leasing you should carry with you a listing kit that can be used at short notice with any property presentation or meeting. You never know when some opportunity for a listing will arise. Your Real Estate Listing Kit should contain a mixture of the following: Given that there are a…
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