Commercial Real Estate Sales Skills Resources by John Highman
So many commercial real estate agents and brokers struggle with market and commission results because they do not ‘rehabilitate’ their listings. Professionalism in our industry says that we must track and shape the enquiries that we get for our listings and our clients. So what does ‘rehabilitate’ mean? It’s a bit like refreshing the property…
In commercial real estate agency you need lots of buyers to create the churn of listings that you are looking for. Property buyers are easier to find when you work on listing quality properties. Those good listings attract buyers like a magnet in any market and in any economy. Top agents do that all of…
Well its Friday and time for another tip and free chart. This week I want to get a bit ‘motivational’ for my friends on-line. Yesterday I was thinking about ‘Rock Stars’ and how similar they are to the top agents in the industry. Top agents are ‘performers’ in many different ways when it comes to…
In commercial real estate today, we negotiate in many different ways in all stages of a transaction. The parties involved in a sale or lease, and within the property types will have a lot to do with the levels and the intensity behind the negotiation. It directly follows that every broker and agent should be…
In commercial real estate brokerage today, it is essential that you have a plan relating to your sales territory and prospecting activities. Every day the plan can be ‘actioned’ and improved. Over time that will give you growth of market share. If you work a very large territory or diverse town or city, the market…
One of the most frustrating issues in commercial real estate brokerage is with staff. The first problem is in finding the right people for your team, and then the second problem is the issue of keeping them for the long term. When you lose a team member for any reason, the costs incurred in replacement…
Quite often today I see a commercial real estate brokers overlooking the value of their database. They forget about contacting the clients and prospects that they have previously connected with. Given that our industry is based on relationships and networking, the client contact process is quite important to growth of market share. There are many…
Every commercial real estate broker or agent should use a direct approach to marketing so they build dominant market share and listing opportunity. To do this you will require marketing distribution plans and systems. Think about how you want to get your message and services to the right people locally. In most cases you should…
As negotiators of commercial real estate properties and in sales and leasing, we are frequently attempting to bring two parties together in some form of transaction. It directly follows that we should refine our skills in the negotiation process. Success in this industry is a lot easier if you are a great negotiator that can…
In commercial real estate sales today it is likely that you will have fewer offers when it comes to each single listing. This then says that you need to do more with less to get a transaction across the line. Local market knowledge and property information will help you. A special note should be made…
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