Commercial Real Estate Sales Skills Resources by John Highman
In commercial real estate agency, you do need to create a successful sales plan for yourself personally. In that way, you can reach your target audience and create the market share that you require. There will always be a lot of listings to attract and clients to serve. It is just a matter of finding…
In commercial real estate agency, you will find that many commercial property agents develop a degree of call reluctance and avoid the prospecting process accordingly. Over time this one single fact will have a major negative impact on their market share with new listings. The way to beat call reluctance is to start the process…
From time to time during the year, the commercial real estate market will slow due to seasonal factors, economic conditions, or business sentiment. On that basis, you really do need to adjust your marketing approaches and your prospecting efforts. Typically a slow property market will include some if not all of the following issues: The…
Every property listing in commercial real estate agency will give you some fresh business leverage. You can use all of your listings to build relationships and new leads with prospects and new clients. Don’t just list a property and hope that someone will call you off the signboard or the internet advertisement; get involved with…
In commercial real estate agency it is rare that you will win new listings and clients on or at the first point of contact. Whilst it does happen, it is usually the longer relationships that help you build listing leads and commission opportunities. The message here is that you should stay in touch with the…
One of the most effective marketing tools you can use to build your online presence as a top real estate agent is writing articles and submitting them to websites as editorial content. In saying that, there are some key ways to approach the process if you want the best success. Some agents will say, ‘Why…
The ‘pipeline process’ in commercial real estate agency will have considerable impact on your market share and client database. The concept behind the ‘pipeline’ is that you are continually growing your database with fresh prospects and leads. This concept should start at the very early stages of your career and continue through all your time…
In commercial real estate agency, it is common to be presenting services and strategies to clients and prospects on a daily basis. If you are doing enough prospecting and cold calling, you should be presenting and pitching your services of least once per day. This then says that your skills in presenting should be of…
To be successful in commercial real estate agency, you do need to understand your selling strategies and character. Every salesperson and every agent will be different in this regard. Build on your sales strengths, and resolve the weaknesses (we all have them). A lot has been written over the years regards the main characters that…
In commercial real estate there is a lot of business to be gained over time by offering yourself as an ‘agent alternative’ to the clients of your competitors. Find out who your competitors are working with by way of clients, and then get your communications and networking going to ‘open the door’ with those clients….
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