Commercial Real Estate Sales Skills Resources by John Highman
In commercial real estate agency today the competition for the same listing is generally significant and challenging. Many agents will be trying to influence the client to select them as the ‘agent of choice’ to take on the listing. In just a few short minutes of agent interview the client will make a choice on…
The prospecting process in commercial real estate agency is quite specific and yet also simple. The unfortunate fact here is that most agents and brokers don’t get the issue under control, and they struggle ‘big time’ with their market share and commissions. To build market share and listing opportunity it takes organised effort on the…
In commercial real estate agency you will inspect many properties in a given week. Many of those properties could very well become listings. Asking the right questions in the inspection process and doing your own ‘checks and balances’ will help you to get to the bottom of the key issues that could impact the listing…
In any property market there are likely to be many agents chasing the same client or property listing at any one time. In many cases that ‘chasing’ process may have started months if not years ago. You can see why personal relationships in this market are so important. Your database is a big part of…
When you list a commercial property for sale or lease, it will be on the basis of an ‘open listing’ or an ‘exclusive listing’. There are some significant differences in the way that you handle the two listing types. Try this for the comparison: An ‘open listing’ is one that is listed with quite a…
Every commercial real estate agent or broker wants more new business, better listings, and quality clients. Sometimes we succumb to the pressures of ‘earning’ and can scatter ourselves across too many things and issues. That’s why specialization works more successfully in our industry. When you specialize you are of greater value to your clients given…
In commercial real estate today you will find that the market will change each year for all types of reasons. The economy or business sentiment, supply and demand for properties, and seasonal holidays are just a few in a long list. That being said, there are always good opportunities for those agents that get active…
In commercial real estate agency you see a variety of salespeople in the market. Some have big ‘egos’ whilst others have ‘attitude’. Don’t confuse the two as they can be and usually are very different. As agents and salespeople we need degrees of personal confidence to help us with the challenges of the job and…
It is a fact that many commercial real estate agents struggle with making cold calls. They suffer from a dose of ‘call reluctance’ and get ‘cold feet’ in the process. In many respects they avoid the issue and stop making calls. That avoidance issue has a major impact on their ability to find listings and…
In commercial real estate agency, the listings that you create are the lifeblood of the commissions earned. When you focus on listing quality properties in your area, the enquiries come to you and the real estate business opens up with opportunity. The agent with the listing always wins more commissions in any market. Far too…
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