Commercial Real Estate Sales Skills Resources by John Highman
In commercial real estate brokerage, success in cold calling will come when you stop trying too hard. When you are pushing a telephone conversation things get difficult and the person that you are talking to can sense desperation. As a ‘golden rule’ in telephone based prospecting, you should be focusing on creating a conversation and…
Have you ever met with a real estate client and had to talk about their property without knowing where to start? Perhaps the particular commercial, industrial, or retail property is so special that unique challenges are evident. I have put together this special wall-chart for Commercial Real Estate Brokers and Agents that will help with…
In commercial real estate brokerage, you can let the market come to you (albeit very slowly), or you can take the real initiative and pursue the opportunities vigorously. There are always things to connect into. The clients that we serve have many challenges and factors of change. So let’s look at ways you can take…
In commercial real estate brokerage, there will be many changes and pressures on the market during the year. That in turn can create shifts in your focus when it comes to the quality listings and clients requiring service. The only consistent thing that you can control is the momentum within your prospecting model. The one…
In commercial real estate brokerage, many clients and prospects will have certain doubts or questions when it comes to a sale or lease transaction. This then says that we need to be very specific and skillful when it comes to satisfying the questions and doubts of the customer. In most cases the following elements will…
In commercial real estate brokerage, you should be constantly looking for new talent within or for the sales team. This is an ongoing process and should occur throughout the year. The identification of talent can occur through a number of different strategies such as: To get this process started, understand the type of people that…
In commercial real estate brokerage, every agent or broker should be prospecting for sales leads every day. The process should be part of the job specification for agents and brokers. Whilst the prospecting requirement sounds obvious, it is quite clear that many agents and brokers will overlook the requirements for prospecting on a regular basis. …
The prospecting process in commercial real estate is quite special. That is because the cycle of business can be quite lengthy, or slow to occur. It can be a long time and some years between property purchases or lease transactions. This says that you need to connect with the right people and then stay in…
In commercial real estate agency and brokerage, you must think and act like a ‘winner’. In only this way can you take all the right actions to help you build a better client base and market share. Top agents do just that. How can you? So this sounds obvious, and yet it is so hard…
Procrastination can be a big problem when it comes to a commercial real estate agent or broker building their market share and listing activity. Every day, difficult things need to be done when it comes to finding listings and new people to serve. The problem of procrastination can hold you back from the opportunities in…
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