Commercial Real Estate Sales Skills Resources by John Highman
Top agents in commercial real estate have a certain mindset and a consistent way of doing things that attract new business their way. Is it easy to be a ‘top agent’? The simple answer is ‘no’, given that most of the top agents do have a solid real estate process and working style that most other…
Commercial real estate sales and leasing is a very competitive industry, and the large amounts of money both in commission and in property prices make some of the ‘players’ of the industry compete in ways that can seem ‘aggressive and pushy’. In saying that, the professional approach always ‘wins’ over all other brokerage methods. The…
As the opportunity for listing commercial investment property arises, we can sometimes be too eager to take the listing without getting all the important facts that affect the price or rental situation. Leases really do matter with the income stream of the property. Check the leases on a commercial investment property before you talk about…
As listing commercial property for sale or lease is a competitive process, written submissions must be presented promptly to owners. As part of that, there is plenty of research to do and strategies to develop. Commit to your sales presentation; refine it over time and match it to market circumstances. As the property market changes…
In the sales pitch or presentation process for commercial real estate, you will commonly find that the client will question you regarding your fees and costs compared to your competitors. They are looking for clear reasons to use your services compared to your competitors. When that happens, you need to have your comments ready. Be Careful…
It is no secret that the commercial property market changes or gets slow and difficult from time to time. When that happens, it is the best agents that win the business, as they provide the best value to the clients they act for. Those top agents in any property market will bring to each and…
When you start your career in commercial real estate, the opportunity in the industry is quite apparent. You can see on the ‘horizon’ plenty of listings and lots of commissions. Whilst the vision is realistic, the distance between you and the horizon can be significant and usually is, at least until a personal focus is set…
The methods of sale in commercial property are varied and special. Your choice of the best method of sale needs to be made with clear decisions and strategies in mind. The owner of the property is likely to choose the most convenient and cheap method of sale for them. You need to control and re-direct this misplaced…
When a real estate agent is preparing a commercial property for sale, the marketing programme really needs to be comprehensively structured, particularly towards the end target market. Each town and city will have their own levels of enquiry relative to property types and locations. This is where the high value of commercial real estate agents really…
Today, when you work as a commercial real estate agent, the marketing of property is a critical part of your efforts and business process. It is best to consider the marketing of the property as a complete campaign that is structured in balance with the target market you have defined. Generic marketing does not work in…
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