Commercial Real Estate Brokerage Skills Resources by John Highman
So where are you headed in your territory and market? In commercial real estate agency and brokerage today you can fast-track your listing and commission results if you have a ‘successful selling system‘. The system itself should take into account the prevailing market conditions and the opportunities that you are looking for. Directed action can…
In commercial real estate brokerage you will be pitching your services in many different ways and for different reasons. The important thing is that you win your fair share (or better) of the presentations that you make. The competition for quality listings is generally high most of the time unless you have the ‘inside running’…
In commercial real estate brokerage you can be lucky some of the time, but the success that you are looking for comes from diligent effort and hard work. Good things happen to those agents that put in the time and the focus. It is interesting to note that many agents have little ‘system’ in their…
Commercial real estate brokerage is really quite simple. You just need to understand the specific parts to the process and improve your skills in each of the components. The top agents of the industry tend to be very skilled in most if not all of the stages. Having worked with many top agents over the…
In commercial real estate brokerage you need to establish a good set of qualifying sales questions to understand how you can help a seller or landlord, and or a prospective buyer or tenant. Those questions should help in matching your recommendations to the needs of the person that you are to serve. So there are…
Every agent in commercial real estate should have a ‘selling system’ that works for them given their location and market conditions. This systematic approach helps drive better listings and deals. It gives a pipeline of opportunity to act on. One of the biggest and most common problems with agents and brokers is that they do…
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…
In commercial real estate property management, it is likely that you will be involved from time to time in appointing a new property manager to the agency management portfolio. On that basis, you should have an induction program or system to help you with the appointment of the new person to the team. An induction…
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