Commercial Real Estate Brokerage Skills Resources by John Highman
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 property management and leasing, the leases and the tenants in a property are critical to the income cash flow for the landlord. You as the property manager must watch for the upcoming lease changes and renewals. They are called ‘critical dates’ and they should be tracked and actioned early or on time in…
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…
In commercial real estate agency, a sales slump can happen with any property agent during the year. There are ways to fix the problem. A good plan of attack is required. Let’s clarify the ‘pain’ that comes with a slump in property sales. An agent will lose market share and commissions; the longer the issue…
The advertising and marketing process in commercial real estate today should be well crafted and matched to the property type, the local area, and your target market. With many properties on the market, each new listing needs to stand out as relevant and well packaged for inspection and negotiation. Gone are the days of the…
In commercial real estate agency it is common to be presenting your services and strategies to a client within a boardroom environment. The corporate clients that we work with will sometimes have a number of decision makers involved in the agency choice and listing process. The boardroom will be the place where all parties get…
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