Commercial Real Estate Brokerage Skills Resources by John Highman
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…
In a commercial real estate agency the goals of a commercial property manager are totally different than that of an agency salesperson. While the commissions generated will be important to both, the ways commissions are achieved are very different. Goals therefore need to be set from different perspectives. It can be said that the goals…
When it comes to negotiating with buyers of commercial real estate, it is very common for the real estate agent to get swept up in the ‘chance of a deal’ rather than stay focused on the facts and the intentions between the parties. The contract of sale is there for one reason only and that…
When it comes to you as an agent marketing and selling commercial real estate, it is wise to condition your clients at the very start for the issues and challenges that will arise. One of those conditioning processes is with the price for the property; tell them to expect low offers initially as part of…
A typical commercial real estate agency will have many factors of performance to assess given a standard business or financial year. It is essential that the agency sales team is tracked as to personal performance, market share, and growth. Weaknesses in the team carry across to the agency quite quickly. From time to time during…
One of the biggest problems I see in commercial property management is in setting the correct fees for services provided. Many agents think that fees in management should only be based on passing income or as a flat fee against an ‘industry standard’. That’s the wrong way to do it. The result can and usually…
In commercial real estate today we know that things have changed in many ways when it comes to leasing and tenant enquiry. Sometimes it is the case that the landlords that we work with fail to understand or accept the facts of the rental and tenant market. The result can then be too many vacancies…
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