Commercial Real Estate Brokerage Skills Resources by John Highman
So often we see landlords choose commercial or retail property managers to manage their property with little or no regard to the experience of the people doing the actual management work. When property performance matters, so do the applied experiences of the property manager and their role in the real estate team. Invariably when you…
People that choose to become commercial property managers should respect the need for specialised knowledge and control in the job. There are plenty of commercial property management things to learn over time and with all property types. What are the things to think about here? It is a focused career of real estate opportunity and it…
When you manage a commercial property, have a formal process to maintaining and managing all physical aspects of the property. That will include issues associated with tenant occupancy, property function, and building performance. On an annual basis, maintenance programs require a budget so that costs are controlled. The budget will be within acceptable limits for the…
In this property market where deals are sometimes harder to put together, the value of the commercial property manager is high in maintaining and directing a sound and good level of commercial property performance. Why does a property owner need a good property manager? A well-managed property will always attract better buyer interest at the…
Many commercial real estate agents and salespeople hate the cold calling process. On that basis, they tend to avoid the activity as much as possible. Telephone canvassing is a valuable new business process in brokerage. That being said, the most successful commercial salespeople in the industry understand the power of the new business and calling process…
Listings are the agent’s “stock on the shelf” and their income now and in the future depends on the quality as well as the quantity of the listings that they obtain. If you are looking to boost your real estate business, focus on your listing stock, but in doing that, have a bias towards quality…
Here is how to protect yourself from the impacts of a changing real estate market. When you work in a commercial real estate agency, the cold calling process is a key part of the required prospecting model. Every salesperson should be making cold calls every working day to new people that they have not spoken…
The one lesson I wish I had learned faster and from the ‘get-go’ in real estate is the importance of making plenty of cold calls. In fact, I would base my entire business system around that. The ‘lesson’ is important for all agents and brokers. In commercial real estate, you must make many cold calls…
In commercial real estate, it pays to have a basic plan that allows you to focus on and refine your negotiation skills and closing strategies. You will be negotiating every day on many different matters. Take charge of that by lifting your closing skills. Practice your skills and conversations around the common hurdles and concerns…
In a commercial real estate agency, you should try to build relationships with clients as quickly as possible that are strong and helpful. The more people you know at deeper levels, the better it is for you. Prospecting for clients is like that. The property industry is very much relationship-driven between agent and prospect. Note that…
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