In commercial real estate brokerage, you need plenty of current and new clients to work with on a regular basis; that ‘pipeline’ is fed by prospecting for new business. There is no shortcut there with creating new connections. The cycle of activity for most property clients and prospects in commercial real estate is relatively long;…
In commercial real estate brokerage, there are very likely to be some key accounts in your city that need special attention over time and in certain ways. In the bigger brokerages, it is common to have key account managers to assist in the client engagement process. Experience and market coverage support the process. Why do…
In commercial real estate, there are plenty of people to know and connect with over time. Getting appointments with people is fundamental to business generation. The message here is that you have to get in front of people regularly and consistently in your town or city. To get a reasonable amount of traction in the…
If you are looking to achieve better market share in commercial real estate, then the cold calling process is perhaps the fastest and most effective way to do it. In saying that, there are some new communications skills to learn and ideas to develop. It is a personal process, that cannot be delegated. When you…
Send the right message to the people in your contact list in commercial real estate. Make the contact yourself. So many brokers and agents use ‘other people’ and even call centres to canvass and contact the people in their database. It is a bad move; it is disrespectful and shows the people in your database…
In commercial real estate agency today, the notable difference between top agents and all other agents is in their client database. Their client database is larger and more committed to the agent. Over time the clients give more leads and listings to a top agent. The clients trust the agent. That should be your focus…
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