When you start your career in commercial real estate brokerage, you really do need plenty of contacts and people to talk to, so that you can get some listings and inspections underway. Most agents and brokers at the very beginning lack that all important contact list to get things started; interestingly some never really get…
In commercial real estate brokerage, the direct mail process has a place and relevance if you are looking to find and convert new business leads. Certainly, emails exist as a convenient communication tool for everyone, but most emails of a marketing nature are deleted very quickly. If you want your marketing message to be considered…
In commercial real estate brokerage there is some value in chasing listings that are ‘for sale by owners’ (FSBO) but only if the listing and or the client offers promise of a positive result, and the asking price or rent is right. Make no mistake that many agents continually chase these listings, given the odd…
If you want to attract some real property enquiry and new business opportunities in commercial real estate brokerage then your prospecting model is very important. The things that you do every day will put you closer to or further away from your listing and commission targets. Your new business system Here are some specific prospecting…
As you look around the property market today you can see lots of property types and people in different categories. Pick a few categories that allow you to drill down into real property specialisation. What are you good at? What do you know a lot about? Those two questions will help you show the prospects…
Far too many commercial property managers become ‘swamped’ with the events of the day and the working week, thereby overlooking the requirements for new business and portfolio expansion. Every property manager should have a degree of focus and have time set aside every day for new business activity. Yes, I know that there are a…
When you consider your property market and particularly the commercial properties in your location, there will be a good selection of quality clients and quality properties for you to work on. You can and should shortlist a number of those clients and properties for future focus within your prospecting activities. Determine where the best levels…
The commercial real estate market has change significantly over the last 5 to 10 years. That being said, there are always good new business opportunities available for commercial real estate brokers and agents to find, providing of course they know how to look for the best clients and the quality listings. Choosing between ordinary properties…
New business is an important part of the commercial real estate brokerage industry and we have to be selective on just what type of business we target. That being said, sometimes we forget to focus on the right type of properties and clients. The amount of commission that you earn during the year and into…
In commercial real estate brokerage it is common to hear both new and experienced agents ask the question about how they can create more new listings. The property market changes during the year, so constant focus on new business is required. Some agents struggle with the required momentum. Have you ever seen an agent that…
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