It is easy to be overwhelmed with all of the things that should be done and addressed in commercial real estate. Without a ‘plan of attack’ the industry can be very difficult for some agents. It’s not unusual to get lost in the ‘actions of the day’ rather than working on the ‘actions of the…
Some commercial real estate agents think that listings are the main focus of what they do. The observation is largely wrong. It is better to look at the matter differently, and then say that ‘clients are the real focus’ in our industry. When you focus mainly on finding and creating more clients, the listings will…
As a commercial real estate agent, you would be well advised to grow your database quickly and strongly, as well as creating a short list of high value ‘VIP clients’. In doing that, you can have a contact process for general prospects, as well as a special service and contact frequency for those VIP’s. Approximately…
In your commercial real estate market today some clients will be more important than others to your future as an agent or a broker. Finding those clients can be a skilful and time consuming process. You could say that the high quality clients in the market today should become your VIP clients over time. The…
Often I get the question put to me on just how agents can find prospects and the right people to talk to about commercial real estate opportunities. Salespeople that are new to the industry are commonly looking for that ‘magic bullet’ that will help them do their prospecting easily and directly. So there is no…
In commercial real estate today there are plenty of clients to work for. Some are more difficult than others. I suppose you could say that the same rules apply in reverse when a client selects an agent or broker in a town or city; some are better than others. I won’t enter into that ‘agent’…
In commercial real estate brokerage, the relationships that you grow with your clients and prospects should be built on the foundation of trust, first and foremost. It is a fact that most top agents are selected for a listing on the basis of trust first and then skill second. Trust being the priority factor before…
Many of the clients that we serve in commercial real estate brokerage have targets and challenges when it comes to property performance. Commonly there are issues with property rent, tenants, property values, services and amenities, and property improvements. Look for the weaknesses and needs of a property client so you can help with overall asset…
The quality of your client base in commercial real estate brokerage will have a direct reflection on your commissions. So the real issue is how do you attract and serve the top clients of the market? How do you get those clients to change agent or broker? The answer to these questions is found in…
When you look into the success of many commercial real estate brokers at the top end of the market you can see that they doing a number of specific things quite well. They are focusing their efforts. It should be said that the ‘top agents’ in the industry are in the top 10% of individuals….
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