Commercial property investors have many different targets when it comes to property selection and performance. As agents and brokers, it is critical that we come to a full understanding of any individual investor so that we can help with the property future that they require. Some property investors know a particular property type better than…
Powerful questions will help you with momentum and focus in commercial real estate brokerage. Those questions can be directed at your clients, your team, yourself, and your brokerage. To get results in sales and leasing today, total focus is required across all of those elements to get traction and momentum. Here are some questions to…
The questioning process will help you build market share in commercial real estate. It doesn’t matter whether you focus on sales, leasing, or property management. The right questions will help you build the conversations to connect with the client or prospect. Forget about pitching and start connecting. It should be said that a top sales…
When it comes to working with commercial real estate clients, it pays to understand their focus and challenges. Most clients will come to you with issues and assumptions about the property market and their listing. Develop a questioning technique to get closer to their property requirements. Understand their ‘world’ before you say too much about…
In commercial real estate brokerage you can ‘set up’ the competition to ‘fail’ by posing questions to the clients that create a new focus or challenge. Ask the questions that the competitors will struggle with. Talk about situations that will make the client think in a different way when it comes to the marketing choice…
The questions that you ask in commercial real estate leasing will help get you to the focus of the tenant’s requirements in relocating or leasing. It should be remembered that many tenants will work with multiple agents and brokers at the same time. On that basis, you really do need to qualify the tenant fully…
In commercial real estate brokerage you need to establish a good set of qualifying sales questions to understand how you can help a seller or landlord, and or a prospective buyer or tenant. Those questions should help in matching your recommendations to the needs of the person that you are to serve. So there are…
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