When you start a commercial real estate brokerage career, the ‘fast track’ to listings and commissions involves several things, the most important of which is your client list and the connections you make with the people in that list over time. The time factor of connection is sometimes lengthy, so be prepared for that. The…
In commercial real estate brokerage, you can be ‘generically similar’ to all other brokers and agents or stand out as a ‘specialist’ locally. When you are that ‘specialist’ you add far more value to your clients and prospects, particularly in resolving issues with properties both in sales and leasing. The ‘specialist’ approach is by far…
As an agent or broker should have a few good listing systems as sources of new business. In commercial real estate, the levels of listing activity will change during the year and will the levels of local business and investment sentiment. Through all of that you really must have a few sources of listings driving…
In commercial property brokerage today, the activities of businesses locally will provide plenty of indicators that you can focus into and drive opportunity from. Watch the trends and the changes in the local business community for your town or city, and then specialize in particular precincts. Understand your target clients The landlords and…
There is no point in being commonplace and ordinary as a broker or agent in commercial real estate brokerage. The competition will ‘walk all over you’, then take your listings and your clients. That doesn’t mean to say that the competition is anything special in most locations, it’s just that ‘on average’ the volume of…
You should never have a listing shortage in commercial real estate brokerage as long as you plan your activities and work with focus. There are always listings available in most towns or cities for the taking. The question is can you find them? Are you getting your fair share of listings within your defined territory?…
In commercial real estate today there are different levels of client involvement and client service when it comes to any property challenge and or opportunity. Understand your clients for who they are and what they need and position yourself as the client services specialist they need for your location. Don’t be generic as an agent…
Like it or not the commercial property market slows from time to time in different ways, although not all segments do so at the same time. When you think about it, if the market slows you can move your focus to a new segment and or property type. A keen eye for local property activity…
In commercial real estate brokerage today it is an ‘information universe’. There are plenty of things to use and watch for that all lead to property opportunities, be it in sales, leasing, or property management. Don’t struggle in the property market anymore. Start digging for opportunities in the lists and resources that are readily available…
In commercial real estate brokerage every agent should have a specific prospecting model that helps them build reasonable momentum when it comes to new clients and new listings. Far too many agents struggle with this issue each year and let new business slide backwards, only to find that it takes another three months of effort…
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