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Brokerage Sales

Client Engagement Strategies for Commercial Brokers

In commercial real estate brokerage, most clients care about results and feedback over everything else that they have on their agenda. They want to work with the best agent that can resolve things efficiently, directly and in a timely way. The same client priorities apply to sales and leasing no matter what the property market […]

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Sales

How to Talk Sense with Commercial Property Sellers

In commercial real estate brokerage, a good degree of client conditioning happens with sellers as they look to achieve a sale result or a positive negotiation outcome.  Talking logical common sense with them is important, and that approach should be supported by local property market evidence.   Most property owners have an inflated view of […]

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Brokerage

How to Handle Client Resistance and Push-back in Commercial Real Estate Brokerage

In commercial real estate brokerage, you will almost always get a degree of client resistance when it comes to closing on a typical transaction in sales or leasing.  Most clients need to think about the facts of the deal, and consider the impact of full offering or the transaction.  Align your thinking to the clients […]

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Sales

How to Successfully Condition the Client to Property Market Facts

Some listings will sell or lease faster than others.  In saying that, the facts and feedback that you can put to your client will help in conditioning their thinking to the trends of the local property market.  If you have an exclusive listing, then you should devote time to it and the client owning the […]

Commercial Real Estate Brokerage – Key Strategies for Working with Overpriced Listings

It is a fact in commercial real estate brokerage that some listings will be overpriced when it comes to asking price or asking rental.  Do you want listings that are considerably above market?  The question will also be whether you should spend some more time on the listing, refresh the listing, or remove it from […]

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Brokerage

Conditioning Your Landlord Clients in Commercial Real Estate Leasing

As a commercial real estate agent specialising in leasing and property management, you should talk frankly and directly with landlords about the prevailing market conditions. Be honest and confident when it comes to providing recommendations and strategies relating to solving vacancy issues, improving market rentals, and changing the tenancy mix. It should be said that […]

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