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…
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…
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…
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…
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…
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…
If you have taken on a commercial real estate listing for selling or leasing, it’s important to note that even if the marketing of the property has begun, you must still ensure that the client is aware of the current market conditions. It’s common for clients to have unrealistic expectations about their property’s potential in…
Many clients in commercial real estate brokerage today have an inflated view of market conditions when it comes to selling or leasing their property. That fact can then become a real hurdle in listing and marketing a property. As real estate agents, do we take on a listing at a high price (or rent)? It…
When it comes to you as an agent marketing and selling commercial real estate, it is wise to condition your clients at the very start for the issues and challenges that will arise. One of those conditioning processes is with the price for the property; tell them to expect low offers initially as part of…
In commercial real estate agency you really do need to educate your clients so that they understand the trends and pressures of the property market that you are seeing locally relevant to their property type and location. In any sales pitch or presentation the ‘education’ process should be integrated into what you are saying about…
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