It is easy in commercial real estate to get confused when it comes to what you should do next as a broker or as an agent. Every day there will be plenty of things to do. Everyone wants new business and listings; however the leads and the opportunities only come in reasonable volume when you…
Finding new clients and listings to service in commercial real estate is a fundamental part of the business. There are no shortcuts to finding the clients and prospects that you need. Every day certain processes should be repeated so that leads and listings are generated. The processes for some agents will differ based on 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…
Sometimes a small difference in property marketing can have a big conversion factor for you or your brokerage. This ‘bus tour’ concept is one of them; be prepared to think outside the square when it comes to commercial property marketing and check what you could do with this. So what is it? It is the…
In these times of diverse marketing in commercial real estate, it pays to understand what works and what doesn’t when it comes to people finding you and connecting with you with their property needs. When you have this information you can improve on the things that work and drop those that don’t work. Every marketing…
The commercial real estate brokerage industry has become socially aware. The traditional ways of networking and contacting clients have changed and expanded. We now have many client contact solutions to consider and use. That can be a good and a bad thing depending on how you have your clients under control and documented for contact….
Engagement and accuracy are key factors in pitching for listings in commercial real estate brokerage. Plan your top property presentations so you can convert more clients and build your market share. When you have been a real estate agent or broker for a number of years, your versatility and confidence in a property presentation rise…
In commercial real estate brokerage, you can and should prospect around new people every day. That being said, within that process you should develop a ‘Top 25 Prospect List’ of those key people that have a real interest and activity in the property market. They should become your ‘VIP List’ of important prospects. You will…
In commercial real estate brokerage, what goes around comes around. The industry and the market can be relatively ‘small’ when it comes to spreading information and rumour. For this reason, your conduct and professionalism should be of the highest standard at all times. Many of the people that we work with or against have questionable…
In commercial real estate brokerage, you will get lots of opportunities to work with property investors; that being said, you do need to understand their property requirements and longer term investment focus. Empathy will be part of that process. A good property investor will over time bring you many business opportunities. That will be in…
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