In commercial real estate brokerage, it is important for you to be personally ‘unique’ when it comes to marketing and client contact. All too often we see brokers and agents take the ‘easy way out’ when it comes to client connection. You can change this by doing things a bit differently in addition to the…
Today we find many situations and variables when working with commercial real estate clients. From the outset of any contact it is essential that we understand their focus and challenges. To do that with efficiency it is essential that to know about the market, the competition, and the business community requirements. Top agents do that…
The biggest problem in commercial real estate is usually with ‘people’. In every direction that you look, ‘people’ will be at the core of the situation. It can also be said that the greatest advantages in our industry come from ‘people’. So just how are your relationships going with the people that matter in your…
In commercial real estate agency it is rare that you will win new listings and clients on or at the first point of contact. Whilst it does happen, it is usually the longer relationships that help you build listing leads and commission opportunities. The message here is that you should stay in touch with the…
Most of the clients that we work with in commercial real estate agency want to work with the best agents with the best market share. The sales and leasing process is not an experiment in marketing, and the clients will choose the best agents to help them resolve their property challenge. It is important that…
In commercial real estate, every client will have different needs and timing factors that apply to sales and leasing activity. Those agents that build long-term relationships will find greater opportunity for listings and commissions. Whilst the concept is simple, many agents struggle with the discipline behind the idea. Staying in touch with clients is a…
In commercial real estate agency you should treat your clients and prospects differently based on their business style and property needs. Recognise that our segment of the property market is one of privacy and confidentiality. Treat all of your clients and prospects accordingly. The ‘generic’ business practices of residential property do not apply in commercial…
In commercial real estate prospecting, momentum in calling is really important. For that reason don’t hang-up when making the outbound calls. In simple terms, do not put down the receiver. Keep it in your hand and make more calls. Let one call move you to the next call. Yes, I know that you must terminate…
In commercial real estate agency today, it is important that you get in front of as many new clients and prospects as possible. This should be a daily event. I would expect every new agent to make prospecting a central part of their diary process. Meeting bookings and results should be benchmarked as part of…
In commercial real estate agency today, you must be a ‘specialized educator and facilitator’ when it comes to working with your clients. You should not be a ‘steamroller’ or pressurized salesperson that kills the client and business relationship. The prospects and clients in the market today are usually very informed when it comes to business…
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