In commercial real estate sales and leasing, there are client categories that should be concentrated on. In most towns or cities there are some good people to connect with as prospects and future clients. This chart will help you understand the four segments of client activity and the matters to review in each case.
When you take over a new area or merge your professional property services into a new commercial property type, you must have a prospecting model to take you forward. The business just ‘doesn’t happen’ if you know what I mean. A specific prospecting model should help you to find more listings and more clients […]
When salespeople are struggling in commercial real estate brokerage it usually comes down to one thing and that is that they do not know enough relevant property people locally in a positive and valuable way. It is important that we put the ‘human touch’ into our real estate business. Most of the new business that […]
In commercial real estate brokerage it is easy to get distracted and diverted on a daily basis into things that are time consuming and not necessarily income producing. The pressures of working with property listings, clients, and inquiries will shift your priorities in many ways as an agent or broker. Be careful how you manage […]
It is a fact that many commercial real estate brokers and agents struggle when it comes to finding the right people to talk to, be it in cold calling or door knocking. That then makes the prospecting process all that more difficult for new people to the industry. The whole thing gets a lot simpler […]
In a commercial real estate agency, you should strive to build solid and productive client relationships as quickly as possible. The more people you know at deeper levels the better it is for you. Prospecting for clients is like that. The property industry is very much relationship-driven between agent and prospect. Note that I said ‘agent’ […]