As you move through your commercial property career, you will come across some top agents and brokers who are seemingly consistently clever and professional when it comes to picking the right clients and the listings. There are some things that you can learn there. When I refer to other ‘top agents’, I am referring to…
As I talk with many different commercial agents and brokers around the world. I see the age-old problem of daily diversions and distractions. Recently I was in Hong Kong running a workshop on Commercial Leasing. It’s interesting to note that the property industry is not that much different country by country. Sure, the market indicators…
As you progress through your career in commercial real estate brokerage, the listings that you create exclusively will always generate far more enquiry and better levels of business over time. The simple concept here is that you must have control of the listing product and the client; you must ‘own the listing product’ professionally. (N.B….
Some properties are better than others in commercial real estate investment. The elements of property performance are unique in every city and will shape investments over time. When you get to know your clients in a comprehensive way you can really help them match their property choices and needs to their investment targets. That’s where…
In commercial real estate today there are different levels of client involvement and client service when it comes to any property challenge and or opportunity. Understand your clients for who they are and what they need and position yourself as the client services specialist they need for your location. Don’t be generic as an agent…
Commercial real estate investors are special as is the property type that they are involved in. From time to time they need special help with the changes appropriate and targets require to shape their investments. If commercial property is your industry, then you can and should focus your professional services into this client segment and…
Most commercial real estate transactions are based on trust. The same can be said for client relationships. Over time the levels of trust that you can establish with your clients and prospects will be critical to the listings and commissions generated. If you want to rise to the top of your market above all other…
Commercial property management is quite different when compared to leasing and sales although the clients are similar. In property management you are working with the client for the long haul. Issues and strategies can take months if not years to bring to finality. The property management division of your business can serve a client for…
If you work in commercial property investment sales, you will understand the importance of the market segment and the people that you serve within it. They are typically focused on one main thing, and that is the improvement of the property investment. How they achieve that outcome can be your services speciality using all of…
In any client conversation or sales pitch in commercial real estate brokerage it is essential that the information that you put forward is ‘real time relevant’. Good information will help the client accept that you are the agent of choice for the listing challenge or the active deal. Preparation is the key to making your…
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