Customer service in commercial real estate brokerage can and should be specifically designed and established as a consistent system across the team. In that way you can build the fullest opportunity for further repeat and referral business. There are also some well-established links to be remembered between sales, leasing, and property management. The customer experience…
In commercial real estate brokerage it really pays dividends to you as an agent if you set your rules of client engagement. By that I mean it is wise to set the profiles of the ‘ideal client’, and for you to understand how you will connect with that client over time. In following this specific…
If you want to win over a new client or prospect in commercial real estate, the way to do it is to be absorbed totally in your market and property specialty; you then need to show those traits. Clients sense relevance and specialty when it is real; they know when you are really good at…
In commercial real estate brokerage success, the opinions of others including those in your team or competitors in the market place really don’t matter. Results in our industry come from what you do each day and what you think of yourself in the process. The self-esteem concept is important. Your clients and prospects will soon…
Many of the clients that we serve in commercial real estate brokerage have targets and challenges when it comes to property performance. Commonly there are issues with property rent, tenants, property values, services and amenities, and property improvements. Look for the weaknesses and needs of a property client so you can help with overall asset…
In commercial property management it is common for some frustration or disagreements to develop between a property manager and a landlord. Sometimes it is a short term issue driven from a particular property problem and driven from individual lease or tenant circumstances; however it is the longer term and larger property performance issues that are…
Every commercial real estate agent or broker wants more new business, better listings, and quality clients. Sometimes we succumb to the pressures of ‘earning’ and can scatter ourselves across too many things and issues. That’s why specialization works more successfully in our industry. When you specialize you are of greater value to your clients given…
In commercial real estate agency, we can service our clients in many different ways. Our versatility is an opportunity for more business. Your agency should be built on the premise that you can provide value added services in a number of ways. Here are some ideas for that: A leasing opportunity can lead to the…
If you were meeting with the commercial real estate client today and they asked you a question as to why they should use you and or your agency services, what would you say? Most agents or salespeople will give a fairly generic and bland answer when it comes to that question. Think about it. They…
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