Most brokers and agents struggle to convert listings simply because they are too ‘ordinary’ in the services that they offer and or the way that they go about their property marketing. The clients and prospects they pitch to have no reason to choose one agent above the others, given that so many are offering local…
When you are considering working with other agents as part of a conjunction process on any particular listing, there are weaknesses to be aware of in the business relationship. Some conjunction agents do not work as hard as others when it comes to processing and completing the transaction, yet they will want a commission for…
In commercial real estate brokerage, many clients and prospects will have certain doubts or questions when it comes to a sale or lease transaction. This then says that we need to be very specific and skillful when it comes to satisfying the questions and doubts of the customer. In most cases the following elements will…
The cold calling process is an essential part of your commercial real estate agency activities. It is interesting to note that many agents struggle with the process and really don’t do it well at all. Some agents will avoid cold calling at every opportunity. This then has a great restriction on their market share and…
In commercial real estate agency, you should prioritise your roles when it comes to sales, leasing, or property management. Some of the things that you do as an agent will be far more important than others. That importance will be from a client perspective and also from a personal business perspective. Directly focusing on your…
In commercial real estate agency, you should define your market to best meet its needs. You should also define your property specialty so that you know how you can bring benefit to your clients and your prospects. The clearer that you are in this process you will find that it will help you with your…
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…
When you are appointed to sell or lease a commercial property, the fact of the matter is that some clients will try to push you and your commission to lower values in comparison to other agents. The client wants a ‘bargain’, but what they really want more is a result from your promotion and marketing…
In today’s commercial real estate market, many clients have an inflated view of their property and the market. When it comes to listing time, this can be a real hurdle in getting a listing that is realistic and marketable. Whilst ‘conditioning’ may seem a harsh word, the reality is that many clients and prospects that…
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