When working with several different prospects or clients in commercial real estate, you can easily forget about the right way to serve them. All too often, I see agents that are not listening to the client and that miss the point of what that client is really saying. Commercial property sales and leasing is special…
In commercial real estate today, it is critical to obtain commitment from the prospect or client to the next stage of the transaction. Every property transaction is a series of stages through which the client moves. Top agents move the client through each particular commitment stage. Very soon, the entire sales or leasing transaction will…
In commercial real estate agency today, the notable difference between top agents and all other agents is in their client database. Their client database is larger and more committed to the agent. Over time the clients give more leads and listings to a top agent. The clients trust the agent. That should be your focus…
When you have met with the commercial real estate prospect, you’ll have a reasonable understanding of their needs and demands, and you can merge those facts into your sales pitch. At this point, decide whether you want to work for them and take on the listing. Are your strategies and recommendations aligned with the client…
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