Your prospecting activities in commercial real estate do matter to the progress you make towards greater numbers of controlled listings and improved commissions. It then directly follows that your prospecting activities should be at the centre of your business day and your diary of activities. If you are struggling with your real estate business now,…
In commercial real estate brokerage, there are some things that you must do yourself and those things cannot typically be delegated. In simple terms, you must get involved with your property market in a complete and thorough way; you must know the people and the businesses in the location. Don’t procrastinate, but get involved…
In commercial real estate and brokerage activity, your brand should support your efforts in the property business and the local industry. Your brand is both that portrayed for the brokerage and for yourself. Those brand elements have to be strengthened and consistent if you want to create churn and change in property listings and client…
Niche marketing in commercial real estate brokerage works very well providing you choose the active market segments to work based on your particular skills and location. Will those two factors offer plenty of churn and activity over time? Know your targets Your targets in taking this approach to your business in commercial property should be…
The commercial property market is forever changing. For that reason, it pays to apply a healthy degree of questioning as you connect with prospects and clients. It’s a ‘people-based’ business in many different ways. People and trends can tell you many things, so observe and listen. Positioning around those newly identified trends will open up…
When it comes to pitching and presenting your commercial real estate services to a new client, a good degree of personal confidence and optimism is required at a personal level with agents. Those two factors will help the client in the selection of the best brokerage for the listing. Could that be your brokerage? The…
When you connect with your commercial real estate property clients and prospects, use some synergy and empathy to help the relationship grow over time. You will never really know what the client is thinking and how they are motivated. The only way you can work with prospects and clients is to weave some synergy and…
In commercial real estate brokerage there is some value in chasing listings that are ‘for sale by owners’ (FSBO) but only if the listing and or the client offers promise of a positive result, and the asking price or rent is right. Make no mistake that many agents continually chase these listings, given the odd…
If you want to attract some real property enquiry and new business opportunities in commercial real estate brokerage then your prospecting model is very important. The things that you do every day will put you closer to or further away from your listing and commission targets. Your new business system Here are some specific prospecting…
So many times I see agents and brokers struggling with attracting and converting enquiry. They wonder why other agents seem to be attracting most of the market activity and listings. The fact of the matter is that quality listings exclusively held will create far more opportunity and churn for agents over time. If the telephone…
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