In commercial real estate brokerage today, the generation of leads and opportunities will be a key part of the business. Most of the leads that are created, will come from the efforts of individual agents and brokers. Those people that work harder at prospecting and lead creation, will generally dominate market share in the location…
Most of us in this commercial real estate brokerage business know that ‘exclusive listings’ are very important. Some agents still struggle with their presentations and pitches to win listings based on this. When you are the ‘go to commercial agent or broker’ in your location the clients will give you the exclusive listings, simply…
In commercial real estate brokerage, you should be constantly looking for new talent within or for the sales team. This is an ongoing process and should occur throughout the year. The identification of talent can occur through a number of different strategies such as: To get this process started, understand the type of people that…
In commercial real estate brokerage, every agent or broker should be prospecting for sales leads every day. The process should be part of the job specification for agents and brokers. Whilst the prospecting requirement sounds obvious, it is quite clear that many agents and brokers will overlook the requirements for prospecting on a regular basis. …
To be successful in commercial real estate agency, you do need to understand your selling strategies and character. Every salesperson and every agent will be different in this regard. Build on your sales strengths, and resolve the weaknesses (we all have them). A lot has been written over the years regards the main characters that…
In commercial real estate, you will be doing many different things on a given day. Some days and weeks will be quite pressured with new challenges and clients to serve. The challenges of the day can overtake all the good intentions that you may have made the night before to get things done. Having…
In commercial real estate agency you as an agent will get quite busy on most days of the week with things that can take over your focus. All good intentions will come ‘unstuck’ when you get the pressures of current deals and clients overtaking your day. When confusion starts, stress takes over. Soon you are…
In commercial real estate agency, the use of key performance indicators will help you see just what is working and what is not when it comes to sales team performance and commission income. The indicators will also help you with your targeting your budgets and real estate agency business plan. It is interesting to note…
When it comes to negotiating with buyers of commercial real estate, it is very common for the real estate agent to get swept up in the ‘chance of a deal’ rather than stay focused on the facts and the intentions between the parties. The contract of sale is there for one reason only and that…
When it comes to you as an agent marketing and selling commercial real estate, it is wise to condition your clients at the very start for the issues and challenges that will arise. One of those conditioning processes is with the price for the property; tell them to expect low offers initially as part of…
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