Every offer presented in commercial real estate should be positioned for the best levels of control and the desired outcome for your client. The parties to the deal should be part of that positioning process, and your client is the ultimate beneficiary. Do you control your offer and acceptance process? Good documentation will help you…
In commercial real estate every day, there are many negotiation issues to work through. Some involve clients, while others will involve third parties to a transaction. You could say that, as a broker of property deals, you can be always learning when it comes to property and the many varied market conditions. The more that…
When it comes to winning sales listings in commercial real estate today, the best way to do so is from a base of facts. Those facts are then relevant and specific solutions that you know are aligned to the client’s property situation and challenge. They should be specifically matched to the location, the client and…
When you have a commercial property to lease or sell, the marketing campaign that you create has to be well planned. Ideally, you want to attract new people and inquiries. The ‘generic’ approach to property marketing today does not work well; there are too many properties to compete with. In today’s podcast I want to…
This chart simplifies the cold calling processes for brokers and agents. It will help you see what to do in looking for new contacts and business, and then how to approach the telephone prospecting processes for yourself. Most agents and brokers know that they have to attract new business. They will also know that the telephone…
When you list a commercial or retail property for sale or lease, you want to attract inspection requests and improve your enquiry numbers. Marketing is everything in brokerage today. Create a checklist and here is how. You want plenty of enquiry coming your way. How do you achieve that? Create a plan for your marketing…
In commercial real estate brokerage, the opportunities for new business, listings, and clients are always available if you are diligent in your business processes. Look deeply into your area of property expertise and location, then build some systems around your activities. Let’s get started with this idea. Try to answer these questions first: Brokerage Opportunity Indicators…
In commercial real estate brokerage, there are plenty of resources around you that you can use to tap into new people, properties, and local companies. It is the time of year where leads and opportunities for next year are a real focus. In this program, you can learn about the ‘channels’ of resources that…
New client contact is everything in our industry. As a broker or agent, you should focus on getting appointments each day as part of a ‘base brokerage strategy’. Those appointments will be with new and any existing people in your database that you would consider as your ‘clients of the future’. It is a good…
A career in commercial and retail property leasing can be very rewarding if you focus on the market segments of landlords and tenants separately. Either client base can give you opportunities in property leasing. The larger corporate tenants are always on the lookout for specialist leasing help. You can work for them as a tenants…
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