There are all types of negotiation pressures that we move through every day. Commercial real estate brokerage is full of decisions and discussions. Many people have fixed views on desired outcomes when it comes to property. It directly follows that we all should be refining and practising our negotiation skills on a regular basis. Why…
There are different ways to track growth and change in any commercial real estate salespersons career. KPI’s are used to do that. It should be a personal thing for each salesperson, as it has little to do with team performance. A successful real estate team is the by-product of a group of high-quality salespeople that…
Just about every stage of a sale or lease transaction in commercial real estate involves levels of negotiation in some way or form. It directly follows that as brokers or agents, we should all be focused on improving those special personal skills of reaching an agreement and a positive outcome for our clients. How are…
In commercial real estate brokerage, the strategies that you apply to your business and activities every day will produce results, be they good or bad. Understanding that fact and then acting on it in a positive way is a key foundation of personal peak performance as a broker or agent. So, what happens here for…
So many people struggle with the cold calling processes. That is unfortunate because using the telephone is a big part of our business and in creating opportunity with landlords, property investors, and business owners. If you are struggling with new business and market share, then read on. Call the people that you consider as ‘targets’…
Every commercial broker or agent should have a sales ‘blueprint’, so that leverage and traction can occur with the correct property types and listings. A sales plan of this type would normally involve key facts and strategies such as: A defined zone of new business and listing activity Clear ideas on the typical and better…
In commercial real estate brokerage, goals are important and should feature in your diary each day. Through that simple process, you can understand exactly how to connect with the right people and grow your real estate business. A career in commercial real estate brokerage doesn’t need to be overly complex, but it does need to…
Corporate clients need plenty of property guidance in the running of their businesses. That is an opportunity for you as a broker or agent. Choose your corporate clients with a bias towards quality, size, and stability. Part of your prospecting model should include that focus. Why is this? It is a changing world where today…
Some questions are better than others in commercial real estate brokerage. Some questions give plenty of information and get to the point or the facts of what the client or prospect is thinking and doing about a property. Unfortunately, we have been ‘programmed’ in life not to ask deep and direct questions; that can be…
It is very easy to lose time or waste time in commercial real estate brokerage. The pressures of the day, property inspections, the listings, and the clients can easily overtake all your good intentions and planned activities. Somewhere in that ‘pressure’, it is critical that you control some of your time and appointments. You are…
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