When it comes to working with commercial real estate clients, it pays to understand their focus and challenges. Most clients will come to you with issues and assumptions about the property market and their listing. Develop a questioning technique to get closer to their property requirements. Understand their ‘world’ before you say too much about…
In commercial real estate brokerage, prospecting letters are a very powerful source of new business leads and listing opportunities. For this reason it is important that you are able to send your prospecting letters at the ‘push of a button’ and in a frequent way. Database software will help you do that. What is the…
In commercial real estate brokerage every agent and every broker should have a sales plan to suit their character, location and skill mix. Given that all three factors are variable for every person, a custom designed sales plan is required. In that way they will know the key issues to be used in getting momentum…
Commercial real estate leasing is a specialised process. You can sell your services comprehensively and hence your brokerage fees can increase. There are many things that you can do in ‘leasing’ for your clients and prospects. Split your fees up into separate levels of action and opportunity. So what is happening in your property market…
Here is a ‘Top Agent System’ special free wall-chart download for all my Commercial Real Estate Broker and Agent friends. In this market today it is easy to get distracted at a personal level taking you away from key issues. To help with that I have split up a number of important factors in a…
Without a doubt, a career in commercial real estate brokerage can be very rewarding. That being said, if this is a career for you, then you will require a personal focus and commitment to make the necessary commissions and listings grow over time. Market share is everything when it comes to converting new business opportunities. …
In commercial real estate brokerage today, it is very easy to get tied up in the pressures of the job and the tasks of the day. Quite soon any positive work activity will be lost in the requirements of the moment. As commercial property specialists, we need to work smarter and not harder. That will…
The prospecting process in commercial real estate is a critical part of personal business growth. Every broker or agent should have a solid and reliable prospecting system to take them forward each day with new leads and client opportunities. Whilst this sounds logical, it is a fact that many if not most brokers and agents…
There are plenty of technology tools for us to use in commercial real estate brokerage today. Select the right tools that can take you forward in your market; in saying that, only use a few of the good ones but do so in a comprehensive way. So why should you use these things? Only for…
The process of marketing in commercial real estate has changed and is continuing to do so. The online marketing process at a personal level is now becoming more important than ever before. While you are doing deals in sales, leasing, and property management, you should also be marketing yourself online so your prospects can…
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