In commercial real estate brokerage the use of sales ‘assistants’ really works however they are a cost the business process and that cost needs to be recovered from the incoming commissions. In effect assistants are a support service so the broker and agent can get out into the market and connect with the right people…
In commercial real estate, it pays to assign clear duties to the role of a ‘sales agent’. The only way anyone makes a good share of commissions in our industry is to focus on the things that really matter. That is where a ‘job description’ has high value. It should be said that the sales…
In commercial real estate brokerage the opportunities for a top sales performance are many. That being said, the focus and actions of the agent or broker at a personal level are critical to making the process happen. To look at this in a clear way, there are two factors that are very important to success…
In commercial real estate brokerage, it is important for you to be personally ‘unique’ when it comes to marketing and client contact. All too often we see brokers and agents take the ‘easy way out’ when it comes to client connection. You can change this by doing things a bit differently in addition to the…
In commercial real estate brokerage, I have seen so many meetings ‘get off the rails’ with little direction and focus. In this property market that is not a good thing. Results are required in prospecting, marketing, inspections, negotiations, and deals. After a couple of coaching sessions with a commercial sales and leasing team recently I…
When you are looking to employ a new commercial real estate broker or agent, it is important that you establish the levels of competency that they can bring to your business. You have some choices in doing that. The levels of competency will change between those brokers or agents that are new to the industry,…
In commercial real estate brokerage, your listing pitch or presentation is likely to strike a few barriers before you get close to an agreement with the client or prospect. The client will give you a few challenges before the point of decision is reached. They are testing you to see if you ‘qualify’ in their…
In commercial real estate brokerage, you are the ‘product’ in many respects. Forget about the property type and the price. It’s all about the value and the relevance that you bring to your clients and prospects. They have to see that you really are the ‘real deal’ when it comes to resolving their property pain….
In commercial real estate brokerage today you need a ‘list’ to be successful. In that ‘list’ there will be sellers, landlords, buyers, and tenants. It directly follows that the list should be up to date and totally accurate. Recently I met with a new agent of a larger brokerage to coach him on the skills…
Many commercial real estate brokers struggle with prospecting for new clients and listings. They get confused and diverted with the pressures of the job and the clients that they serve. That then leads to a ‘roller coaster of commissions and listings’. The best way to solve this all too common problem is to set yourself…
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