In commercial real estate agency today the impact of the Internet is significant and real. This then says that every agent should have a specific Internet Marketing strategy that applies to their promotional activities. There are two specific elements to be considered when it comes to property promotion and commercial real estate agency. Consider the…
When it comes to a commercial real estate agent assessing a commercial property for lease there are some key questions to ask and evaluate. The landlord should have most if not all of the property information that you need so it is up to you as the agent to get to the real facts of…
When you make lots of cold calls on a regular basis to prospects and clients in commercial real estate you can build your momentum for a better market share. A call contact system is the precursor to meeting with new prospects. Every agent should have a good contact system. You must have new people to…
When it comes to leasing commercial real estate today, some landlords have little real understanding of all the leasing facts and issues in the market. Whilst they may think they comprehend market rent and rental evidence, the real situation is commonly that they will not have the up to date facts of tenant enquiry and…
In commercial real estate agency there should be a regular focus on team performance and the results that each salesperson is achieving. In this way you can stay ahead of market trends and just how team members are responding to them. In an ideal agency situation, performance reviews should occur quarterly across the sales team. …
If you work in commercial real estate agency today, you must have a well-established prospecting model. That is a model that can help you find new and fresh people to work for and with. Having a list of current clients to work with is part of the process, but you should freshen up the list…
In commercial real estate agency today, you must be a ‘specialized educator and facilitator’ when it comes to working with your clients. You should not be a ‘steamroller’ or pressurized salesperson that kills the client and business relationship. The prospects and clients in the market today are usually very informed when it comes to business…
In retail investment property the process of tenant mix analysis can be critical to the performance of the property for the landlord and the tenants. When you get the ‘mix’ just right, it underpins critical property factors such as rent, customer visits, sales, and can create lower vacancies. From this it can be assumed that…
The process of ‘target marketing’ should apply in every sales pitch that you make as a commercial real estate agent. When you set the right target market, the client can see that you are the right person for the listing and the property promotion. That then makes your presentation a whole lot easier. The logic…
In commercial and retail real estate you must condition landlords to the prevailing market conditions. In many respects they will have an inflated view of the rental opportunities that exist when it comes to finding a new tenant. Given that there are so many vacancies around in many towns and cities, as agents we need…
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