In commercial real estate, it is quite usual to see an agency or sales team leader employing an assistant to work with the successful agents in the sales team. Unfortunately it is commonly the case that the new assistant employed is given little training and guidance when it comes to getting the job done correctly…
In commercial real estate today, the sales meeting process is usually a weekly event. An agenda is an important part of the process to keep things on track and within time limits. I am not a big believer that sales meetings should be long and lengthy; that longer meeting should be left to the monthly…
In commercial real estate agency, you need to be an ‘expert’. The clients that we serve expect you to be an expert in moving the deal ahead for them. If you cannot get an exclusive listing from the client, then they do not see you as the ‘expert’ that they require. They may give you…
When you work in commercial real estate sales and leasing, the cold calling process is critical to building your market share and your listing business. If you want more listings and more deals, then making cold calling a key part of your daily diary is critical to the outcomes you seek. Every day cold calling…
In commercial real estate agency you sometimes strike the problem of deciding what to do when your employer doesn’t seem to be doing the right thing with support for the agency team. You have the choice to stay on and tolerate the problems, or you can find another agency. Don’t take too long to make…
In commercial real estate today, it is easy to see the top agents who really stand out in their market. These agents do certain things each day that build advantages in market share, listings, and commissions. After talking with a number of top agents over the recent twelve months, I have put together a list…
In commercial real estate agency today, it pays for you to be vigilant when it comes to finding the right buyers for each and every listing you have on your books. Buyers will come and go from the market and on that basis you really do need to have a good database of contacts. Whilst…
In commercial real estate agency you need to have some prospecting systems that will hold you to task and allow you to improve your processes each day as an agent. That is how you build market share and listings. Success in prospecting grows when you believe in your call contact system. That is when you…
When it comes to researching the local commercial real estate market, you can find lots of opportunities if your research is comprehensive and carefully handled. Things always change in commercial real estate. I like to say that it’s an ‘agents market’ most of the time. The buyers and the tenants come and go subject to…
Commercial real estate agency referrals and leads are essential to the agency. You do need a referral program to help you build more leads and opportunities in the marketplace. Creating leads and new business from referrals is far easier than anything else. That being said, it is the correct clients and the correct prospects that will help…
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