In commercial real estate sales and leasing, you need a strategic plan to take you forward individually in your market and in your real estate agency success. As part of that process, you need to know where you are currently so that you can improve on the current position through direct effort. One of the…
In commercial real estate agency today, you as a property specialist, must be prospecting on a daily basis. If you do this, you will build market share faster than your competitors. It is the quality of prospecting that will improve through your daily efforts and results. You have to get the process started if you…
All of our commercial real estate clients and prospects will look at us differently. Our relevance to them will be variable but it will be very important if you want to build your local market share as a top commercial real estate agent. If you are irrelevant, you will not win the business; it’s that…
In commercial real estate agent sales, you should set performance standards for yourself. Every day, you should be striving to achieve those standards and benchmarks. I will say that there is a right way and a wrong way to go about this. Far too many salespeople set targets and standards that are more of a…
In any commercial real estate market, you will always have a selection of listings that are being marketed by the owners of each property directly. Those owners put a signboard on the property and ran a few advertisements in the paper to attract enquiries. Rarely will these owners achieve a quick result; many property buyers…
In a commercial real estate agency, time management is a critical process that will help or hinder your progress through the business day and week. In many respects, some agents just get tied up with things that really do not matter in the scheme of things. To be effective we should be doing more of…
In commercial real estate, the negotiation of commissions can be a regular problem. The client may be looking for the best deal on fees, but the reality is that a successful sale or lease in this market only comes from the real effort on the part of the agent and for that, the client should…
Today there are many properties on the market for sale or for lease. On that basis, every property we list should be optimized for the promotional process. Care needs to be taken when it comes to listing, marketing, and negotiation. In saying that, everything starts with the listing process. It is very much the case…
In this commercial real estate market, every property that you list to sell or lease should be a ‘perfect listing’. All parts of the listing should be optimised for the marketing and negotiation process. You can only create this ‘perfect listing’ with exclusive appointments; there is no advantage in wasting time with ‘open listings’ given…
In commercial real estate sales, there should be a ‘perfect’ method of sale for every property. Finding and selecting that method of sale is a critical issue. With the property market under some pressure, the method of sale should be selected to optimise the enquiry and generate the sale that all parties are seeking. The…
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