The real estate market is changing again, and you would expect it to given the trends of last couple of years. To adjust to the new property market, as an agent, think about your marketing impact and what you can do with it. The fact is that the property market doesn’t disappear, it just changes,…
Your database in commercial real estate is perhaps the most important business tool that you have. That list of people and contacts should be accurate in every respect and growing in a continual way. If you are looking for more listings and clients over time, the opportunities will be in your database and your client…
Delve into the pressures of the local business community if you want to find commercial real estate opportunity. See what is going on by street and location, and then ask plenty of questions in the local area. Talk to the right people. Connect with more new people every day. (N.B. these ideas are also sent…
When you connect with your commercial real estate property clients and prospects, use some synergy and empathy to help the relationship grow over time. You will never really know what the client is thinking and how they are motivated. The only way you can work with prospects and clients is to weave some synergy and…
As many commercial property markets adjust to the changing market conditions this year there are plenty of opportunities to be taken by the astute and active property agent. Any property owners and businesses that were struggling during the GFC have largely sorted out their problems and issues; some have left the market or their industry…
It is easy to be overwhelmed with all of the things that should be done and addressed in commercial real estate. Without a ‘plan of attack’ the industry can be very difficult for some agents. It’s not unusual to get lost in the ‘actions of the day’ rather than working on the ‘actions of the…
In commercial real estate brokerage, successful prospecting opens up a whole new world in listings and commissions. It’s not ‘rocket science’; it’s just a fact. Common questions that I get from new salespeople to the industry about prospecting and networking are very similar to the following: How long should I prospect for? What do I…
In commercial real estate, your mind will greatly influence your actions and results. For this reason you really do need to be selective as to who you associate with and what you listen to. Move away from the people that are overly ‘negative’ or ‘full of conflict’. Have you ever come across other agents that…
In commercial real estate brokerage, a problem is usually an opportunity. It is just a matter of finding a good number of problems to solve with your clients and prospects. On that basis you should be watching the pressures occurring in your sales territory. You can become the pressure relief valve for the clients needing…
Every commercial real estate agent and broker should have a specific marketing process to help build their personal brand. Each day and each week the process should be followed to allow the compounding effect to occur. It should be said that the agency or brokerage that you work for will only have minimal impact on…
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