When you look into the success of many commercial real estate brokers at the top end of the market you can see that they doing a number of specific things quite well. They are focusing their efforts. It should be said that the ‘top agents’ in the industry are in the top 10% of individuals….
It is a fact that the quality of your prospecting in commercial real estate brokerage will radically impact your sales and commissions. When a real estate agent or broker says to me that listing and sales are slow, I ask the question ‘How is your prospecting at the moment?’ That’s when I usually get a…
In commercial real estate brokerage the agent with the greatest appeal wins the quality listings most of the time. It’s a simple equation that is hard for some agents to fathom; those that do become the top agents in the market. What makes an agent appealing? Try some of these: Comprehensive market coverage to attract…
In commercial real estate brokerage, many things change during the year for the investment clients that you work for and connect with. The same can be said for your property management clients. On that basis there are plenty of ways that we can help with property performance and investment positioning. Leasing activity links to property…
A listing presentation in commercial real estate is the make or break point for winning new business. Many times you will be up against other agents in one form or another. They will all be producing ideas and strategies in one form or another to list and market the property. Think about these questions: How…
The outgoings paid for a property that is under lease or property management control will have real impact on tenant enquiry and leasing viability. In simple terms the outgoings for a property should be carefully managed to control property performance. Here are some things that happen when the outgoings costs escalate in a property: The…
I was recently talking with an agent that had a vacant industrial property to lease. The client had just rung up on the telephone to ask about progress in leasing. The property had been vacant for 3 months and only one inspection had occurred. Naturally the client was upset at not having a tenant in…
There are many marketing standards and systems to consider in commercial real estate brokerage. Importantly, they should all be well planned to match the local market conditions and the required branding of the office. Consistent branding and market penetration will help consolidate commission and listing opportunities for the brokerage. The same can be said for…
Property inspections will happen frequently in your role as a commercial real estate broker. Inspections will occur for a number of reasons and you will be involved with different people in doing so. Given that every property type will be unique, it pays to have a strategy for the process, and an inspection checklist to…
The offer and counter offers that occur in commercial real estate are the end result of a negotiation with qualified parties. It is the ‘business end’ of the deal where people are seeking to bargain and achieve an outcome or benefit. Some offers are easier to negotiate than others and a lot depends on the…
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