The marketing process in commercial real estate today should be quite special when it comes to any exclusive listing. Those listings deserve a dedicated focus when it comes to reaching the end market of buyers or tenants. In most towns or cities there are plenty of commercial or retail properties to sell or lease. A…
In commercial real estate brokerage, you must have a listing process and strategy that helps you connect with more clients and prospects. I would even go so far as to say that the process should be practiced weekly within your sales team. Do you know your conversion rate in any presentation for a sale or…
In commercial real estate brokerage today, it is very easy to get tied up in the pressures of the job and the tasks of the day. Quite soon any positive work activity will be lost in the requirements of the moment. As commercial property specialists, we need to work smarter and not harder. That will…
The prospecting process in commercial real estate is a critical part of personal business growth. Every broker or agent should have a solid and reliable prospecting system to take them forward each day with new leads and client opportunities. Whilst this sounds logical, it is a fact that many if not most brokers and agents…
There are plenty of technology tools for us to use in commercial real estate brokerage today. Select the right tools that can take you forward in your market; in saying that, only use a few of the good ones but do so in a comprehensive way. So why should you use these things? Only for…
The process of marketing in commercial real estate has changed and is continuing to do so. The online marketing process at a personal level is now becoming more important than ever before. While you are doing deals in sales, leasing, and property management, you should also be marketing yourself online so your prospects can…
In commercial real estate brokerage you can ‘set up’ the competition to ‘fail’ by posing questions to the clients that create a new focus or challenge. Ask the questions that the competitors will struggle with. Talk about situations that will make the client think in a different way when it comes to the marketing choice…
In commercial real estate brokerage, some of your services should be grouped for maximum effect and results. When you think about it there are things that are linked when you are helping a client. Many of these extra things will lead to other fees and commissions. A leasing opportunity can in basic terms be linked…
In commercial real estate brokerage the use of sales ‘assistants’ really works however they are a cost the business process and that cost needs to be recovered from the incoming commissions. In effect assistants are a support service so the broker and agent can get out into the market and connect with the right people…
In commercial real estate, it pays to assign clear duties to the role of a ‘sales agent’. The only way anyone makes a good share of commissions in our industry is to focus on the things that really matter. That is where a ‘job description’ has high value. It should be said that the sales…
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