How would you define the performance of a sales team in commercial real estate brokerage? Perhaps, we would all have some different criteria as part of the answer, however most of the measures that we identify could involve some reference to clients, commissions, listings, and conversions. That assessment would involve where things are now and…
If you want to get anywhere in commercial real estate brokerage, there is a rule that needs to be respected and remembered. It goes like something this. To get good results in the industry in sales, leasing, or property management, you need to have a comprehensive prospecting model that is activated every day at a…
Commercial real estate brokerage will always be competitive and somewhat challenging, however there are the opportunities up for the taking in most towns or cities. Be aware of the changes in the marketplace and how you can position yourself competitively and specifically within the property types. Look for the things that have the opportunities. Link…
When you fully understand your client’s business, you can start to match the best property solutions to the client and their future needs. You can take action in a timely way. There are plenty of opportunities to tap into when you fully understand the business client and their property challenge. Take the time to get…
Things can go wrong in commercial real estate brokerage and potentially divert your thinking and or efforts. When that happens you should look at the bigger picture, and then understand how to stay on track and move through the difficulty. Don’t let the pressures of the moment, the issue, or day take over your bigger…
When you list an industrial property you have to think about the end user, be they a tenant or a buyer. What will they expect from the asset to satisfy their business needs? That question is always (or should be) high on the brokerage agenda as part of the listing process. When you really understand…
In commercial real estate brokerage, the level of relevance that you present to the property market will help or hinder you in growing your real estate business. Understand why you are pertinent to the business owners and property owners locally; improve that importance over time. Market yourself around that point of difference. Relevance Really…
There are different ways to approach commercial real estate brokerage today. In your town or city there will be factors of opportunity for every agent and broker to tap into. So what can you do here? The levels of competition and the size of the local property market should be assessed so you know exactly…
The skills of a sales team in commercial real estate brokerage today are slightly different than the concepts of just ‘selling’. The skills are unique and special, as are the people to provide those skills. So who are these ‘top-grade’ people? Why are they so special? Why are they needed? They specialise in several services…
Some properties are better than others in commercial real estate investment. The elements of property performance are unique in every city and will shape investments over time. When you get to know your clients in a comprehensive way you can really help them match their property choices and needs to their investment targets. That’s where…
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