Many of the clients that we work with in commercial real estate sales will have issues when it comes to property performance. As the specialists locally with commercial investments, we are well placed to provide unique services and timely solutions. So the message here is that you can be a solution provider when it comes…
Just about every agent will say that they are an expert in the field of commercial property within their town or city. The fact is that they really need to prove it comprehensively as part of their professional and personal marketing process. Most real estate agents are quite generic when it comes to property marketing,…
In a successful commercial real estate team you need specialized people that are highly motivated and driven to grow personal market share and income opportunity. As simple as this statement may seem, the realities of finding and growing such a team are difficult. Many an agency principle has struggled with the sourcing of new people…
One of the biggest problems facing commercial real estate brokers is in the capturing and handling inbound property inquiries successfully and on time. The volume and the quality of inquiries coming to you will always help with growth of market share and commissions. It takes quite a lot of marketing effort to build a quality…
In most towns or cities there are plenty of agents that claim to be ‘experts in commercial real estate’. The claim is however in many cases far from the truth. Some brokers and agents have very little understanding about the complexities of the property market segment, particularly with: Lease documentation and rent strategies Sales and…
With the commercial real estate market about to enter another year, now is the time to think about personal goals and targets. With the commercial property market showing some solid activity in many towns and cities, there are some opportunities to be sourced by brokers and agents. We are now entering an ‘ordinary’ market. That…
In a commercial real estate brokerage some sales meetings are better than others. In many ways the quality of the weekly sales meeting will have a lot to do with the team leader or sales manager. The meeting itself can give the team traction in business and listings, or be a regular frustration for some….
When I meet and coach new agents and brokers for the first time I like to ask them about their ‘business plan’. Sometimes I will go so far as to ask to see it. It is interesting to see the strange looks I get; uncomfortable and quizzical would best describe the responses. The facts of…
In commercial real estate brokerage a sales team should be trained on a regular basis. That then can help all team members with the challenges of the market and the clients that they are pitching or presenting to. A good training program will generally produce a number of benefits over time. Here are some of…
In commercial real estate brokerage today the process of recognition and reward should be established within the agency team. In that way the best people with the best ideas and the top results will be encouraged to maintain the momentum and improve personal performance over time. It is interesting to note that many brokerages ignore…
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