In commercial real estate, every salesperson should review their activities at the end of each month and each year or financial period. There are things that they can learn from the process. Important things like market share, commission growth, and client results are all key performance indicators to identify and address. (NB – get our…
Everyone in commercial real estate brokerage will have a listings slump at some stage of their career. There are reasons for that downturn; some of those reasons are controllable, whilst others not so. Let’s look at some ways to resolve the ‘slump’ problem at an agent or broker level. So let’s look at the ‘why’ question…
When you have an investment buyer on your enquiry books or in your database for an investment property, then work the person and their purchasing opportunity deeply in a relevant and real way. Service them comprehensively; show them all of your listings that match their needs. In an ordinary property market, buyers are ‘gold’ and…
In commercial real estate brokerage there are a few things that you should watch and track in team performance, particularly if you are running a team of people or if you are tracking your own results. By watching the indicators, you understand what is happening around you with listings, prices, rents, and inquiry. You can…
In working in commercial real estate in your town or city, you will soon understand that you can be very busy in many different ways. The important thing here is that you are setting the right priorities and choosing the right tasks to work on every day. The right tasks are those that can lead…
In commercial real estate agency, the investment sales part of the market is quite special. It is the place where you will find the investors and their requirements of property performance. If this is your market segment, then it is wise to consider how you can build your personal profile with the right people. Finding…
There are many different listing sources that you can tap into and utilize as an agent in commercial real estate brokerage. Some sources of listings and new business are better than others. Importantly, you should choose the ones that work for you in an ongoing way to grow your market share. When I say ‘listings’,…
In commercial real estate brokerage there is a good degree of documentation and paperwork in any average transaction, be that in brokerage sales or leasing. The paperwork that you create in brokerage should be reflecting the factors of the transaction and intentions of the parties. That documentation needs to be accurate in every way possible….
In commercial real estate brokerage, your major focus should be attracting and converting listings. That requires a specific process and a definite amount of effort. Your market share will grow when you can attract listings regularly and consistently over time. That being said, exclusivity matters regarding the property listing process and client interaction. You simply…
The pressures of the property market will always flow into commercial real estate transactions. Sales, leasing, and property management transactions are all impacted by prevailing market pressures and conditions. So you are the agent or broker looking to convert the business, listings, and commissions. You have to be ‘street smart’ for the known and unknown…
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