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…
Have you ever considered all the things that you need to do as a real estate broker, and which ones are more important to your market share? I put together this chart to help my online friends. It describes the skills of a Top Broker or Agent. You can get the download chart right here….
In commercial real estate brokerage, it is important for you to be personally ‘unique’ when it comes to marketing and client contact. All too often we see brokers and agents take the ‘easy way out’ when it comes to client connection. You can change this by doing things a bit differently in addition to the…
In commercial real estate brokerage, I have seen so many meetings ‘get off the rails’ with little direction and focus. In this property market that is not a good thing. Results are required in prospecting, marketing, inspections, negotiations, and deals. After a couple of coaching sessions with a commercial sales and leasing team recently I…
When you are looking to employ a new commercial real estate broker or agent, it is important that you establish the levels of competency that they can bring to your business. You have some choices in doing that. The levels of competency will change between those brokers or agents that are new to the industry,…
In commercial real estate brokerage, your listing pitch or presentation will likely strike a few barriers before you get close to an agreement with the client or prospect. The client will give you a few challenges before the point of decision is reached. They are testing you to see if you ‘qualify’ in their estimation…
In commercial real estate brokerage, you are the ‘product’ in many respects. Forget about the property type and the price. It’s all about the value and the relevance that you bring to your clients and prospects. They have to see that you really are the ‘real deal’ when it comes to resolving their property pain….
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