In commercial real estate brokerage, you need to work with, and or know, plenty of people that you would consider as customers or prospects. Over time you can build the strong bonds of trust and respect within that group, and that in turn will help in converting more inquiry, listing opportunities, and potential income. An…
Commercial property clients need all types of help over an extended period of time. The question is, can you fully service all of those requirements? Can you match your knowledge to the client and the property requirements? Good questions like these require consideration and initiative if you are to drive a reasonable volume of market…
In commercial real estate brokerage, some clients are better than others for you in new business, commissions paid, and repeat business. You simply must understand that ‘value’ equation and the levels of ‘loyalty’ that some clients bring to your real estate market share. Make the right choices in just who you act for and work…
In commercial real estate brokerage some of your customers and clients can bring you many opportunities with listings and commissions over time. Identifying and working with those customers is an important factor and with be very helpful in your business strategy. Split your database up so you have a different way of working those higher…
If you choose your clients carefully in commercial real estate brokerage, there are usually multiple ways in which you can help them over time and that then leads to better commissions. A good quality client can be a ‘client for life’ and a source of many levels of commissions and listings over a substantial period…
In commercial real estate brokerage, you can set out to find plenty of referral business as part of your contact and meeting program with current clients and new prospects. When a client or prospect trusts you and respects your skills, it is the right time to ask about referrals to others. How can you pose…
There are many different clients to work for in commercial and retail investment real estate. As brokers and agents we should be very selective with our clients; in only that way can we grow market share and commission opportunity in the most effective ways. Some clients are good for a ‘once off’ transaction, then never…
In commercial real estate brokerage, you will be working with some very diverse and some highly experienced business professionals as your clients. It is worthwhile profiling them and understanding them from the very start of your real estate relationship. Before I go further here, it is worthwhile noting that some of those business people are…
The investment sales part of our industry is quite special. In this segment of the market, you are dealing with people with high net worth who understand exactly what they are looking for when it comes to a property type and location. From a client perspective, they are in the ‘VIP’ class of interaction. Over…
When it comes to listing a commercial property or perhaps preparing for a presentation, it pays to have a checklist approach to work through with the client. The right questions asked at the beginning of the connection can save you a lot of time later. Before I go too much further I will say that…
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