It pays to profile and short list your top prospects or clients in commercial real estate. That then allows you to devote special time and energy to helping them with property changes and needs. Those clients and prospects almost become a ‘VIP list’ of people within your database and on that basis you can give…
Working with accountants and solicitors can provide many high-quality leads in commercial real estate brokerage. That is simply because those people in both professions have clients with property issues and opportunities. Important Observations A top real estate agent will generally work a selection of these high quality contacts specifically to attract new business. In saying…
When you work in commercial real estate brokerage, you can and should network with other property specialists to achieve further qualified leads and listing opportunities. The relationships that you encourage and create with these other industry specialists will allow you to tap into other active clients in many different ways. Expand the relationships that you…
If you are going to get any traction as a commercial real estate agent or broker, you are going to need to know the right property people in your local area consistently and in an ongoing way. Your database can help with this, and its growth will be critical to attracting listings and converting commissions. …
In commercial real estate brokerage you must find motivated people if you are to have a chance of closing successfully on listings and creating more sales or leasing results. In essence, those motivated people that you need are the ones that have a reason to move on a property transaction; move closer to them through…
Commercial real estate brokerage has its fair share of ‘toxic clients’ to work with and handle; I think I have seen most variations of problematic clients. They are those people who typically think they know better than everyone else in the property market and decline to listen to the market indicators or the facts of…
Some commercial real estate agents think that listings are the main focus of what they do. The observation is largely wrong. It is better to look at the matter differently, and then say that ‘clients are the real focus’ in our industry. When you focus mainly on finding and creating more clients, the listings will…
New clients are commercial real estate brokerage’s ‘bread and butter’. The quality of the clients that you connect with and the addition of others to your database will help you grow your market share in your town or city. The message is that you should be selective on finding and communicating with the best clients…
In commercial real estate today there are plenty of clients to work for. Some are more difficult than others. I suppose you could say that the same rules apply in reverse when a client selects an agent or broker in a town or city; some are better than others. I won’t enter into that ‘agent’…
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