Some negotiations in commercial real estate brokerage are quite slow and difficult. You can be working with sellers under pressure that fail to listen to the trends and feedback from the market, and buyers that are offering unrealistic prices. The same can be said about leasing with unrealistic landlords asking high rents and tenants that…
In commercial real estate there are generally a few things that people fear. When you understand that factor you can use it as leverage in a negotiation for property sales or leasing. Fear is the basis of some emotions that come out in any property listing, lease, or contract; people can panic about the deal…
As a commercial real estate agent or broker you will be challenged and tested when it comes to putting together each and every deal. Every transaction will be a debate requiring skills and positioning. You can convert more listings and deals by practicing your negotiation skills with your team at every sales meeting. Before I…
In commercial real estate brokerage, if you are getting objections to a sale or lease deal you have something to work with. An informed and genuine property buyer or tenant will want to negotiate through objections towards an outcome that is worthwhile; your job is to understand the objections that are genuine and those that…
The questioning process will help you build market share in commercial real estate. It doesn’t matter whether you focus on sales, leasing, or property management. The right questions will help you build the conversations to connect with the client or prospect. Forget about pitching and start connecting. It should be said that a top sales…
Negotiations in commercial real estate agency today can be complex and protracted. When the property market slows, most negotiations are more difficult given that the parties are under less pressure from other competing buyers or tenants. This then says that we should be or need to be the expert negotiators when it comes to our…
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