Throughout the year there will always be shifts and changes in the commercial property market in any town or city. That being said, there are always some reliable business opportunities to be obtained in those changes, if you know how to look for them. Don’t let the pressures of the property market frustrate your progress…
In commercial real estate brokerage the focus that you have on prospecting and new business generation will help or hinder your career. A lot depends on how you establish your prospecting model and how you keep it running in a regular ongoing way to attract the right clients and the right property listings. (NB –…
Every agent or broker in commercial real estate today should have a deliberate and direct prospecting model that they implement each and every day. In saying that, simplicity is preferable as you design the prospecting model to suit your own requirements and the properties in your location. If you make things too hard or…
Commercial real estate call prospecting is quite special, and so it should be. You are working with valuable property listings, and highly intelligent clients and prospects. You must be a specialist of commercial property for your location to make cold calling work. Make the calls (lots of them) but also ensure that your skills are…
It doesn’t matter where you work in commercial real estate today, the same rules apply when it comes to priorities and business focus. You simply need to understand how to focus on clients and listings and then take action. A lot of agents and brokers struggle with that requirement. You could say that they lack…
When you fully understand your client’s business, you can start to match the best property solutions to the client and their future needs. You can take action in a timely way. There are plenty of opportunities to tap into when you fully understand the business client and their property challenge. Take the time to get…
In commercial real estate brokerage, you need a number of new business processes working at the same time if you are going to attract and convert volumes of new business. One of those processes should be direct mail. When used in conjunction with telephone prospecting and door knocking, the typical direct mail piece can work…
When you take over a new area or merge your professional property services into a new commercial property type, you must have a prospecting model to take you forward. The business just ‘doesn’t happen’ if you know what I mean. A specific prospecting model should help you to find more listings and more clients…
Like it or not, the cold calling process in commercial real estate brokerage is really important if you want to drive more new business consistently over time. The same rules apply to sales, leasing, and property management. Sure, there are other things that you can do to attract enquiry, but the process of making lots…
If you are working in commercial real estate today, you will (or should) know the importance of making calls to new prospects in your town or city. The telephone is in fact your ‘friend’ when it comes to attracting new business, and converting more property leads and opportunities. When you work as a real estate…
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