If you are serious about commercial real estate brokerage as a career you will need a good database software program to support your actions and interaction with clients and prospects. That being said, so many agents and brokers struggle with simple spreadsheets and consequently suffer the threat of potential data damage or loss that happens…
In commercial real estate brokerage the customer inquiry system for the office should be automated for the direct handling of inquiries and inspections. The process should be quite specific given the property types and the listings handled in the brokerage, so the inquiries coming from the active and most recent marketing activity can be understood,…
If you want to attract more clients and listings in commercial real estate, a survey of local businesses will provide valuable property information and leads. If you are struggling to find more clients and listing opportunities, this strategy will be useful. So why is this so? The local business owners will tell you so much…
In commercial real estate today, it is easy to get tied up in many different property issues and requirements. One of the most common problems I see is when a new agent is ‘chasing around’ the market to solve the property requests of a tenant or property buyer. After a lot of effort the agent…
In commercial real estate brokerage, prospecting is the ‘engine room’ of opportunity when it comes to creating new listings and finding new clients. In saying that it directly follows that marketing is the ‘lube, service, and oil change’ of the engine room to keep commissions coming in. Marketing continuity happens to attract deals, negotiations, and…
Many commercial real estate agents and brokers spend far too much time worrying about cold calling scripts and what to say when establishing a telephone prospecting process. The reality is that you simply need to have and implement a regular cold calling process and build the personal confidence to back it up. Doesn’t really matter what…
We all know that finding new clients and plenty of them is a critical part of building a commercial real estate business. Attracting those clients is one thing; keeping them interested is another. To create the interest for the client and make your prospecting efforts a lot easier, you can use market updates as a…
Finding new clients and listings to service in commercial real estate is a fundamental part of the business. There are no shortcuts to finding the clients and prospects that you need. Every day certain processes should be repeated so that leads and listings are generated. The processes for some agents will differ based on the…
As a commercial real estate agent or broker, you need to make and use a prospecting program to find new business leads. It is a personal process, and it is not something that you can or should delegate. I am amused sometimes when I hear that an agent has paid considerable money to a marketing…
When you work as a commercial real estate broker or agent you will come across plenty of ‘roadblocks’ in the prospecting and cold calling process. That being said, those common issues are likely to hold back your personal performance both in commissions and listings. Here are the most common ‘roadblocks’ in prospecting: So how can…
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