In commercial real estate brokerage you should focus on creating new meetings with new people as part of a prospecting and client generation process. In other words you really do need to have a ‘meeting planner’ that puts you in front of ever more people each and every working day. So who do you need…
As a property type, industrial is quite basic and straightforward to understand and work with. It is commonly the first level of investment for many investors as they move away from residential property. That being said, it is also a property type that brokers and agents move to as they seek to initially grow market…
Social media alternatives are always available to brokers and agents. The online marketing process and the client contact that you embark on can be enhanced by social media. Over time you can build a large online marketing process that integrates well into your business activities. The secret to making the online social media strategy work…
Finding the right people to work in commercial real estate brokerage can be a challenging process at the best of times for any manager or team leader. Whilst many new salespeople will claim to have the required skills the motivation and professionalism, the reality is quite different in most circumstances; there are plenty of things…
When you are pitching for a commercial real estate listing, your preparation and approach to the issue will make or break the result. Take the time to prepare to win the listing. Stay ahead of your competition agents chasing the same listing by setting clear property targets and marketing messages in the presentation. Establish the…
If you are to win a property presentation or listing pitch in a typical sales situation with a commercial real estate client, be prepared for their deep and meaningful questions relating to their property and the market. The questioning strategy can work in either of two ways and be an advantage for you if you…
Commercial property clients and customers today have all types of needs from an investment perspective. When you are involved in selling or leasing commercial real estate it pays to do a comprehensive needs analysis with your clients before you quote listings or undertake any property inspection or recommendation. Make sure that you have all the…
There are plenty of commercial real estate agents in most towns or cities chasing the same property business, listings, and client base. Every listing is thereby likely to become a competition between agents; the successful agent to win the listing is likely to be the ‘locally acknowledged expert’ in the market segment and location. So…
In commercial real estate brokerage you can build strategic alliances with other industry professionals to help grow your market share and lead generation processes. In saying that, other industry professionals will generally take time to trust you as an industry expert and a person that they would expose or introduce to their clients. You could…
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…
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