The real estate market is always under change, and that is a great thing to use as a point of difference in your real estate business. Want some proof of that? Look at the property activities of the last five years or so in your location and you will see changes that you could have…
All too often you see commercial or retail properties advertised for sale or lease with a soft message or a very mediocre advertising layout or property description. The fact of the matter is that many property agents and salespeople have no real training in creating high-quality advertising copy. That then creates a problem in the…
If you want to win more business, listings, and clients in commercial real estate, then you should implement a ‘farming’ process where you can cultivate relationships with the right people and across the right property types. Some of those relationships take months if not years to bring in the results, so establish the process of…
There are plenty of commercial real estate opportunities in targeting franchise businesses from a leasing perspective. The facts of the matter are that a franchise type business will in many cases want a property to operate from; they have special property needs to suit business models. You can be the person to help with that…
In commercial real estate brokerage, the awareness that you have of current market trends will impact your ability to pitch, present, and convert new listings. That market awareness will give you confidence, and confidence is ‘king’ when it comes to new business today. In simple terms you must be more confident than the competition about…
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…
There is no point in being commonplace and ordinary as a broker or agent in commercial real estate brokerage. The competition will ‘walk all over you’, then take your listings and your clients. That doesn’t mean to say that the competition is anything special in most locations, it’s just that ‘on average’ the volume of…
In commercial real estate brokerage, you simply cannot forget about prospecting through the year and at all times. Every day a degree of personal prospecting should be undertaken within your location and within your specialized property types. A decline or a slowdown in prospecting will create shifts and changes in listing conversions and commission incomes;…
In commercial real estate brokerage you can gain a lot of leverage with your clients (and particularly the sellers) if you have regular marketing campaign strategy meetings to talk about the enquiry results to date and changes that can bring in more opportunity. Rarely will a marketing campaign be successful from the very start. Over…
Commercial and Retail Property Management is a special part of the property industry. The right skills and the right people should be deployed to any quality property and client. When it comes to managing any major project then the top people with hands-on experience should be matched to others in the team who can learn…
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