In commercial real estate brokerage, your awareness of current market trends will impact your ability to pitch, present, and convert new listings. That market awareness will give you confidence, which is ‘king’ in new business today. In simple terms you must be more confident than the competition about the market and your ability to resolve…
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…
In commercial real estate brokerage, you simply must know the property market and all of its activities, indicators, and pressures. Clients and prospects will test your knowledge about the local area and the deals that have been done recently. So what do they want to see? They want to see real confidence and coverage in…
There are many barriers and ‘fences to cross’ in commercial real estate brokerage. That is certainly the case for brokers and agents when they work with challenging properties and some difficult clients. Some sales and leasing opportunities are ‘buried’ in complexity requiring experience and creative effort to put the deal together. That’s where property experience…
In commercial real estate brokerage it is wise to change your sales efforts and strategies a number of times for a promotional campaign for a property. Essentially and in doing that, you can capture more enquiries and leverage further inspections with key people. A quality listing should not be marketed in a standard single way;…
In commercial real estate leasing and property management, don’t let your tenants get out of control. The greater the number of properties that you manage, the harder this requirement will be to satisfy. The same problem occurs when it comes to the larger retail properties and shopping centres. It is a fact that the larger…
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