In commercial real estate brokerage, the level of relevance that you present to the property market will help or hinder you in growing your real estate business. Understand why you are pertinent to the business owners and property owners locally; improve that importance over time. Market yourself around that point of difference. Relevance Really…
In commercial real estate brokerage today there will always be elements of competition when it comes to finding new business opportunities. Many client presentations will be undertaken through some competitive process and a few agents are likely to be chasing the same business and or client. Other agents will be enticing the interests of the…
There is a well-known business rule existing today called the Pareto Principle. Basically it says that 80% of your new and existing business will very likely come from 20% of the people that you know. The logic works well in commercial real estate brokerage across sales, leasing, and property management. So how does this work…
Sometimes we complicate the real estate business unnecessarily, and particularly within the segments relating to commercial real estate sales and leasing. The best agents in the property market today are uncomplicated and yet highly persistent and consistent in their business practices. They know what to do each and every day when it comes to time…
In commercial real estate brokerage it is essential that you have a systematic approach to your clients and market opportunity. As part of that process, you can have a client inventory so that you can understand who you are connecting with locally when it comes to property ownership, occupation, or investment, and why that is…
In most commercial real estate markets there will be plenty of competition when it comes to attracting fresh listings and new business opportunity. Other agents will be pitching for the same listings at the same time. So there are some things few to do and consider. To improve personal performance it is necessary to assert…
Many commercial real estate agents and brokers spend far too much time worrying about cold calling scripts and what to say as part of establishing a telephone prospecting process. The reality of the whole situation is that you simply need to have and implement a regular cold calling process and build the personal confidence to…
In commercial real estate you need a good source of leads to find more listings; it is an ongoing process to be actioned at a personal level. The agents and brokers that struggle with finding listings are usually those that do not have a lead generation system. We all have choices in this world, and…
New clients are the ‘bread and butter’ of commercial real estate brokerage. The quality of the clients that you connect with and the addition of others to your database will help you grow your market share in your town or city. The message is that you should be selective on finding and communicating with the…
Often I get the question put to me on just how agents can find prospects and the right people to talk to about commercial real estate opportunities. Salespeople that are new to the industry are commonly looking for that ‘magic bullet’ that will help them do their prospecting easily and directly. So there is no…
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