In commercial real estate, the cold calling process is a key component of winning new clients and business. In saying that, the telephone prospecting process takes a good degree of practice by any agent so the levels of confidence and relevance are supporting the process. You can make lots of calls but without the required…
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…
Commercial real estate brokerage is not complex. It is a method of business that can be tracked and that tracking process can give you leverage to find new clients and listings. New listings and clients can be found when you delve into the property cycles locally. So how do you ‘delve’ into the property cycles…
In commercial real estate brokerage it is easy to get distracted and diverted on a daily basis into things that are time consuming and not necessarily income producing. The pressures of working with property listings, clients, and inquiries will shift your priorities in many ways as an agent or broker. Be careful how you manage…
In commercial real estate brokerage, there are common reasons why some agents struggle to get market share. That being said, there are always new clients to serve and properties to list. Everything comes down to the focus and activities of the individual agent. When you know the ‘struggle factors’ you can adjust your new business…
If you take the time to research your market thoroughly and completely, you will find plenty of opportunities to work on in commercial real estate sales and leasing. When things get tough and slow with clients and commissions, the best thing to do is talk to more people and focus on finding fresh opportunity. That…
When you work in commercial real estate brokerage, it is essential that you analyse the local property market consistently and continually. In doing that you can identify changes and pick the trends of change that can lead to more listings and better commissions. It is a fact that the property market will change frequently across…
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…
In commercial real estate brokerage, every agent should have a business development area to focus within. Inside that zone or precinct opportunities can be developed in sales, leasing, and property management. The area of the zone should not be too large and ideally should contain approximately 2000 properties. On a ‘street by street’ basis the…
Just about every agent will say that they are an expert in the field of commercial property within their town or city. The fact is that they really need to prove it comprehensively as part of their professional and personal marketing process. Most real estate agents are quite generic when it comes to property marketing,…
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