Here are some ideas to help you set key performance indicators in your role as a commercial real estate agent or broker. Sales, leasing, and property management activities should all have indicators that are set to market conditions, commissions earned and property types. In that way you can see how things are improving for you…
Some agents have absolutely no idea what their position or ranking is in the local property market when it comes to achieving results. They might know who their competitors are, but they have no awareness of personal ranking with listings, deals, and market share. Building a commercial real estate business is a gradual process that…
The commercial property market will change throughout the year and as part of that, every salesperson should have a focus on individual performance both in commissions and listings. The challenges of the property market need to be seen and optimized at a local level by an agent. That is a personal process for every salesperson…
Many commercial real estate agents suffer from pressure and stress from time to time. In most cases it happens because they are not doing enough of the most important things to build their business. When the property market is active or you have some deals on, it is very easy to get diverted to the…
In commercial real estate agency you cannot and should not wait for the market to come to you. For some agents it takes a little while to grasp that fact; the sooner the better is the observation. Action is a valuable discipline for real estate agents. Procrastination does nothing for business growth and income opportunities. …
In commercial real estate brokerage, it pays to monitor your competitors in a number of ways so you can see how you can grow market share in listings and commissions. Understand the strengths and weaknesses that apply to all of your real estate competitors. Penetrate your competitors market by tapping into their weaknesses. If any…
In commercial real estate brokerage, the clients that we serve will have concerns and questions relative to their property activity and choices of marketing. As an initial strategy when working with all clients, make a priority to understand their challenges, and their questions. You will need to address both of these issues in your proposal…
In commercial real estate brokerage, there will be many changes and pressures on the market during the year. That in turn can create shifts in your focus when it comes to the quality listings and clients requiring service. The only consistent thing that you can control is the momentum within your prospecting model. The one…
Earlier this week I was working with a commercial real estate sales and leasing team. It was clear to me that they really did not have much focus on their market. Listings and commissions were a random event. 🙁 To improve things I told the team to come to next Mondays meeting with a full…
In commercial real estate, you will be doing many different things on a given day. Some days and weeks will be quite pressured with new challenges and clients to serve. The challenges of the day can overtake all the good intentions that you may have made the night before to get things done. Having…
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