As a real estate broker or agent, when you take a good quality commercial property to the market for sale, there are a few critical things to cover off on. You want to use the strengths of the property listing to pull in the inquiry and then help you convert property inspections from qualified people….
Commercial real estate sales is not the easiest industry to work in given that everything you do is based on relationships, knowledge, and professional skills. Those three factors should be improved at a personal level if you want to rise to the top of the industry in your town or location. That’s what top agents…
In commercial real estate brokerage the competition between agents can be high and confusing for the clients and the prospects that we serve. To be a top agent and win a greater percentage of the business you really need to stand out as relevant and specialized in the local area. There is no point in…
In commercial real estate brokerage, your listing pitch or presentation is likely to strike a few barriers before you get close to an agreement with the client or prospect. The client will give you a few challenges before the point of decision is reached. They are testing you to see if you ‘qualify’ in their…
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…
In commercial real estate brokerage you need to establish a good set of qualifying sales questions to understand how you can help a seller or landlord, and or a prospective buyer or tenant. Those questions should help in matching your recommendations to the needs of the person that you are to serve. So there are…
In commercial real estate it is essential that your market share as an agent be growing and strengthening at every opportunity. There are different ways to do that. Perhaps the easiest way is for you to regard yourself as and ‘advisor’ and property specialist. You can then ‘sell’ yourself and your experience in a particular…
In commercial real estate there is a lot of business to be gained over time by offering yourself as an ‘agent alternative’ to the clients of your competitors. Find out who your competitors are working with by way of clients, and then get your communications and networking going to ‘open the door’ with those clients….
Most of the clients that we work with in commercial real estate agency want to work with the best agents with the best market share. The sales and leasing process is not an experiment in marketing, and the clients will choose the best agents to help them resolve their property challenge. It is important that…
In commercial real estate agency it is common to be presenting your services and strategies to a client within a boardroom environment. The corporate clients that we work with will sometimes have a number of decision makers involved in the agency choice and listing process. The boardroom will be the place where all parties get…
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