In commercial real estate agencies today, there will be times when you have what can seem to be far too many listings. There is no ‘standard rule’ regarding the number of listings you can take on. However, you should establish your listing targets and adhere to them. What are your listing targets? It depends on…
Many agencies look for commercial property management listings. A property management client or appointment will provide significant opportunities in leasing and sales for the agency at some point in the future. In the meantime, a commercial property management appointment will provide reasonable fees to the agency, provided you offer the right professional services. A sizeable portfolio of…
In commercial real estate today, the abundance of agents in the property market means that most listing opportunities are a competition to win the business. Every agent invited to the listing presentation process with the client will put on their best pitch and strategy for the listing. This can be good and bad, but the…
In commercial real estate sales and leasing, you need a strategic plan to take you forward individually in your market and in your real estate agency success. As part of that process, you need to know where you are currently to improve your current position through direct effort. One of the biggest advantages in our…
In commercial real estate today, the clients that we work with want one thing, and that is, in one word, ‘results’. The common thread runs through everything in commercial real estate sales and leasing. Every client will have different criteria for ‘results’; however, the fact remains that ‘results’ are the lever to client satisfaction and…
In commercial real estate agent sales, you should set performance standards for yourself. Every day, you should be striving to achieve those standards and benchmarks. I will say that there is a right way and a wrong way to go about this. Far too many salespeople set targets and standards that are more of a…
In industrial property agency sales and leasing, the prospecting process can be quite specific. Knowledge is the key to property listing success. There are plenty of businesses in your region that you can approach to see if they want to lease or sell premises. Create a consistent plan of contacting industrial and warehouse-type businesses locally. In…
Most commercial real estate agents will be presenting and pitching their services in one form or another weekly if not daily. The fact of the matter is that you must have a top presentation system that is relevant to the property and powerful when it comes to converting the client to use your agency. Unfortunately…
In the commercial real estate market every year, you will come across slumps in listings. It happens to most salespeople at some stage and sometimes it can be an all-too-frequent a problem. Talk about peaks and valleys in the real estate business! They happen, but they are resolvable. So lets cut out the frustration and…
If you were meeting with the commercial real estate client today and they asked you a question as to why they should use you and or your agency services, what would you say? Most agents or salespeople will give a fairly generic and bland answer when it comes to that question. Think about it. They…
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