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Brokerage

Objections are a Negotiation Opportunity in Brokerage

In commercial property sales and leasing, the objections that you will receive from your prospective clients are many and frequent, and they are usually all unique based on market pressures and trends.  The buyers and the tenants that you attract and work with as part of closing a transaction will all have individual targets, concerns, […]

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Sales

Better Negotiation – Handling the Sales or Listing Case

Every property negotiation is different. You can use that difference to your advantage. In preparing for a property negotiation, investigate the client’s situation and the property before you start so that you can look at the alternatives that they may have currently or be working towards. Know the client comprehensively and their property. When you […]

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Brokerage Videos

Benefits – The Secrets to Commercial Real Estate Negotiation

Where do you start with your commercial real estate negotiation? Get the facts and build your story. Understand the people, the property, the market locally, and the motivations of all involved because every property negotiation is unique as are the people. Just about every stage of commercial real estate sales and leasing involves some form […]

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Brokerage

How Simple Negotiations Matter in Commercial Real Estate

When we negotiate a commercial property transaction, things can get complicated.  It pays to review things and then simplify the position of the parties.  Know what is said and how it is conveyed.  Look for the underlying issues. Understand the other person completely and comprehensively; ask plenty of questions to get to the core issues.  […]

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Sales

Systems to Follow in the Sales Communication Process in Commercial Real Estate

When you consider all of the variables in commercial real estate brokerage sales, you will see that there is a distinct process and a series of stages to be worked through. That then can be called the ‘sales communication process’, and it should be refined and optimized by each and every broker or agent.  When […]

Commercial Real Estate Brokers – Why you must own the commercial real estate product and strategy

As you progress through your career in commercial real estate brokerage, the listings that you create exclusively will always generate far more enquiry and better levels of business over time. The simple concept here is that you must have control of the listing product and the client; you must ‘own the listing product’ professionally. (N.B. […]