In commercial real estate agency it is rare that you will win new listings and clients on or at the first point of contact. Whilst it does happen, it is usually the longer relationships that help you build listing leads and commission opportunities. The message here is that you should stay in touch with the…
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….
To win a listing in commercial real estate agency, show the client that you have relevant and real experience that will help them solve the property challenge. Don’t be generic; be specific when it comes to your property knowledge and your marketing solutions. Show them why they need you to help with their property challenge….
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…
It is a fact that many commercial real estate agents struggle with making cold calls. They suffer from a dose of ‘call reluctance’ and get ‘cold feet’ in the process. In many respects they avoid the issue and stop making calls. That avoidance issue has a major impact on their ability to find listings and…
In commercial real estate agency today your cold calling systems need to be of the best quality and substance. The people that you call can soon sense a less than confident salesperson that has not prepared for the process. Top agents make cold calls all the time. There is a direct correlation between the success…
In commercial real estate agency it pays for every salesperson or agent to take a long term view on establishing and tracking new client relationships. In many respects the cycle of selling and leasing with a client can be many months if not years. The relationship that you establish as an agent with a client…
In commercial real estate agency today, it is important that you get in front of as many new clients and prospects as possible. This should be a daily event. I would expect every new agent to make prospecting a central part of their diary process. Meeting bookings and results should be benchmarked as part of…
Commercial real estate agency referrals and leads are essential to the agency. You do need a referral program to help you build more leads and opportunities in the marketplace. Creating leads and new business from referrals is far easier than anything else. That being said, it is the correct clients and the correct prospects that will help…
In commercial real estate agency we can get a lot of new business and listing leads from the previous or older clients that were served by our agency in the past. All too often I see agents that are mainly focused on finding new clients, totally forgetting the clients that they have served a few…
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