Like it or not, the prospecting process for new clients in commercial real estate is difficult until you understand the rules and start the process correctly. As real estate agents we come to the issue of new clients and new business sooner or later and have to deal with it at a personal level. To…
An Agent new to the commercial real estate business once said to me, ‘How do I get more new real estate business?’ The answer for me was quite simple and that is ‘meet more people’. Opportunity is always available for the Agent or Broker that digs for it. Someone once said that ‘You can’t sell…
If you work as a commercial real estate agent there are 5 essential priorities that should stand ‘head and shoulders’ above all the other things that you do every day. It is debateable as to which of the 5 are more important, however if you overlook any of them, your career in commercial property will…
Often I get the question put to me on just how agents can find prospects and the right people to talk to about commercial real estate opportunities. Salespeople that are new to the industry are commonly looking for that ‘magic bullet’ that will help them do their prospecting easily and directly. So there is no…
In making lots of cold calls in commercial real estate you can build your client base and your chances of growing your listing base. That being said you do need to practice the process. Every day you should be improving what you say, how you do it, and the habits of doing it at the…
In commercial real estate today, the prospecting process that you adopt will help you dominate your territory and convert more listings. Part of that prospecting process should include cold calling. Many commercial agents and salespeople struggle with cold calling. However, that does not have to be the case, provided you commit to the system of…
Here is how to protect yourself from the impacts of a changing real estate market. When you work in a commercial real estate agency, the cold calling process is a key part of the required prospecting model. Every salesperson should be making cold calls every working day to new people that they have not spoken…
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