To be really effective as a commercial real estate agent or broker you should be engaging lots of prospects in conversations in a regular and ongoing way. It’s a requirement for your diary every working day. From that point of connection with new people you will understand what they are doing now with property and…
In commercial real estate brokerage, you can and should prospect around new people every day. That being said, within that process you should develop a ‘Top 25 Prospect List’ of those key people that have a real interest and activity in the property market. They should become your ‘VIP List’ of important prospects. You will…
In the commercial property industry, the role of a buyer’s agent is quite specific and professional. That being said, focus on the larger clients and the businesses in your local area as part of the process. Quality is the key when it comes to working as a buyer’s agent. You should work for those clients…
In commercial real estate brokerage today, there are many types of clients and properties to work with. That being said, it is best to be selective when it comes to clients and property types. The local property market will be changing throughout the year as will the enquiry rate between tenants and buyers. Most agents…
Like it or not in commercial real estate brokerage, you will not win all the properties that you pitch for or present on. Over time your conversions for new business should improve but you will still not convert everything to a listing or a finalised transaction. There are reasons why listings and deals go to…
Today we find many situations and variables when working with commercial real estate clients. From the outset of any contact it is essential that we understand their focus and challenges. To do that with efficiency it is essential that to know about the market, the competition, and the business community requirements. Top agents do that…
In commercial property management today, the opportunities to pitch your services are sometimes difficult and few. That is because most clients and property owners will not change property manager until the property is in a sale or a lease condition. If you have serviced by property owner satisfactorily during that process, it is quite likely…
Every commercial real estate agent or broker wants more new business, better listings, and quality clients. Sometimes we succumb to the pressures of ‘earning’ and can scatter ourselves across too many things and issues. That’s why specialization works more successfully in our industry. When you specialize you are of greater value to your clients given…
Do you know an agent that is struggling with finding quality listings and growing commissions? Perhaps even both of those things? It’s an all too common problem. There are lots of agents with those issues in any market and it is simply because they have a very poor personal network. They have failed to establish…
In commercial real estate agency you should treat your clients and prospects differently based on their business style and property needs. Recognise that our segment of the property market is one of privacy and confidentiality. Treat all of your clients and prospects accordingly. The ‘generic’ business practices of residential property do not apply in commercial…
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