The commercial property market is forever changing. For that reason, it pays to apply a healthy degree of questioning as you connect with prospects and clients. It’s a ‘people-based’ business in many different ways. People and trends can tell you many things, so observe and listen. Positioning around those newly identified trends will open up…
In commercial real estate brokerage there are factors of change happening in the property market all of the time. Each year trends and enquiry rates shift and change both in sales and leasing. To add to the confusion you get a lot of agents coming and going from the business. Some agents stay in the…
Many people ask the question about how they can be successful as an agent in commercial real estate. There is no single answer. There are however lots of paths to take, all of which lead to levels of progress and results. Over time those special paths of action and skill development can be honed and…
In commercial real estate brokerage there is some value in chasing listings that are ‘for sale by owners’ (FSBO) but only if the listing and or the client offers promise of a positive result, and the asking price or rent is right. Make no mistake that many agents continually chase these listings, given the odd…
When you find that you have lost a new business proposal in commercial real estate brokerage, ask the client to return it to you. Try not to leave it in the prospective client’s possession so it can be shared later and perhaps even shown to your competitors. If your proposal is of the highest quality…
As you look around the property market today you can see lots of property types and people in different categories. Pick a few categories that allow you to drill down into real property specialisation. What are you good at? What do you know a lot about? Those two questions will help you show the prospects…
Sometimes we complicate the real estate business unnecessarily, and particularly within the segments relating to commercial real estate sales and leasing. The best agents in the property market today are uncomplicated and yet highly persistent and consistent in their business practices. They know what to do each and every day when it comes to time…
If you are working in commercial real estate today, you will (or should) know the importance of making calls to new prospects in your town or city. The telephone is in fact your ‘friend’ when it comes to attracting new business, and converting more property leads and opportunities. When you work as a real estate…
The commercial real estate market has undergone significant changes in the past 5 to 10 years. However, there are still numerous opportunities for commercial real estate brokers and agents to discover, as long as they know how to identify the best clients and high-quality listings. Choosing between ordinary properties and quality listings will always produce…
When you spend time in your commercial property market you will find things to work on and develop as a broker or agent. The simple fact of getting out and about in the local area or precinct allows you to see things and ask questions. The new business is out there! Most of the new…
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