Many commercial real estate agents know the value of having a property management portfolio as part of operating their business. They can easily grow that property management portfolio from targeted property leasing and sales activity. Over a period of 12 months a portfolio of quality properties under management can grow fee opportunities and longer term…
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…
In commercial real estate you need a good source of leads to find more listings; it is an ongoing process to be actioned at a personal level. The agents and brokers that struggle with finding listings are usually those that do not have a lead generation system. We all have choices in this world, and…
As a commercial real estate agent or broker, you need to make and use a prospecting program to find new business leads. It is a personal process, and it is not something that you can or should delegate. I am amused sometimes when I hear that an agent has paid considerable money to a marketing…
To win a good share of new business and the clients in commercial real estate brokerage, you really do need to be a leader or have the qualities of one. It doesn’t matter whether you are a sole operator or a team manager, leadership skills are required. With this simple strategy, you bring real integrity…
Over a coffee recently I asked an agent friend why a property owner should use them for selling or leasing a property. The question was important because that agent was about to embark on a new business start in a new real estate area. I wanted to know why the agent felt they would stand…
In commercial real estate brokerage, the relationships that you grow with your clients and prospects should be built on the foundation of trust, first and foremost. It is a fact that most top agents are selected for a listing on the basis of trust first and then skill second. Trust being the priority factor before…
Many of the clients that we serve in commercial real estate brokerage have targets and challenges when it comes to property performance. Commonly there are issues with property rent, tenants, property values, services and amenities, and property improvements. Look for the weaknesses and needs of a property client so you can help with overall asset…
In commercial real estate brokerage, the cold calling process is essential to help you build market share. In every location, town or city, there will be plenty of people to talk to over the telephone. This prospecting process is not a replacement for personal contact and face-to-face meetings, it is however a good way of…
The prospecting process in commercial real estate is a critical part of personal business growth. Every broker or agent should have a solid and reliable prospecting system to take them forward each day with new leads and client opportunities. Whilst this sounds logical, it is a fact that many if not most brokers and agents…
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