To win a commercial property listing today you really do need to cover all of the market issues and be prepared for all the situations and pressures the property and the client may present. The client has to see that you are really the best choice of agent to move things forward in a productive…
In commercial real estate agency today any sales pitch and listing process has to be of high quality for the agent to have any reasonable chance of winning the listing. Far too many agents attract and obtain ‘open listings’ simply because they have no idea of how to convert high quality listings; they have no…
In commercial real estate agency, you will find that the redundant properties in the local area are a good opportunity for redevelopment or repositioning. Either way you as the local commercial real estate agent can be of relevant and real assistance to the property owners. Many properties today that are regarded as ‘redundant’ for one…
In commercial real estate sales and leasing, the traditional advertisement has a lot of power in attracting the right enquiry. It’s just that the location of the advertising has changed a lot. Our strategy of marketing needs to change with it. Today we are getting most of our enquiry from the internet, so the advertising…
In commercial real estate today, the competition for business and market share will drive some desperation when it comes to listings. The fact of the matter is that desperation does not produce quality in the listings that you require. When it comes to listing a property you should not do any of the following: Discount…
In today’s commercial real estate market, many clients have an inflated view of their property and the market. When it comes to listing time, this can be a real hurdle in getting a listing that is realistic and marketable. Whilst ‘conditioning’ may seem a harsh word, the reality is that many clients and prospects that…
Today we find that many contracts for the sale of a commercial property are subject to due diligence prior to settlement. In that case, the buyer of the property will have the facts of the property checked and reviewed to ensure that everything is in order. The fact and event of due diligence should have…
Today there are many properties on the market for sale or for lease. On that basis, every property we list should be optimized for the promotional process. Care needs to be taken when it comes to listing, marketing, and negotiation. In saying that, everything starts with the listing process. It is very much the case…
In this commercial real estate market, every property that you list to sell or lease should be a ‘perfect listing’. All parts of the listing should be optimised for the marketing and negotiation process. You can only create this ‘perfect listing’ with exclusive appointments; there is no advantage in wasting time with ‘open listings’ given…
In this commercial property market, you have virtually no time to play with when it comes to establishing the right target market and building the enquiry. Momentum in promoting the property is really important. It is a fact that there are many listings on the market today that have been on the market for some…
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