When you are taking on a new retail, office, or industrial property for management, make sure you have a good set of deliberate questions to work through and help you identify the performance issues within the property. Get to the bottom of the issues relating to income, tenancy mix, maintenance, risk, documentation, and occupancy. Where…
Listing an industrial property is relatively easy when compared to office buildings and retail buildings. It does however help if you have a checklist approach to inspecting the property when pricing and inspecting it. (NB – you can get our free industrial property training in ‘Snapshot’ right here) The industrial segment of the investment property…
Prospect meetings are an essential part of commercial brokerage activity. It would help if you had plenty of prospect meetings and client connections to grow your real estate business. You can and should connect with new people selectively on a regular and ongoing basis to understand their property profile and future property requirements. Over…
When you have a commercial property to advertise for sale or lease, the marketing strategies both online and off-line will be needing some special attention and focus. There is a very strong argument that you shouldn’t repeat the same advertisement and format across all media outlets and channels. In saying that, more promotional effort should…
To sell more commercial properties locally in a timely way, you should focus on your listing processes so that all of the hurdles and challenges of the listing are addressed at the front end of the marketing equation. Undertake a program of client conditioning and target marketing. As the industry professional, you are the…
Inbound inquiry is a good thing to have and to work with as you as a local broker or agent market your commercial property listings. Inquiry gives you momentum, and the source of your enquiry will be either your prospecting, listing marketing, and or your database interaction. Get involved in your property market to boost…
When you have a property listing inquiry coming in your brokerage, it has to be captured correctly, documented and satisfied effectively. Some agents and brokers don’t do that very well and loose the opportunity to take the matter further. The message here is that your inbound inquiries should be carefully optimized; that is each and…
When you take a telephone inquiry in commercial property sales and leasing, make sure that you question and fully qualify the person that you are talking to. Get plenty of information before you release too many property details to the person calling. You never know who you are talking to in the initial inbound call…
The best way to move on a property opportunity or client requirement in commercial real estate today is to understand your client’s business and investment targets comprehensively. Given that we work with most clients for the long term, that research is valuable in commissions and transaction timing; spend time in watching the client business situation,…
You could say that a commercial real estate salesperson should be experienced in a number of different ways. Some things are more important than others, and investment sales will require certain special factors of property knowledge, client communications, and deal or transaction interaction. There are always new things to learn in the role. It is…
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