When you consider your property market and particularly the commercial properties in your location, there will be a good selection of quality clients and quality properties for you to work on. You can and should shortlist a number of those clients and properties for future focus within your prospecting activities. Determine where the best levels…
I like to gather market intelligence in commercial real estate brokerage. The information I can gather will help me find future new business opportunities in sales, leasing, and property management. A keen eye and a questioning mind are also parts of the process, and any consistent system that I can create can help greatly. Are…
When you work in commercial real estate sales and leasing it pays to have a good awareness of your competition and what they are doing with their clients and listings. The focus in doing so is to know why they have their market share of properties and clients, and to determine if any of that…
The advertising and promotional process that you use in marketing exclusive commercial real estate listings today should be direct and comprehensive. Vendor paid marketing funds should support you in doing just that. The listings that you take on should also be attractive and of interest to the buyers and tenants today; on that basis it…
Like it or not, ‘open listings’ in commercial real estate are generally a great waste of time. You have no control over the client, the listing, or the negotiation. It is very difficult to grow your market share on the basis of open listings. You should only accept open listings at the beginning of your…
In commercial real estate today, the abundance of agents in the property market means that most listing opportunities are a competition to win the business. Every agent invited to the listing presentation process with the client will put on their best pitch and strategy for the listing. This can be good and bad, but the…
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