Every agent is looking to win and convert more new listings. The essence of the process is to win better quality listings on an exclusive basis; the general or ‘open’ type listings in any town or city are commonly a waste of time, and they usually only convert through a good degree of ‘luck’. It…
When pitching for a listing, I follow some rules as a guide so I can get the best outcomes from a listing perspective. Those rules are worth sharing. This checklist approach can also help you get better results with your properties and clients. (NB – you can get plenty of listing tips in our ‘Snapshot’…
Let’s face the plain facts of working in commercial brokerage. The industry can be very competitive, especially if your territory of control as a broker is in a busy town or city. The way to work though that competitiveness is for you to be a property ‘expert’ in every way possible. The rewards of the…
When you meet with a client or a prospect in commercial real estate brokerage, you are very likely to have only a short period of time where you can present your ideas and strategies about their property or property challenge. N.B. – You can get our free online Brokerage eCourse here. Engaging the client in…
I have spoken about pitching for listings in many different ways over the years, across sales, leasing, and property management. Relevance is the key to attracting the client’s attention and conversion of the listing. Practice will also help you with that important equation. Sometimes a unique client or property will require a special approach with…
Your listing pitch is just so important in commercial real estate brokerage. You will only have a short period of time where you can show your ideas and confidence in resolving the client’s property challenge. Soon your competitors are likely to be talking to the same client and giving their ideas in a new and…
Often you will hear a real estate broker or an agent undertake a sales pitch with a client or prospect. They will be doing so on the basis of listing, marketing, inspecting, or negotiating. Preparation is the key to converting the interest of the other person. Practice will underpin and improve conversions. How are your…
In commercial real estate brokerage, you will be pitching and presenting your services to different people and across different properties. You will not win all of your competitive presentations, but you should win most of them. (NB – you can get more property presentation tips in our Snapshot program right here – its free) Top…
When it comes to pitching and presenting your commercial real estate services to a new client, a good degree of personal confidence and optimism is required at a personal level with agents. Those two factors will help the client in the selection of the best brokerage for the listing. Could that be your brokerage? The…
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…
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