A sales plan in commercial real estate is essential to personal progress and is the key to getting traction in any location or property market. It is a fact that we all get distracted in our business, and priorities shift or are ‘overridden’ by other things. That is why the plan is so important to…
You can waste a lot of time in commercial real estate if you do not focus most of your efforts on the things that matter. Career results matter in a constant way for all brokers and agents. Priorities at a personal level are foundational in getting results. Those priorities should be directed to the things…
In commercial real estate brokerage, your clients will have specific targets that they are wanting to achieve with their investments over time. As the property specialist, you can and should help with that. You can work with the client’s requirements and shape the outcome. (NB – you can get plenty of commercial real estate client…
One well directed and structured commercial property promotion can lead to good inbound enquiry, and an ability for you to ‘cross over’ suitable enquiries into other listings and locations. If the initial enquiry was not fully satisfied on the first listing be prepared to talk about your other listings and locations. Keep the enquiry moving…
When you segment your new business prospecting in commercial real estate brokerage, you can improve your conversions simply because you are then able to focus on who you are talking to and what should be said to activate their interest or questions. Client Contact Segmentation You can call this a process of ‘highly selective’…
When you work in a commercial real estate brokerage, the listings inventory in the business will be of some interest and use if you can use it and work with it. There will be a gap in time as you prepare to prospect, list and then sell your properties. So considerations come into play here…
When you get focused on the information in your property market or any specific territory within it, you will find plenty of leads and opportunities to work on. A simple observed or discovered fact in locally can help you find a future lease, sale, or property management activity to work on. Every top agent has…
In commercial real estate brokerage it is essential that you know what the local levels of enquiry are doing and what people are looking for. If the telephone isn’t ringing with fresh property enquiry, then you are possibly not doing enough prospecting and direct marketing. You are then also likely to be lacking listing numbers…
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