The process of making a cold call in commercial real estate is quite hard for many salespeople and agents. That is mainly because the process is something that they are uncertain about and or they are not prepared to learn or undertake the required practice. Call reluctance is a major hurdle for some agents and…
In commercial real estate agency, you should define your market to best meet its needs. You should also define your property specialty so that you know how you can bring benefit to your clients and your prospects. The clearer that you are in this process you will find that it will help you with your…
If you work in commercial real estate agency today, you must have a well-established prospecting model. That is a model that can help you find new and fresh people to work for and with. Having a list of current clients to work with is part of the process, but you should freshen up the list…
In commercial real estate agency we can get a lot of new business and listing leads from the previous or older clients that were served by our agency in the past. All too often I see agents that are mainly focused on finding new clients, totally forgetting the clients that they have served a few…
In commercial real estate, you need to be very careful as to the properties that you list. There is a great difference in the amount of interest that will be created when you market a high quality property verses a poor one. You need to make the right choices when it comes to taking on…
There are some very real strategies in commercial real estate leasing that can help you improve tenant enquiry, and lease results. In this property market today, many landlords owning properties have a high vacancy factor and need the help of specialist agents to find the right tenants. This then says that it is an ‘agents…
In commercial real estate today, you can boost your listing chances if you focus your sales pitch and presentation in the right way. Practice will help greatly, but the content of your sales pitch needs to include the right information and the best facts that will help impress the client. (NB – you can get…
When you work in commercial real estate agency, it is easy to think that just about ‘any client will do’. Some clients however are much better for you than others. Over the long term you will see top agents being quite selective when it comes to the clients that they work for and serve. When…
In commercial real estate agency, many salespeople dislike cold calling immensely. It is this dislike the holds many people back from the opportunities that cold call prospecting provides. It is a fact that commercial real estate is an industry based on relationships built over the long term. This means that you do need to know…
If you have chosen commercial real estate as your career, you will soon understand the high value of having a database and many clients. Unfortunately and at the start of your career you will have few people to talk to and in most cases absolutely no market share to work with. This then says that…
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