Many commercial real estate brokers struggle with prospecting for new clients and listings. They get confused and diverted with the pressures of the job and the clients that they serve. That then leads to a ‘roller coaster of commissions and listings’. The best way to solve this all too common problem is to set yourself…
In commercial real estate brokerage, success in cold calling will come when you stop trying too hard. When you are pushing a telephone conversation things get difficult and the person that you are talking to can sense desperation. As a ‘golden rule’ in telephone based prospecting, you should be focusing on creating a conversation and…
In commercial real estate brokerage, you will need to go through some degree of prospecting pain and call reluctance. Over time you will start to see some results with new clients and listings. When you do that, the prospecting pain starts to diminish. It is no secret that many agents and brokers struggle with call…
In commercial real estate today, there are many challenges when it comes to property investment and ownership. Many of the clients that we work for will have issues to be addressed in property performance, leasing, and occupancy. One client can be the source of many new business transactions and commission opportunities. Understanding how you can…
The prospecting process in commercial real estate is quite special. That is because the cycle of business can be quite lengthy, or slow to occur. It can be a long time and some years between property purchases or lease transactions. This says that you need to connect with the right people and then stay in…
The commercial real estate prospecting process is critical to your growth of market share when it comes to a career in agency or brokerage. That being said, the prospecting process is largely overlooked or side-tracked by most agents on a daily basis. There are many other things to distract them from the networking requirements of…
In commercial real estate agency, you can get significant leverage from your lists of information. A good commercial real estate agent will have researched significant lists that will help feed them the right contact or property detail within the correct property market segments. So the lists that you create will offer significant opportunity. It is…
In commercial real estate agency today, you need to be an expert within the local market and with your property speciality. There are just so many competitors around that you really do need to position yourself appropriately as the expert that clients require. So the message here is that you cannot be generic with your…
In commercial real estate agency you will have the constant need to generate leads and new business. The big question arises for many agents as to just how that is to be done. You have a few alternatives such as: Direct mail Cold calls Warm calls Flyers Brochures Emails Newsletters Database contact, etc. You may…
In commercial real estate agency, you will find that many commercial property agents develop a degree of call reluctance and avoid the prospecting process accordingly. Over time this one single fact will have a major negative impact on their market share with new listings. The way to beat call reluctance is to start the process…
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