In commercial real estate throughout the year there will be times when listings seem really hard to get. Seasonal property activity and even the local climate can create that problem. Holidays and local festivities change the focus of businesses, property owners, and investors. So you should expect some challenges like this when it comes to…
The commercial real estate brokerage industry has become socially aware. The traditional ways of networking and contacting clients have changed and expanded. We now have many client contact solutions to consider and use. That can be a good and a bad thing depending on how you have your clients under control and documented for contact….
In commercial real estate brokerage, successful prospecting opens up a whole new world in listings and commissions. It’s not ‘rocket science’; it’s just a fact. Common questions that I get from new salespeople to the industry about prospecting and networking are very similar to the following: How long should I prospect for? What do I…
In commercial real estate brokerage, the relationships that you grow with your clients and prospects should be built on the foundation of trust, first and foremost. It is a fact that most top agents are selected for a listing on the basis of trust first and then skill second. Trust being the priority factor before…
In commercial real estate brokerage you must create a ‘prospect record system’. In creating the system correctly you can easily track property needs and changes. That will help you greatly with listings and deals over time. So what does a prospect record system look like? To answer the question it is important to know who…
It is a fact that cold calling is a critical part of prospecting in commercial real estate brokerage. If you want to win more listings and clients, you will have to make calls to new people that you have not spoken to before. So many agents struggle with the process and avoid it at any…
There are plenty of opportunities in commercial real estate today. Finding them can be a challenge, so you need a way of keeping up with the people in your network. Set up a process of meetings on a regular basis to achieve that. It is a fact that people will share more with you when…
In commercial real estate brokerage, many challenges will exist from time to time for every agent. The challenges commonly ‘show their face’ in prospecting reluctance, poor quality negotiations, low listing conversion rates. Confidence and local market knowledge are keys to the process of breaking through those barriers. You can add to that the individual requirements…
In commercial real estate brokerage, the cold calling process is essential to help you build market share. In every location, town or city, there will be plenty of people to talk to over the telephone. This prospecting process is not a replacement for personal contact and face-to-face meetings, it is however a good way of…
In commercial real estate brokerage there are no limits to the advantages and results that you can get to prospecting letters. That being said, you really must understand the process and targets. To get the matter under control, consider the following questions: Who are you writing to? What are the pressures of the market today?…
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