If you are to have a successful career in commercial real estate it will only come through directed effort and a lot of hard work at a personal level over the entire business year. There will always be clients to serve and properties to work on, and they need to be found. Every town or…
In commercial real estate today, ‘call reluctance’ can be a big problem for you holding back your progress has an agent or broker. To deal with that cold calling and telephone prospecting involves a disciplined and systemized approach. In the early stages of cold calling, you will always have some frustrations to deal with, some…
In commercial real estate brokerage the database that you create is a critical component of business activity. Over time it will help you find the deals and the opportunities in sales and leasing activity. As a priority, every agent should focus on their database growth for approximately 2 or 3 hours per day; that is…
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…
There are many ways to promote your services as a broker or agent in commercial real estate. Many of them work in today’s market, and ‘postcard’ marketing integrates well with all of them. The fact of the matter is that you can send a postcard to your current and new contacts in a regular and…
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…
Quite often today I see a commercial real estate brokers overlooking the value of their database. They forget about contacting the clients and prospects that they have previously connected with. Given that our industry is based on relationships and networking, the client contact process is quite important to growth of market share. There are many…
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…
In commercial real estate agency and brokerage you need to have a stable and effective prospecting model. In this way you can create more market share and consistently grow your leads. Many agents do not have the personal discipline to get a system and process of prospecting underway; they let other pressures take over their…
In commercial real estate today, the prospecting process that you adopt will help you dominate your territory and convert more listings. Part of that prospecting process should include cold calling. Many commercial agents and salespeople struggle with cold calling. However, that does not have to be the case, provided you commit to the system of…
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