In commercial real estate brokerage, you can set a foundation of business growth around repeat and referral business with all of your good quality contacts. How do you do that? When a successful transaction is completed, the referral request should occur. Know Your Database List Repeat business should be a result of your…
Sometimes we can get distracted and diverted in commercial real estate sales and leasing. It is so easy to be pressured into handling or resolving the property priorities of others. Is that a good thing? Not always. That pressure is a time management problem that is all too common in commercial real estate brokerage. Success…
Sometimes in commercial real estate brokerage, you can be so busy with ‘ordinary prospecting’ that you can forget about ‘referral prospecting’ as a specific idea or strategy. The ‘referral’ process is specific and different, and you can use it daily to build your real estate business. Referral connections are of a higher quality than others;…
When you analyse commercial real estate brokerage as an industry, you will soon see the multi layered benefits in sales and leasing of a professionally skilled commercial and retail property management team. What is the focus here? A well-serviced property management portfolio will be a stable source of brokerage clients, income, and property listings. That…
As an agent or broker should have a few good listing systems as sources of new business. In commercial real estate, the levels of listing activity will change during the year and will the levels of local business and investment sentiment. Through all of that you really must have a few sources of listings driving…
As you progress through your career in commercial real estate brokerage, the listings that you create exclusively will always generate far more enquiry and better levels of business over time. The simple concept here is that you must have control of the listing product and the client; you must ‘own the listing product’ professionally. (N.B….
Every agent wants to find more leads in commercial real estate in their town or city. A lead generation model helps that happen. Think about the last 12 months in your industry and in your property market. How were the listings and leads for you? Did you get better leads than your competitors? The…
You should never have a listing shortage in commercial real estate brokerage as long as you plan your activities and work with focus. There are always listings available in most towns or cities for the taking. The question is can you find them? Are you getting your fair share of listings within your defined territory?…
In commercial real estate brokerage today you need to plan your time and focus accordingly on the things that really matter when it comes to new business and commission generation. Any distractions that you let in to your business day and diary of activities will take you away from the most important things in your…
When it comes to growing and strengthening your commercial real estate database, you should consider a contact model that helps the client and their property focus. Property marketing should always be about the client and their property needs; not about you and your commission requirements. The mindset difference is extraordinarily important when it comes to…
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