While the sale of a commercial or retail property is typically not as ‘emotional’ as any residential property, the sellers that you are working with as clients will need some conditioning and help. You can do that as they move through the stages and decisions of listing, marketing, negotiation, and closure. That is where the…
Many things change in commercial real estate throughout the year. Pressures and challenges evolve, and the property market will change between sales and leasing activity. Somewhere in all that change, will be the brokerage opportunities that you require in commissions, clients, and listings. When you understand the change factors in your commercial property market, you…
If you work in commercial real estate brokerage sales, you will need a ‘planned’ approach to your business, particularly if you are looking to convert good results in the industry over time. Every day that plan can be implemented and tuned to the local area, property types, and the property market trends. It’s the personal…
In commercial real estate brokerage, you need to treat every buyer with selective commitment. Ask the questions first with any enquiry. You need to know what they are looking for when it comes to property, timeliness, location, improvements, and budget. (NB – you can get plenty of ideas that help with property buyer control in…
There are certain skills in commercial real estate brokerage that you do need to work on and improve over time. Given the changes to the property market each year, those skills are so essential to progress for every agent Client contact systems, your database, and your listing inventories grow through constant activities. They are the…
In commercial real estate brokerage there are many things to learn and develop over time. Whilst you will quite likely be a property specialist in a location and property type, your sales skills and negotiation skills need to be refined, practice, and improved over time. (NB – You can get our Free Commercial Brokerage Course…
Some words on ’employing sales people’ in commercial real estate today. Over the years I have worked with many different agents and brokers. Some I have employed and some I have removed from employment (i.e. some just shouldn’t be working in the industry). (NB – you can get our free real estate training here) The…
To sell more commercial properties locally in a timely way, you should focus on your listing processes so that all of the hurdles and challenges of the listing are addressed at the front end of the marketing equation. Undertake a program of client conditioning and target marketing. As the industry professional, you are the…
In commercial real estate brokerage, it is easy to be overwhelmed with regular issues and events. They sometimes distract you from the ultimate goal of the business and that is sales. A sales commission is generally a good commission providing you control the listing stock exclusively. The word ‘exclusively’ is really important in that business…
The commercial real estate brokerage market is special and unique. It is nothing like residential property; you are working with a different type of property owner, occupant, and investor. Their motivations are entirely different than people acting or investing in residential property. Clear Sales Facts to Know Having seen many different property cycles and trends…
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