In commercial real estate brokerage, the salesperson has some big roles to play in two main things for the business. Those things are the foundations of the commercial real estate business. They are firstly in creating, expanding, and serving the client base, and secondly in building cash flow through specialized services. Both factors are critical…
In commercial real estate brokerage, the sales-force has to be trained in a regular way, and the skills of every broker and agent should be refined and improved in that way over time. Let’s face it, there will be differences in the way each person in the team approaches the job, the clients, and the…
In commercial real estate brokerage, the size and nature of your sales force will be the backbone to future listing opportunities and commission generation. You will need a plan to establish and then grow the sales force over time. (N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate…
In commercial real estate brokerage, the sales team needs a plan. From that plan, they can look at factors of performance and growth in both the team and with the individuals. The issue here is that they can then know when they are on track to the income targets and listing opportunities required. You would…
The skills of a sales team in commercial real estate brokerage today are slightly different than the concepts of just ‘selling’. The skills are unique and special, as are the people to provide those skills. So who are these ‘top-grade’ people? Why are they so special? Why are they needed? They specialise in several services…
As agents and as part of the sales team it is critical that we monitor and assess market conditions constantly. Things change in commercial property prices and rents, and the last 5 years we have seen many such changes. People purchase, sell, or lease investment property for many reasons, and if we can see those…
Most agents and brokers in commercial real estate would love to have a few sales underway most of the time. The commissions are better in sales than in brokerage leasing (on average by deal value), and a quality property for sale will usually create interest in inspections and negotiations. It stands to reason that if…
In commercial real estate brokerage, you will come across some salespeople in your office and territory that have a ‘downbeat’ or ‘poor attitude’ when it comes to the market and the opportunities that are available. In many ways they are totally ‘toxic’ to listing progress and momentum. Stay away from them at every opportunity. If…
In commercial real estate brokerage today you need some ‘recruitment muscle’ to attract the right people to your business. Great sales people and top agents are at the centre of a successful agency or brokerage. When it comes to appointing new people to sell, lease, or manage commercial property, there are various strategies to deploy….
In commercial real estate brokerage, you should be constantly looking for new talent within or for the sales team. This is an ongoing process and should occur throughout the year. The identification of talent can occur through a number of different strategies such as: To get this process started, understand the type of people that…
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