The Key Roles of a Commercial Salesperson

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 […]

Essential Sales Force Training Systems in Commercial Real Estate Brokerage

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 […]

Things to Consider When Establishing Your Sales Force

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 […]


Sales Team Planning in Commercial Real Estate Brokerage

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 […]

Sales Force Factors to Focus on in Commercial Real Estate Brokerage

The skills of a sales team in commercial real estate brokerage today are a bit 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 are specialists […]


Sales Force Assessment of Commercial Real Estate Market Conditions

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 […]

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