In commercial real estate agency, you can get significant leverage from your lists of information. A good commercial real estate agent will have researched significant lists that will help feed them the right contact or property detail within the correct property market segments. So the lists that you create will offer significant opportunity. It is…
In commercial real estate agency, you will find that many commercial property agents develop a degree of call reluctance and avoid the prospecting process accordingly. Over time this one single fact will have a major negative impact on their market share with new listings. The way to beat call reluctance is to start the process…
It is a fact that many commercial real estate agents struggle with making cold calls. They suffer from a dose of ‘call reluctance’ and get ‘cold feet’ in the process. In many respects they avoid the issue and stop making calls. That avoidance issue has a major impact on their ability to find listings and…
In commercial real estate agency today your cold calling systems need to be of the best quality and substance. The people that you call can soon sense a less than confident salesperson that has not prepared for the process. Top agents make cold calls all the time. There is a direct correlation between the success…
In commercial real estate agency you should treat your clients and prospects differently based on their business style and property needs. Recognise that our segment of the property market is one of privacy and confidentiality. Treat all of your clients and prospects accordingly. The ‘generic’ business practices of residential property do not apply in commercial…
In commercial real estate prospecting, momentum in calling is really important. For that reason don’t hang-up when making the outbound calls. In simple terms, do not put down the receiver. Keep it in your hand and make more calls. Let one call move you to the next call. Yes, I know that you must terminate…
In commercial real estate agency it pays for every salesperson or agent to take a long term view on establishing and tracking new client relationships. In many respects the cycle of selling and leasing with a client can be many months if not years. The relationship that you establish as an agent with a client…
The process of making a cold call in commercial real estate is quite hard for many salespeople and agents. That is mainly because the process is something that they are uncertain about and or they are not prepared to learn or undertake the required practice. Call reluctance is a major hurdle for some agents and…
When you work in commercial real estate sales and leasing, the cold calling process is critical to building your market share and your listing business. If you want more listings and more deals, then making cold calling a key part of your daily diary is critical to the outcomes you seek. Every day cold calling…
In commercial real estate agency you need to have some prospecting systems that will hold you to task and allow you to improve your processes each day as an agent. That is how you build market share and listings. Success in prospecting grows when you believe in your call contact system. That is when you…
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