How to Create a Successful Sales Plan in Commercial Real Estate Brokerage

city buildings by river

In commercial real estate agency, you do need to create a successful sales plan for yourself personally.  In that way you can reach your target audience and create the market share that you require.  There will always be a lot of listings to attract and clients to serve.  It is just a matter of finding…

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Expect Rejection in Commercial Real Estate Prospecting – Improve Your Responses

In commercial real estate prospecting you will get lots of ‘push-backs’ as part of talking to new people.  Some call it the ‘rejection factor’.  Many agents take the rejection and use it as a reason to stop prospecting. Show me an agent that doesn’t make the cold calls and prospect every day, and I will…

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5 Action Steps to Client Contact in Commercial Real Estate Agency

In commercial real estate agency the clients that we serve are a critical part of the market share that we build.  The relationships that we create with those clients should be growing within a system and strengthened with relative property market content.  This is a very personal process for each and every salesperson or agent.…

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Tenant Mix Challenges in Retail Shopping Centre Leasing

The retail property market segment is quite special when it comes to tenant selection and tenant placement.  The right leasing choices need to be made to protect the performance of a shopping center for the landlord and the balance of the tenancy mix. It is a fact that one poorly selected tenant can drag down…

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Commercial Real Estate Agents – Learn from Lost Deals and Lost Listings

In commercial real estate agency, you can learn a lot from those lost deals and listing transactions.  It is a fact that you will not win all the listings that you pitch for.  It is well known that most agents will probably convert approximately 1/3 to 1/2 of the listings that they pitch for.  The…

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Commercial Real Estate Agents – Focus Your System for Sales Success

Systems in commercial real estate agency set you free and help you build your career.  Without systems you will struggle as an agent.  So you cannot be ‘out of control’ if you want to improve as an agent. It is the regular things that you do every day that build habits and those habits help…

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Why You a Better Choice as a Commercial Real Estate Agent Today

It is an interesting question to ask in this property market.  Exactly why are you a better commercial real estate agent for a client to use than some other agents locally?  Why do you stand out as the best choice to take on the listing?  The clients and prospects that you serve will be asking…

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Renovation Strategies for Retail Shopping Centers Today

A retail shopping center is a business within itself.  It is a cash flow produced from the tenancy mix and the customers to the property.  The shopping center manager and or shopping center leasing manager should be well versed when it comes to optimizing the performance of the property. A successful shopping center is a…

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Communication Skills in Commercial Real Estate Agency

In commercial real estate, questions form a big part of our interaction with clients and prospects.  Asking the right questions will help you move through the listing and marketing process with focus and momentum. When you think about it there are a few phases to a commercial property process that are critical and that we…

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Commercial Real Estate Agents – Property Inspection Reports Win More Business

In many respects, you as the local commercial real estate agent will have some geographical territory and property type in which you specialise.  When you specialise, you can provide much more value to the client with comprehensive local market information.  It also helps you greatly when it comes to pricing and marketing solutions.  Here are…

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