Sales Attitude in Commercial Property Sales and Leasing

When you work in commercial property sales the attitude that you display on a daily basis will impact your listings and negotiation outcomes. You have a choice in your career to make your attitude constantly strong and positive, or random and volatile. The former works much better and will drive better business outcomes for you. Let’s face it; most clients will prefer to select the agent they know will ‘produce the goods’. Selling and leasing commercial property is not an experiment; it is high end negotiations of a major cash flow nature. Give them what they need and deserve; be the best agent of choice.

Now we have all heard this ‘attitude thing’ many times before, but the reality is that many of us forget about the fact. General life takes over each day and momentary pressures influence your thinking and actions. You should develop a professional salespersons attitude if you want to be really successful in the property game.

So what is it exactly that makes up this matter of attitude? Here are a few of the main ones:

  • Knowing that you really do understand the property market and you can prove it in your dialogue with relevant evidence and market trends
  • Working towards a positive and timely solution for your client in both property sales and leasing in any market and at all times
  • Clear and professional communications with all parties every step of the way
  • Innovation and creativity to tap into all the opportunities for the client
  • Constantly seeking ways to improve your property listing and marketing services
  • Giving it your best effort at all times even under the most challenging of negotiation or market circumstances

You cannot fake these things. They come across in your manner and demeanour. They are part of your business brand.

Given that many real estate salespeople and agents struggle with the focus that these things require, the concept can offer and remain a massive opportunity for those that can get their focus and actions aligned. Choose to be the best in all ways. The business and listings will find you.

You can get more tips for commercial real estate agents at

By John Highman

John Highman is an International Commercial Real Estate Author, Conference Speaker, and Broadcaster living in Australia, who shares property investment ideas and information to online audiences Worldwide.