You Have to Do Something to Get the Business

All too often I hear of salespeople in commercial real estate that do not stay in the industry for very long, or they stay in it long enough to just get through to the next dip in the market, and then they take a holiday for a few years. They may not even come back to the industry when the market activity returns to ‘normal’ (whatever that is).

Invariably these salespeople do not have their own strong market share; they do not have a good database and so they can only live off the opportunity deals that come their way. When things get tough they start to struggle.

If this sounds familiar to you then you may get some joy in knowing that even in the toughest property market you can still do well in personal income providing you work hard and build your database of qualified leads and opportunities. Your database is your income stream that is tapped over time.

In all property markets you will find property owners and business owners that have property issues to deal with. It could be disposal of property, relocation, renting, expansion or contraction. The way to solve problems for people like this is to have an extensive database of qualified contacts. These people should know you as a local property expert; you keep in regular contact with them in a meaningful way.

If there is one thing I could tell a new agent or salesperson to the commercial real estate industry it is this; take the time to build your contacts each and every day with cold calling and personal meetings. Consistent action in this way will build your opportunity. Luck is not a part of the industry if you are in it for the long term. Hard work and a personal database will change your fortunes. Accountability and focus are the keys to open the door of new business and better commissions.

If you want some more tips and ideas for commercial real estate salespeople, you can visit our main website 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.