How to Build Effective Systems in Commercial Real Estate Brokerage

Personal systems are the foundation of progress and success in commercial real estate brokerage.  Those systems can evolve in key areas of the business personally.  In this audio program, I share the most important processes that I have seen and used over the years in working clients and prospects.

(NB – if you want more ideas to help your commercial real estate business you can get them in our Snapshot program right here)

Brokerage momentum comes from clients and properties.  The only way to get substantial penetration into those segments is through ‘process’.  Have a listen to this audio to see how your ‘process’ would compare currently as a broker or agent.

Local Clients – How You Can Find More of Them

Local people are the foundation of a successful real estate business.  You can work with the key players of the real estate business locally and most particularly sellers, buyers, and business owners.  There are plenty of opportunities in commercial real estate to be sourced in those groups as part of a prospecting model.

(NB – you can get plenty of client tips and ideas in Snapshot right here – its free)

In this audio I talk about the importance of a ‘locally focused’ prospecting model and how that can work for you in your real estate business.  Drive more listings and commissions your way through a bias towards the local area and the people in it.

Here is the audio:

Telephone Tactics and Techniques in Commercial Real Estate Brokerage

There are just a few ways to generate lots of clients and listing opportunities in commercial real estate.  One of the best strategies to use is the telephone.  Cold calls and call prospecting should be a ‘non-negotiable’ part of the real estate business.  Calls have to be made; new business can be converted more successfully when more calls are made.

Of course there are a few things to be practiced and refined in this prospecting process, so I have tried to simplify things for you.  (NB – if you want more prospecting ideas for new business generation, you can get them in Snapshot right here – its free)

In this audio program, I share some effective call strategies that help when it comes to a prospecting model.  Look at your real estate business today, and consider how these special processes could be added to your activities.

You can get the audio right here:

The Best Contact Management System in Commercial Real Estate Brokerage

In commercial real estate today, your contact system is critical to the results that you seek with listings, clients, and commissions.  The property market will change throughout the year and your database list is the one consistent process that can take you across and into all types of properties and opportunities.  NB – you can get plenty of client contact ideas here in Snapshot – its free)

Your CRM?

There are plenty of ways to establish and run a contact management system in commercial real estate brokerage. Similarly, there are plenty of software programs to support the client list process. Whilst you can always choose a good and well proven CRM package to support your contact processes, everything still comes down to personal momentum and commitment as part of a prospecting model.

Growing your business?

If you are looking to build your real estate business, seriously consider your database activities and your prospecting model. Establish a system that works for you comprehensively and consistently across the location and your targeted groups of clients or prospects.

Getting started

Understand who your clients are by type and by location. Understand the targeted properties that you should be working on overtime. Define your territory and your priority buildings. From that point on, your prospecting model can take shape and the database can grow effectively and directly.

In this audio, I share my thoughts about contact management and list creation.   Grow your list of clients and prospects and put more ‘logic’ into the process.

Checklist for Developing a Mailing List in Commercial Real Estate Brokerage

We all have a database of some form or another if we work successfully in Commercial Real Estate Brokerage.  The key to the process is that the list we create is up to date and is comprehensively used in client and prospect contact.  So how do we use that list?  Here are some ideas:

  • Direct mailings
  • Email contact
  • Cold calls
  • Brochures
  • Letters of a marketing nature
  • Regular contact with property updates

If you are struggling with your property market commissions and or your listing activity, have a good look at your database of people and fully review what you are doing with it.

Look at the key issues of:

  • Filling the list with new people every day
  • Connecting with the people in your list now
  • Providing real value in your client communication
  • Being relevant in your contact processes
  • Staying in contact for the longer term

Having worked with a number of brokerage teams over the years, I know that the previous points are ‘struggle factors’ for some.  That being said, I have put my comments in this audio program that I know can help most brokers and agents with client and prospect contact.  They work for me, and I know those points can work for you. (NB -if you are struggling with team performance in brokerage, you can get more facts in Snapshot right here – its free)

Here are the mailing list ideas:

Principles of Client Communication in Commercial Real Estate Brokerage

In commercial real estate in most towns and cities there are plenty of prospects and clients to find and work with.  The issue is how do you find them and what do you do with those people over time?  It is a key question to understand. (NB – if you are struggling with your client list, you can get more tips and ideas in Snapshot right here – its free)

In this audio program I share the realities of client communication and give you some good ideas to work with when it comes to local property information that would be of use to your clients.

Strategies to Help Clients

Learn the various ways you can market your real estate services from a base of local property information.  Show the client that you are the local property expert.

You can get the audio right here:

The Vital Tasks of a Commercial Real Estate Broker

In commercial real estate brokerage, some tasks and duties will be critical to the results that you seek in brokerage.  Understanding that fact will help you improve your results with clients and commissions.

(NB – if you want more ideas to help you build your momentum each day in commercial brokerage, you can get the real facts here in Commercial Snapshot – its free)

In this audio program, I share the important facts of routine and actions as a broker.  Certain things will help you build your business; those facts are in the audio program.  Enjoy the listen.