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Creative Imagination Really Works in Commercial Real Estate

city buildings in Hong Kong

When you work as a broker or agent in a commercial real estate business, a good imagination will help you see the available property opportunities that are around you in the city or town.  Acting on those opportunities locally will be the next important stage of moving forward.  Commissions and clients await your identification and action.

 

Stay focused and organized as you look for property opportunities.  Use your imagination with a professional focus.  Filter your ideas into property types, people, precincts, and levels of reality. 

 

Track everything that you do and see, and do that in an excellent quality database program.  It is easier to act on things when you see the ‘steps and stages’.  Break down the complexity of things into levels that you can act on.

 

 

Creative Brokerage Vision

 

So, the factors of imagination that you want to nurture here are creative and visionary.  Seeing the potential transaction, listing, or property development early is important.  You are the broker or agent with the ‘property market awareness’; that information is of value to the clients that you work for.

 

With a fuller awareness of the property market, it is likely that you will see many things before others do, and particularly the clients that need help or want to expand or change their investments.  Acting early on opportunities before other agents and competitors will help in converting the new business.

 

 

Capture the Ideas

 

How can you work with this valuable approach to your real estate business?  Here are three useful ideas:

 

  1. Carry a small notebook with you that you can use at any time to capture your thoughts and observations. That is particularly so with any things that you see or think about during the working day or after hours; capture your ideas.  The act of writing things down will be very helpful in capturing the concepts, ideas, and facts that you come across every day.  Most successful property transactions start from a small idea or observation that is acted on at a later time.
  2. Mind-maps are a way of creating a vision or opening a complex real estate issue into a ‘roadmap’ of actions. One big issue or property event is usually a matrix of smaller steps or stages.  There are plenty of mind-map programs that you can get to use on the computer or iPad.   You can also use a simple blank piece of paper as a ‘mind-map template’ when you are working with complex issues.  Get a simple blank piece of paper and a set of colored pencils, and then use those basic tools to extract your ideas.  When you put something on paper you can act on the opportunity and the separate stages; you can see the ‘road ahead’.
  3. Devote the start of the day to ‘brainstorming’ your business and your property market. The best time to do that is when you arise first thing in the morning.  You can ‘brainstorm’ your thoughts over a coffee and breakfast, or perhaps before your regular exercise routine.

 

The message here is that you can productively use your observations from the marketplace to find opportunities in commercial real estate brokerage.  You just need a few tools to help you be creative and visionary.

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How to Build Effective Systems in Commercial Real Estate Brokerage

Hong Kong harbor at sunset

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.

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Checklist for Developing a Mailing List in Commercial Real Estate Brokerage

city buildings at sunset

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:

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How to Identify the Best Clients in Commercial Real Estate Brokerage

Hong Kong harbor at sunset.

You can waste plenty of time on clients and prospects in commercial real estate.  Some of those people are better than others, and that is where the qualification process is so important.

(NB -if you want more ideas in working with new prospects, you can get our Snapshot program right here – its free)

In this audio program I help you understand what clients are to you as a broker or agent, and why you should be selective with them.  Of course you can use a database to categorise your contacts, and make a list of people that would be likely to work with you in the future.

Learn how to make lots of calls and create lots of meetings.  Have a listen to this audio program and refine your client and prospect contact system.

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The Best Sales Tips Ever in Commercial Real Estate Brokerage

In commercial real estate brokerage sales, the focus that you create on certain things will help you get results.  Many agents and brokers get diverted and distracted away from the things that really matter. (NB – get more sales tips in commmercial brokerage right here in Snapshot – its free)

In this audio program by John Highman, you can learn some of the important daily tasks in brokerage sales that can give you more traction in your market place with clients and listings.  Isn’t that what its all about?

Fast track your career in the industry by using some of these ideas.

You can get the audio program right here:

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Fast Tracking a Career in Commercial Real Estate Brokerage

commercial real estate broker podcast

When you are looking to establish or grow your career in commercial real estate brokerage, there are things to do in building market share at a personal level.  In this podcast program by John Highman, you can learn the key facts of building a good database of clients over time. (NB – you can get more career tips in commerial real estate brokerage right here in Snapshot – its free)

It is always the case that a broker or agent must know lots of people in their location and across their property type.  That is a deliberate strategy and focus.

In this audio recording, John Highman talks about the importance of focus at a personal level.  Build your real estate business in real and relevant way.

You can listen to the audio right here:

 

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Commercial Real Estate Brokerage – 5 Key Secrets to Career Growth

city on river

If you are to get anywhere in commercial real estate brokerage, there are some things that you should understand.  Systems and skills can fast track a career. (NB – you can get plenty of commercial real estate systems and skills in our Snapshot program right here)

Given that the industry can be so competitive, actions and points of focus for each agent or broker can be tuned to a process and results can be tracked.  Know your market, do your research, and then take reliable and regular steps forward with listings and clients.

Career Focus Points on MP3 Audio

In this audio program, John Highman talks about some of the simple and yet highly effective skills that help build a career in commercial real estate faster.  You can listen to or download the audio program right here:

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The Prospecting Toolbox to Improve Commercial Real Estate Broker Commissions

city buildings at sunrise

Every broker and agent working in commercial real estate wants to earn better commissions.  It is a logical process; that being said, the commissions that you achieve can be strengthened by your prospecting model. (NB – you can get more commission tips in our free Snapshot Course right here)

In this audio program, John Highman talks about the different ways of prospecting and how commissions can be improved when you get your new business focus refined and tuned to particular properties and clients.

Learn about the challenges and the opportunities with:

  • Clients as Investors, Business Owners, and Developers
  • Particular properties
  • Certain locations
  • Better buildings

In simple terms you can improve your real estate business.

You can get the audio program right here:

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The Many Direct Benefits of Cold Calling in Commercial Real Estate Brokerage

city buildings at sunrise

When you really understand the commercial real estate market and the brokerage activities in your location, you will fully appreciate that you should be talking to lots of local people in a regular and ongoing way.   The database that you create from the people that you know and talk to regularly will be your pipeline of new business in so many different ways.  (NB – You can get our free commercial real estate course right here)

Whilst some listings will come to you because of the brokerage that you work for, most of the high quality listings will be a direct result of your personal effort and ongoing contact with property owners, investors, and business leaders. 

In those 3 categories of people you will find commissions, listings, and a good degree of property pain.  So how do you get this important business activity underway?  You make lots of cold calls in a regular and ongoing way.

Cold Calling Benefits

The principle and main benefits of cold calling can be best described in this way:

  1. Building you personal profile
  2. Finding new people that need property help locally
  3. Tracking property changes locally
  4. Finding new listings
  5. Keeping up to date with market trends

All of these things fit quite specifically into the business of commercial real estate brokerage.  If you are looking to improve your career in commercial real estate, then look to the strategies and skills in cold calling.  Learn how to make more professional business calls every day in a relevant and logical way across property and business segments in your town or city.

In this audio program, John Highman talks about the real benefits of cold calling and why you could consider it as an important part of your real estate model.

Learn the real and relevant skills behind making more prospecting calls in a positive way each and every working day.

 

 

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How to Get a Prospecting Pipeline Established in Commercial Real Estate Brokerage

city at night

When you start a career in commercial real estate brokerage, your new business or prospecting pipeline should be established quickly and comprehensively.  Its a personal thing that you cannot delegate.  (NB you can get our prospecting training in commercial real estate here)

What you are wanting to do here is drive new leads and opportunities your way so that you can establish a good list of clients and property opportunities.  That’s how the industry works.

Think about your client list right now. Here are some simple questions:

  • Could it be better?
  • Have you prioritized ongoing contact with key people into the future?
  • Have you segmented your VIP clients from everyone else?
  • Do you know where your next listings will be coming from?

So these are the questions that will have positive answers if you build a prospecting pipeline at a personal level in your real estate business.

In this audio program, John Highman, Commercial Real Estate Coach, talks about how you can build a good prospecting model that can work for your real estate business in a positive way.

You can listen or download the file here:

 

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7 Interesting Ways to Jump Start Your Commercial Real Estate Career

commercial office building

When you start your career in commercial real estate brokerage, don’t take too long to understand the value of client contact and prospecting. If you want to jump-start your career and grow your market share quickly, you will need to know the local people comprehensively and thoroughly.  That process should start immediately.  Master the process and get it underway.

Practice will help you through the issues and struggles.  Practice every day.  Good brokers do exactly that.

So what can you chase and work on?

Many of the property investors and the business owners that we consider as clients need help throughout the year as the property market changes. That help could be in commercial sales, leasing, purchasing, or property performance. The strength of your knowledge and skills across those issues will help you connect with those clients with relevance at the right time and offer the best levels of service.  Know how to talk across those matters in a real and significant way.

Here are some specific ideas to help you kick-start your career and fast track the results that you are seeking:

  1. Get out of the office every day – when you get out into your territory or designated property precincts, you will see issues of change and opportunity. Spend at least half a day out of the office talking to people in your territory. Conversations are critical to finding the leads and opportunities that exist. Become very familiar with your territory and precinct at a property and personal level.
  2. Street by street coverage – get some maps of the area so that you can track your activities on a Street by Street basis. As you move through the streets, identify the buildings and the businesses. Put that information into your database for later resolve and research.
  3. Business by business coverage – in considering your local area, there will be plenty of businesses that you can talk to over time, and on that basis organization at a personal level will be required. Talk to the business leaders in each case through a simple cold calling and door knocking process. Those business leaders will know more about the location than you do. They can also introduce you to the leads and the opportunities that they know are about to happen.
  4. Leasing segments – tenants and landlord services will shift and change throughout the year as the supply and demand factors similarly change in the location. Business sentiment will be the primary catalyst to tenancy relocations and occupancy retention. Keep talking to the tenants, and you will then help your landlords retain or find the best tenants for the occupancy requirement.
  5. Sales momentum – seller and buyer services are a special part of the industry. There will always be good investors looking for new investment stock.  Devote some of your prospecting efforts into investment stock.  Find the investors looking to change portfolio and property focus.
  6. Simple conversations – as you go about your business day in your territory or precinct, create conversations with the ‘locals’. Make friends and strike new business acquaintances.  Our business is not that complicated, but it is largely based on personal contact.  Get to know more new people every day.
  7. Marketing online – it is interesting to note that most agents and brokers are very ordinary in their personal online efforts. You can turn that weakness in your competitors into a massive online momentum for you and your business.  Understand the best ways to use social media with due regard for market updates and useful local area information.  The search engines are attracted to information that has been carefully prepared for the local area with due regard for keywords.  Your business profile online should be driven into keywords and market segments.  That will help your online profile.  Don’t confuse your online messages with too many keywords.

(N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot to help amplify brokerage results…. Get your access here)

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Developing a Real Passion for Commercial Real Estate Brokerage

commercial real estate city view at sunset

The people that achieve the best results in commercial real estate brokerage are usually those that have taken the time to develop a solid skill base and knowledge of a particular area. They have then established a real passion for the industry and the activities within it.

Note: You can get our free commercial real estate course for brokers and agents right here.

Certainly you will have good days and bad days as a broker or an agent, as you will in any other industry, but the fact of the matter remains that commercial real estate can be one of the most rewarding careers for you to focus into.

Take the time to understand the industry in your location, observing how the top agents work with property opportunities, clients, and listings. Naturally you want to know if the area is overly saturated with too many agents; too much competition will slow your progress.

In this audio recording John Highman talks about the reasons why you should develop a real passion for commercial real estate brokerage and specialized segments within the industry.