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.
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.
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:
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
In simple terms you can improve your real estate business.
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:
Building you personal profile
Finding new people that need property help locally
Tracking property changes locally
Finding new listings
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.
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:
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.
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.
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.
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.
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.
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.