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

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.

 

 

Commercial Real Estate Brokers – Refresh and Rehabilitate Old Listings

In commercial real estate brokerage, you will  always have some listings that just do not move or create the enquiry expected.  That can usually be for any of a combination of reasons such as:

  • Market conditions
  • Competing properties
  • Lack of targeted enquiry
  • Seasonal market pressures
  • Price or rent over market

Those listings invariably stay on the market for a long time; they have to be re-positioned and or rehabilitated. The client should be part of that process.  Ultimately the client wants a result. (NB – you can get our specialized commercial real estate broker course right here)

Those clients that fail to adjust to market circumstances deserve what they get (or fail to get).  The best clients will always listen to market circumstances and allow their agent to refresh the property and push on with other marketing and pricing ideas.

A Brokers Job

Our job is to match the strengths of the property listing into the market conditions and make things happen.  It is also our job to resolve the weaknesses that may be present in the property so results can happen with inquiries, inspections, or offers.  There are some real skills to be tuned and developed there.

In this audio program, John Highman talks about the ways that you can and should approach those difficult commercial property listings to get better results.

 

How to Find Commercial Property Management Clients and Why Do It

The commercial property management segment of the market can be quite lucrative from a brokerage perspective. The clients that you serve in that way require specialized skills and services over an extended period of time. The complexity of the property can involve strategies and activities across the tenancy mix, leasing, vacancy resolve, maintenance management, asset planning, and income performance. There are many things to do and many ways to approach the challenges that the client may face.

Note, you can get our free commercial property management course right here.

So the message here is that you can and should develop a significant property management portfolio in your real estate brokerage. Take the time to develop a list of clients and prospects who will need your services in management at some stage in the future. Develop a prospecting process to open the doors to management opportunity.

The best way to attract commercial real estate clients and those needing management services is to directly prospect the owners of the best buildings in the best locations. It is always preferable to manage a building with multiple tenants in occupancy and multiple levels of income generation.

The bigger buildings and those with a complex tenant mix require expert management help. They also require complex software management programs to administer the required controls on leasing, maintenance, tenant mix, and income optimisation.

So there are some distinct advantages here to be optimised. In this audio recording, John Highman talks about the opportunities of commercial real estate property management in brokerage today. See if you can use some of the tips that John talks about to open up your brokerage opportunities in this way.

Podcast 186 for Commercial Real Estate Agents and Brokers

audio sound mixer and headphones
Tips and ideas for commercial real estate agents

Its the middle of the year and we all have plenty of things to do over the coming 5 months to the end of 2014.  Part of this podcast focuses on Goals and Targets; I hope you have been tracking your targets for this year.  Now would be a good time to assess the way in which you can get more results towards the end of the year.

In this audio file I am also covering leasing issues being ‘construction plans and drawings’, as well as how you can qualify and lease to more tenants in this market.

Thanks for being part of this online community.  I hope the audio is of use in giving you ideas and momentum.

Till next time, good hunting!  🙂

Podcast 175 – Commercial Real Estate Training Radio

This is a special podcast on prospecting and Cold Calling for Commercial Real Estate Agents. There are 5 topics to help you understand the best ways to prospect for new clients. 1. The Cold Calling System is Not Dead, 2. Some Effective Cold Calling Tips, 3. How to Improve Client Connections, 4. Don’t Hang Up in Calling, 5. 10 Ways to Improve Your Commercial Real Estate Agent Career Opportunities. These are training programs by John Highman for Commercial Real Estate Brokers and Agents around the World.

MP3 File

Commercial Real Estate Broker Podcast 109

Here are some MP3 audio tips for brokers and agents today in our recent pod-cast.  You can listen to them on your iPhone or Android device.

There are 3 topics for you:

  1. How to create a prospecting letter system in commercial real estate brokerage
  2. Understanding how to deal with rejection in prospecting today
  3. Knowing where to find the opportunity in the commercial real estate market today

If you would like more tips like these please sign up to our newsletter right here.