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 […]
Over many years, I have worked for and with many commercial real estate customers. In saying that, the variation of customer focus and interaction was sometimes large, unexpected, and challenging. (NB – you can get plenty of commercial real estate tips here in our Snapshot program) Not all clients and prospects are ‘equal,’ and should […]
Do you want to lift your brand locally in commercial real estate sales? You will need a plan to achieve that. Each day you can then take more steps towards the top agent status that you require. Why is a brand so important in commercial real estate brokerage today? Well, the fact of the […]
In commercial real estate brokerage, you can and should mix and match your prospecting activities to the market conditions and target market. You can get involved in networking events and meet new people that way. In this audio program, John Highman talks about the important prospecting concepts that help brokerage growth and opportunity.
In commercial real estate brokerage I frequently get asked about how new agents can find the right people and clients to serve in their town or city. The question is so common that I just wonder why those salespeople do not know the obvious or take so long to understand it. The industry is similar […]
We all know and expect that to get anywhere in a sales related career you have to work hard. Commercial real estate brokerage is like that. Yes, you do have to work hard, however if you have a systematic approach to what you do, things will improve dramatically and in a better way. In simple […]