Boost Rents and Leasing Strategies in Commercial Real Estate

There are many different rent strategies that you can implement in commercial real estate brokerage.  The facts of the rental matter hinges on just how long the property owner wants to own the property. (NB – you can get plenty of commercial property leasing tips in our Snapshot program right here)

You can have rent strategies for the short term or the long term.  You can boost property value in a rental lift.

You can encourage a tenant to lease a property using fair and staged rents, or you can ask for the highest levels of income from the leased space and run the risk of a vacancy occurring.

Don’t forget that you also have net rents, gross rents, and incentives to work with in any lease negotiation.  The income or rent that you start with can be enhanced over time, so look at the bigger picture when negotiating with tenants.

Don’t focus so much on the start rent, but the income over time.  Look at the rent reviews and how they can support stable occupancy for the longer term.

In this audio program, John Highman talks about the rent and leasing strategies that are so important in today’s property market.  You can listen to the audio and download it here:

The Prospecting Toolbox to Improve Commercial Real Estate Broker Commissions

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:

How to Undertake Routine Inspections in Commercial Property Management

The idea of inspecting every property in your commercial real estate portfolio can be a bid daunting given that there are plenty of things to look at and investigate as part of the inspection.  The greater the number of properties that you have to manage, the bigger the process of review and documentation.  (NB – you can get our free commercial real estate course for brokers right here)

When you have lots of tenants in occupancy, the whole equation of inspection becomes more complex given that many tenants are in occupation and they all run different businesses.  So the inspection process has to be comprehensive and records need to be kept.  The property manager or the center manager has to implement the property inspection process regularly and in a detailed way.

In this audio program, John Highman talks about the routine inspection process that is all important in the commercial and retail properties under management.

 

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.

 

Negotiation Management Strategies in Commercial Real Estate Brokerage

In commercial real estate brokerage, be that in sales or leasing, we come across plenty of different people and property situations.   Some commonalities will exist in prevailing market circumstances.  (NB – you can get our free commercial real estate brokerage course right here)

Great agents are top negotiators and will have had plenty of exposure to many situations.  They know how to position the property challenge for offer and acceptance under the pressures of the moment.

In your brokerage, there will be common property challenges that most agents and brokers are experiencing with sellers, tenants, landlords, and buyers.  I always see it as valuable and worthwhile for those issues to be shared across the team and for practice or role play sessions to occur.  ‘Practice makes perfect’ as they say.

You can never know too much about market situations and conditions.

In this audio program, John Highman, Commercial Real Estate Coach talks about the factors that you need to control in property negotations today.

Lead Generation Techniques in Commercial Real Estate Brokerage

Lead generation in commercial real estate remains a special process for brokers and agents.   There are things to consider as you work with a variety of clients, be they investors or business owners.

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

Mastering Client Contact and New Business

The fact of the matter is that leads are always available to those people that look and question the events, facts, and people in the property market.  Asking questions at the right time, and noting the changes in the property market will help you find your next opportunities for listings and commissions.

In this audio program, John Highman, Commercial Real Estate Coach, talks about the different ways to generate leads for listings and property transactions.

How to Make Cold Calling Easier and More Successful

Cold calling remains a frustration for many salespeople.  Commercial real estate brokerage is no exception.   The fact of the matter is that when you get the process of direct calling and database management under control, it gets a lot easier in connecting with new people and growing a valuable list of clients and prospects to tap into with property listings, sales, and leasing activities.

In this audio program, John Highman talks about the things that are really important to a cold calling process and how that fits into commercial real estate brokerage.

In commercial property marketing it is better to look at the outbound call process as exploratory to see if you can help someone; you are not and should not pitch your services across the telephone.  Simply see if the person that you are talking to has an interest or a challenge in property occupancy or ownership.  There are always many things to talk about and discuss.  If you are a real property expert for a location, the call conversation is easy and direct.

Here is the audio file on Cold Calling in Commercial Real Estate Brokerage: