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.
In commercial real estate brokerage today there are some very common mistakes made by agents and brokers. The real estate market is always under change, and these changes require absolute and total focus on client and listing activity. Don’t make the mistakes or repeat the errors of others in your industry. Understand what works in your location when it comes to new business generation, and start to build your career accordingly.
Ultimately you need a good group of clients to help you build your real estate business over time. Through establishing professional relevance with each of your clients, you can grow your commission opportunities at the right time through your career.
In this audio program, John Highman talks about the common mistakes that brokers and agents make. You can avoid these issues through a simple set of professional controls and focus points.
Time is one of the most valuable resources that you have in commercial real estate brokerage. The way that you use your time will impact the results that you seek with clients, listings, inspections, and commissions.
Consider the events of the last week in your diary.
Could you have approach things more effectively?
Are there times where you could have focused your energy in different directions for better results?
Of course the answers to these questions are an affirmative yes in every respect. In hindsight we can all improve our results and our effectiveness in property brokerage. The trick here is to build that strategy into each and every working day.
Don’t waste your time on the things that really don’t matter. Understand your priorities as a broker or an agent. Get things done specifically and directly with a focus on new business and commissions.
Here is an audio recording by John Highman focusing on the importance of time management and task management in commercial real estate brokerage today.
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