How to Understand the Importance of Winning in Commercial Real Estate Brokerage

In commercial real estate brokerage there are many different ways to attract listings and clients. Importantly, or leave your strategies should be honed and developed over time so that you are winning more business in a positive and relevant way. (NB – you can get our commercial real estate brokerage course for free right here)

There are always plenty of competitors chasing the same clients in the same properties in a location, and particularly within your territory. For that very reason, you do need to have some definite and deliberate winning based strategies to help you grow your market share over time.

Market Indicators

Understand the variables of your real estate business, and particularly so for the location. Look at what can and will happen over the foreseeable future with the following categories of new business and property activity:

– client property requirements
– economic indicators
– property performance
– tenant enquiry
– buyer enquiry

The supply and the demand for property within your location will always change, and you need to adjust to that over time. Look at the indicators and adjust your prospecting and marketing efforts accordingly.

In this audio program, John Highman talks about the important skills of attitude and activity as part of winning new business in commercial property today. Learn the special skills to develop a winning attitude as a broker or an agent.

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.

 

Make Every Minute Count – It Makes Your Commercial Real Estate Brokerage Career a Lot Easier

As you strive to improve market share, client lists, and commissions in commercial real estate brokerage, your most important resource is that of time.  You simply have to make every minute in your working day count, by focusing on the right things.  (NB – You can get our other free commercial real estate broker resources here)

Let’s say you have 8 to 10 hours in the average working day where you can do some valuable things relating to your career.  At least half of that time can be lost to the the unavoidable pressures of administration, clients, and team issues.

Some things you cannot avoid, so I get that…….. however at least 1/3rd of your business day must be well controlled towards the outcomes that you seek.

In this audio recording, I talk about the valuable resource of time in a property career and how you should use it.  In sales, leasing, and property management, the factors of time will impact your day, so set up some rules.  As the seasons of business change during the year, measure your brokerage efforts against an index of effectiveness.

 

The Important Advantages of Knowing Your Commercial Real Estate Market

In commercial real estate brokerage there are plenty of things happening in most property markets in a continuous way.

Businesses are looking to change or relocate their activities to improve corporate performance and income generation; property investors are looking to expand or change investment portfolios. On that basis there are some good things for every broker and agent to tap into providing they spend the time in looking for the indicators and the pressure points of the local property market.

Spend the time in researching your local area and the properties contained therein. In a logical and direct way review the property market, the changes, and the churn factors that are likely to bring about new business opportunity.

In this audio program John Highman talks about the importance of understanding your property market and the things that are changing across sales, leasing, and property management activities. When you know what is happening within your region and within your targeted property types, you can position yourself for further commissions and listing opportunities.

Listen to the audio program here:

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.

Time Management Strategies for Commercial Real Estate Brokers Today

In commercial real estate brokerage today, your time is a valuable resource and should be optimized in each and every way possible. You will have many pressures coming to you throughout the working day of the working week, and some of those pressures will change your priorities. Ultimately you can lose focus without some good controls and priorities.

Note: You can get our free commercial real estate brokerage course right here.

The clients and the people that we work with can be very demanding. The priorities that you set today for tomorrow can shift and changes the day starts. A good degree of discipline is required to manage your time and your tasks as a commercial real estate broker.

There is a simple message to be remembered here. If you remain in control and focus on the critical elements of your business, there is a good chance that you will succeed in the ways that are important to you. If you allow others to divert your business activities away from prospecting, marketing, and client contact, you will likely find that your industry career takes a different direction and perhaps starts to stall.

Commercial real estate brokerage can provide you with all the opportunities and rewards that you seek. Manage your time deliberately so that you can stay on task when it comes to business growth and market share.

In this audio recording, John Highman talks about the importance of time management and task control in brokerage today. Listen to John as he explains important things that really matter when it comes to the property industry and your future in it.

Common Mistakes to Avoid in Commercial Real Estate Brokerage

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.

NB: Join our real estate community here for regular commercial property tips and ideas.

So what can you do here?

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.