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You Have to Do Something to Get the Business
All too often I hear of salespeople in commercial real estate that do not stay in the industry for very long, or they stay in it long enough to just get through to the next dip in the market, and then they take a holiday for a few years. They may not even come back…
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Handling Objections in Commercial Real Estate Sales or Leasing
Objections in the negotiation of commercial or retail property sales or leasing are common place. Everyone will object to something; everyone has to have a win of some type or other. This is where the negotiation skill of the agent or salesperson has significant bearing on the outcome of the transaction. Whether it is in…
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Third Party Confirmations in Commercial Property Sales
As the local real estate agent it is quite common when you are selling commercial property, to get to a point where the seller will not negotiate down on price, or accept that the value of their property is less than what they want. More often than not, they will then tell you to get…
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Evaluate Your Local Area Marketing
When you work as a real estate agent in commercial real estate it is important that you implement and monitor your local area marketing campaigns. Commercial real estate is a property type that is centred on the sentiment and activity of the local business community. Your local area marketing should be centred on three parts…
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When Things Get Tough the Tough Get Going
In this commercial property market, as an agent you have to be tough and you have to think tough. No advantage is gained by looking at the negatives and sitting back mooching around in the office. Far too many agents and salespeople support each other with excuses and obstacles when they can’t convert the listings…
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What Does a Commercial Property Salesperson Do Over Christmas?
It’s an interesting question to pose. What does a commercial salesperson do over the Christmas break? Most of the guys I know take off somewhere to get away from the office. They say or think that the market is slower in January and hence they will not hang around. My experience however says that there…
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Push Yourself to Build Your Commercial Real Estate Business
In this market and economy, the real estate agents that are the most successful are the ones that push themselves to do the hard things every day. Progress and market share today are not random things; they only come from definite action to a real personal plan. There are good listings out there to lease…
