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Golden Rules in Tough Commercial Real Estate Markets
When you work in commercial real estate, many things impact your territory and your market. Today we have all types of shifts and changes around the property business. Sales are tougher and contracts are taking longer to negotiate. Generally speaking salespeople have to work with fewer buyers. That means working harder and smarter is a…
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Tough Commercial Property Sales Need Tough People
When the property market gets tough, you see quite a few challenges to deal with as a real estate agent. Such as: Restricted finance Downward pressures on prices and rents Fewer buyers Fewer tenants Contracts take longer to get on paper Leases are harder to negotiate Lease incentives start to rise Vacant properties are in…
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Plan Your Work and Work to Your Plan
In commercial real estate sales and leasing, each day can be filled with events and issues if you let it. The reality is that your day will always fill up no matter what way you look at it. People will give you things to do or think about, as will your boss. I don’t know…
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Predictions about Commercial Property Sales and Leasing
Having worked in commercial real estate for over 30 years, I have seen many markets and many changes. There will always be shifts and changes in property investment. Importantly, and as salespeople in the industry, we need to adjust with the changes as they occur. Current property market trends are typically seeing a flushing out…
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The Perfect Cure for Cold Calling Fear
Quite often you hear that many salespeople in the real estate industry suffer from cold calling fear, or call reluctance. The reality is that cold calling is a productive process to improve your market share. So how then can the average salesperson get around the problem of call reluctance? Here are a few pointers to…
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Present and Pitch for More Commercial Real Estate Listings
One thing that really matters when you pitch for real estate business is the ability to prove you really do know the market. So many agents just say they know the market and have little to show or prove that they do. Verbal comments are of little substance when it comes to proof. Show and…
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Talk About Commercial Property and Its Liquidity
When working as a commercial real estate agent you will see many types of property in many situations and levels of quality. When it comes to selling the property, there is a factor known as the ‘liquidity factor’, and it will impact the sale and price outcome. In simple terms the ‘liquidity factor’ is the…
