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Commercial Property Management – Presentation and Pitch Ideas for a New Engagement

City buildings on the edge of a river. Commercial high-rise buildings and bridge.

The process of commercial property management is quite special and unique when compared to sales and leasing activity. For that reason the people appointed to the task or property management should be carefully selected as to property knowledge and investment awareness. (Note – you can get plenty of property management tips and ideas in our Snapshot program right here)

There are many different strategies to consider when it comes to pitching for a new commercial property management. In this audio program, John Highman talks about the particular elements of a property management presentation that will be of relevance to most clients today.

Listen to the audio program and develop some specific ideas to modify your property presentation and management ideas. Don’t forget to talk about income enhancement, tenant mix changes, property controls, and risk reduction.

You can get the audio program right here:

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How to Engage with More VIP Clients in Commercial Real Estate Brokerage

city buildings on edge of harbour

In commercial real estate brokerage it is important that you segment your client list into groups and opportunities. As part of that, you should identify the VIP clients that you know and those that exist in your local area. They should be the primary targets of your prospecting model in an ongoing way. (NB – you can get our free commercial real estate training right here)

In this audio program, John Highman talks about the strategies behind VIP database management and the professional skills of commercial real estate sales and leasing today.

Learn how to improve your real estate business and grow the opportunities with the right clients in the right way.

You can access the audio program right here:

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A Big Focus on Performance in Commercial Real Estate Brokerage

Graph showing progression over several months uid 1460962
Track your progress in commercial real estate brokerage.

In commercial real estate brokerage today develop a personal focus on performance relative to your location and property specialities. When you focus in this way, you can develop some real momentum and levels of outcome in both listings and commissions.

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

The agents the struggle in the industry are those that generally do not know where they are currently when it comes to industry based performance. That is a problem but it can be easily fixed.

Top Agent Focus

The top agents of the market understand exactly how they have performed over recent time when it comes to:

  • Listing Activities within their specialized property type – you cannot be a specialist across every property type and location so determine the things that you can get some results and listings from in the local area.
  • Commissions per listing – when you drill down into the commissions per listing you will soon see levels of quality that can be improved on a listing by listing basis. Good quality listings will always move faster and the time on market will be shorter.
  • Commissions per transaction – you can split your transactions into sales and leasing activity. You will then see the levels of activity created from each transaction and then you can assess the size of the transaction taking into account the amount of effort required in the marketing and the negotiating. Selective listing activities will help you improve commissions per transaction.
  • Listings per location – assess your current listings on a precinct and locational basis. Do you have a good sure of listings in the prime precincts and areas where people are making most of the property enquiry? You may need to adjust your property prospecting activities to convert more listings per location. The best locations will always create better levels of enquiry and that has a direct flow through into levels of inspection, frequency of negotiation, and database size.
  • Commissions relative to database size and activity – review your current database for both size and relevance. Also consider the accuracy of the information contained within the database. If you are struggling in the market today when it comes to new business opportunities, then it is time to look at your client list and your prospecting activities. The database will be at the centre of that assessment and review process.
  • Referral business opportunity – from your recent successful transactions the referral question should have been asked and encouraged. It is reasonably easy to reach out into new market segments and property opportunity through a deliberate and direct referral strategy. Your VIP clients should be at the centre of your referral business and referral questions.
  • VIP clients – understand exactly who your VIP clients are today and why you should consider them for future business opportunity. Segment those VIP clients into levels of activity, location, financial capability, and timing. You should be connecting with the VIP clients more frequently and directly as part of your prospecting model.
  • Competing agents and brokers locally – an assessment of competing agents locally will help you re-position yourself into the market segments that are underserviced or offer the best opportunity. As part of your professional business plan is a commercial real estate agent or broker, make some deliberate choices when it comes to personal marketing processes and strategies in and around your competing agents.
  • Be a Problem Solver – make it easy to your clients and prospects to see that you are the agent of choice when it comes to solving a property problem in a timely and direct way. When you have a successful transaction, be that in sales or leasing, spread the word about your success and the results achieved for your clients. Get some success letters into the location with a particular focus on property investors and local business owners.

From the list mentioned, it is easy to see that commercial real estate brokerage business is all about assessing the numbers and developing appropriate levels of personal improvement.

You simply must understand exactly where you are today relative to these numbers and key performance indicators, and then make clear and definite choices to improve the personal results and ratios that you are achieving.

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

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The Importance of a Winning Mindset in Commercial Real Estate Brokerage

audio headset
Commercial real estate training MP3

In commercial real estate today, there are all types of challenges to work with and through.  Clients, listings, and negotiations are usually not what you expect.   The bigger picture of the deal or the negotiation can change when you lease expect it.

The key to moving through some of these problems will be in be in  personal mindset and focus.  Confidence starts to grow when you feel under control in your real estate business with a decent market share.

Here are some notes on MP3 audio about the importance of developing a Winning Mindset as you strive to attract more clients and listings in the coming year ahead.

 

 

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Commercial Real Estate Podcast 232

Commercial real estate podcast
Commercial Real Estate Podcast

Its the time of year where we can still create some real momentum in the property market.  There is still some 2 months of opportunity and transactions to be sourced.  As you focus on that idea, understand and remember that how you work through the next 2 months will impact the way in which you start 2015. 🙂

I have put 4 audio programs in this recording below.  All different topics, but all very relevant to what we should be doing in the property market today.

Here are the topics:

  1. The 3 common mistakes that most agents make, and how to avoid the problems.
  2. Why you should think about your ‘opening statements’  as you work with new clients and prospects.
  3. How to work more productively with property investors this year.
  4. How to go about routing inspections in commercial property management and why the process is really important to the ways in which you help your landlord clients.

These are all parts of the eCourse ‘Snapshot’.  You can get more of those eCourse ideas and templates by joining up right here.

Here is the audio recording for you today:

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Commercial Real Estate Online Podcast 229 by John Highman

Commercial real estate podcast
Commercial Real Estate Podcast

Its a good time of year to consider strategies and plans relating to brokerage business.  There is a solid amount of time ahead for attracting some new clients and positioning their property needs into 2016.  I have incorporated some of those ideas in this weeks podcast for our broker and agent friends in ‘Snapshot’.  You can join our ‘Snapshot’ online community here.

The Podcast 229 Program Details

And now for the program …….. In podcast 229 for commercial real estate brokers there are 5 parts to the audio program.

  1. How to make a commercial property management difference,
  2. A new perspective on Agent opportunity,
  3. Accuracy in Inspecting Office premises,
  4. How to list Industrial property,
  5. How to research the opportunities in the local property market.

These are commercial broker programs on podcast by John Highman.  Here is the audio for this week:

 

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Podcast 228 – Commercial Real Estate Online by John Highman

Commercial real estate podcast
Commercial Real Estate Podcast

In this weeks podcast I have covered a number of topics that feed into leasing and property management activity.  There are 6 parts to this weeks program.

  1. How you can adopt a ‘robotic’ approach to commercial real estate brokerage and why that may be helpful to your career as an agent or broker.
  2. What you need to know about commercial real estate prospecting and how to approach the process successfully.
  3. How to understand and use the rental structures of leasing in property performance.
  4. Why vacancies are an opportunity for brokers today and what you can do about that.
  5. Establishing a blueprint approach to tenant advocacy work as an agent or broker.
  6. The 5 important rules to cold call prospecting in property today.

These are commercial real estate training programs by John Highman.  You can get more tips and ideas about commercial real estate brokerage from our eCourse ‘Snapshot’ right here.

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Commercial Real Estate Snapshot Podcast 225 – A Focus on Commercial Real Estate Leasing

audio headset
Commercial real estate training MP3

In this podcast I thought I should spend some time focusing on Commercial Real Estate Leasing.  That is for a number of reasons, the most important of which is that property leasing introduces you to the landlords and property owners who will eventually need more help in the future with things like sales and property management.  In other words a simple lease transaction can lead to other things.

I have split the audio program up into a number of  segments.  The summaries of the program are below:

  1. Why you should not let your tenants get out of control – in any property containing a group of tenants, the communication and control process is very important.  Tenants talk to other tenants and that can be a problem if issues exist in the building.  So this is all about those buildings with multiple occupants and how to connect with them.
  2. How you can be a commercial real estate leasing expert – you can do so much with your leasing knowledge.  You can establish tenant advocacy services, landlord leasing services, tenant mix advice, and basis brokerage leasing.  What sections of the leasing market can you see reasonable leverage and commission activity evolving from?  This part of the audio program will help you with ideas.
  3. How to work with franchise tenants and why that is a good idea – the franchise section of the commercial property market today is forever evolving and growing.  If you connect regularly with local franchise groups you can help them with property selection choices and any required relocation’s.   Get to know a few franchise tenants locally and come to understand what they need by way of property and when that is likely to occur.
  4. Some simple ideas for qualifying industrial property tenants – the industrial part of the property market is generally the first to respond in an upturn and also a downturn.  That being said it is a reasonably uncomplicated part of the industry.  Get to know a number of industrial tenants and businesses locally; see if you can help them with current and future property needs.

These are parts of the audio podcast by John Highman.  You can listen to the audio below.

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Commercial Real Estate Online Podcast 223 – Sales Topics for Commercial Real Estate Brokers

Its the end of the financial year.  A turning point in the market where some businesses and clients consider property occupancy, leasing, sales, and acquisitions.  Its a good time of year for brokers and agents to get back into the growth phase of what we do.  From now until December 2015 we have clients to call, listings to convert and commissions to raise.

In this podcast I am focusing on Sales related topics to help Brokers and Agents with market share and database growth.

The topics are:

  1. How to systemise the commercial real estate business and why that is a good idea.
  2. What you need to know about simple contact management systems.
  3. How to improve your prospecting efforts for the year ahead.
  4. A 3 stage formula of action for Brokers and Agents this year.

These are commercial real estate audio coaching programs for sales and leasing agents.  You can get more of these files and updates as part of our eCourse right here.

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The Core Principles of Lead Generation in Commercial Real Estate Brokerage

business man talking on cell phone.
You can create plenty of leads in commercial real estate brokerage.

In commercial real estate leasing, there are plenty of lead generation opportunities to be had when it comes to tenant placement and leasing activity.  In any town or city at any time, there are usually plenty of tenants looking to move for a number of different reasons.

Your job is to locate those tenants at the earliest possible time before they consider moving and changing premises.  The relationships that you strike with tenants locally will help you grow leasing activity and opportunity.

There are two sides to the levels of new business that you create as a property leasing specialist.  Firstly you should be working with landlords helping them with vacancy problems and tenant mix strategies.  That in itself is quite specialised process.  Secondly you should be working with local businesses and tenants to help them relocate at the right time as part of their business activities and growth strategies.

What’s it all about?

So the message here is that you should be focusing on lead generation with both landlords and tenants.  Separate strategies are required.  You should be connecting with these two groups in a regular and ongoing way.  That is why your database and your prospecting activities are fundamentally important to lead generation in commercial property leasing.  Tenants and landlords should be segmented within your database, and relationships should be growing with each qualified lead or prospect.

Specialist leasing services for a location and property type are always in demand.  Consider your answers to these questions:

  • What is your specialist service?
  • What values and opportunities do you bring to the landlords and tenants that you serve?
  • How can you improve your professional service offering to both landlords and tenants?
  • Why are you the leasing expert for the area and the location?
  • How can you market vacant premises more directly and effectively?

An important factor to remember?

It is an interesting fact that your database and the people within it are perhaps the most important factors of leverage that you can apply to the lease negotiation process.  If you are growing your database daily and regularly, the landlords and the tenants within your list will allow you to quote any property, vacant premises, or a new leasing opportunity quickly and directly.

If you are struggling in the property market now with leasing activity, take a serious look at your database and start to improve it and grow it through regular contact with new people.

When you know lots of people, you can create leasing churn and activity.  Here are some ideas to help you improve your listing conversions and leasing results:

  1. CONTACT SYSTEMS: Keep in contact with all local businesses. You will find that businesses are moving and changing premises for many different reasons.  Make sure that they remember you at the right time when it comes to changing location.
  2. QUALITY CONTACTS: Network the tenants in high quality buildings. The tenants in high quality buildings are generally those businesses that can afford better quality occupancy and longer term leases.  The commission you achieve from such a high quality property leasing transaction will generally be higher per unit of space under lease.  Many corporate tenants today require the services of a tenant advocate to help them find new premises and other properties.  You can offer comprehensive and specialised tenant advocacy services.
  3. LOOK FOR CHANGE: Look for tenants moving premises or those that are under some form of business pressure. When you canvass through an area or a location, look for the signs of change. You will see some businesses that are under pressure to relocate.  Levels of stock, lack of parking space, lack of storage, and growth of business activities are all signs of a tenant or a local business needing help.
  4. SERVICE OFFERING: Establish some comprehensive tenant placement services. As mentioned before, tenant advocacy can be part of the services that you offer.  In other words you will be locating a tenant into a new property.  In that case the tenant will be paying your commission and they will be your client for the purposes of the transaction.  The larger corporate tenants are generally quite comfortable in seeking out and using the services of a specialised tenant advocate.  They are also prepared to pay the necessary fees for service.
  5. FRANCHISE BUSINESSES: Establish contact with local franchise businesses. Many franchise business models focus on factors of location first and foremost.  They generally need to locate a new franchise business into a zone or precinct after they have undertaken the necessary market research and study.  Make direct contact with local franchise businesses to understand the preferred business locations and lease circumstances that they prefer.  They may also share with you the terms and conditions of the typical franchise agreement at they use.  The franchise agreement will need to be integrated into the lease terms and conditions that you may negotiate.

So there are some things that you can do here when it comes to lead generation in commercial real estate leasing.  Understand the differences between landlord activity and tenant activity.  You can offer specialised services in each case.

You can get plenty more lead generation tips and ideas in our eCourse right here.

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Develop Some Simple Territory Tactics in Commercial Real Estate Brokerage

Commercial Real Estate Territory Planning
Commercial Real Estate Territory Planning

In commercial real estate today there are all types of properties to work on as well as zones of activity.  The opportunities are out there.  That being said I get a lot of questions from new agents as to how they can tap into their property market effectively and directly.  Some simple strategies will help.  I have put together these notes on how that should be done.

It doesn’t matter whether you are in commercial real estate sales, leasing, property management, or tenant advocacy; the same rules apply.  You can get my base territory planning strategy here in pdf form.

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Podcast 206 – Commercial Real Estate Online by John Highman

audio headset
Commercial real estate training MP3

It is the start of the year and I though we should have a look at a few important issues in commercial real estate brokerage.  In this podcast I talk about:

  • How to plan and start some momentum in your commercial real estate career
  • How to find quality listings and why that is so important to what you do as an agent

As always the podcasts can be subscribed to automatically at iTunes right here.

In this podcast I am also covering an issue that is important to leasing executives and property managers; that being tenant placement and tenant move in procedures.

Want to join our eCourse? Just subscribe here and we will do the rest.

Enjoy the podcast for today.