Commercial Real Estate Training Tips

Should Commercial Agents Specialize?


If you are a commercial agent in a smaller market then your specialty is most likely will be any commercial property sector. Agents in larger markets should specialize in a specific property type like multifamily, industrial, office, retail etc.. If a property owner who is looking to sell their $15 million office building and is choosing between a broker who sells and leases all types of properties and one who only focuses on selling class A office all day everyday, who is the potential seller most likely to choose? That's right, the broker who specializes. For more on specializing license "Top Ten Success Strategies" HERE

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The best time to call on prospects that gets results


The most efficient prospecting tool in commercial real estate sales is the phone call. There may be better times to make those calls for your business and specialty, but don't get caught up in the idea that calls to prospects can only be made on certain days and times. Utilize your time management skills to reach an obtainable daily dial count. Set your calendar to reserve a prospecting time for you each day. Some brokers find it beneficial to make their prospecting dials in the morning. Others find that it's easier to navigate the gate keepers after regular business hours. Whether in the morning, afternoon or evening, set an obtainable dial goal and make the dials!  

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How to reduce risk in your commercial practice

 

Every commercial real estate transaction has risks. You're a licensed professional, you can be held responsible. You can mitigate risks as an agent by ensuring that you are well trained, be well prepared in every transaction, have a morally ethical approach in each deal, and prospect so that you are not under financial pressure that may lead to questionable decisions. For more on this topic and others license "Prospect to Closing" HERE. 
 

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How to choose a specialty in commercial real estate

 

If you work in a small CRE market, your specialty may be every commercial property in that market, but if you work in a larger market, you are going to want to specialize on a particular property type. Specializing will allow you the opportunity to be more efficient, mitigate transaction risks and be more valuable to your customers and clients. Choose a sector that you feel excites you the most. What is going to motivate you to put in the time and effort it takes to be successful. Picking a specialization is not about choosing what is hot right now. You're picking a focus for your career, not just what is booming currently. Learn more about choosing a specialty, and how you can add tremendous value to your clients by licensing " Top Ten Success Strategies" HERE
 

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How to create a presence in your market area and specialty

 

In commercial real estate, in order to be successful you need people to know who you are, and that you're good at what you do. Make it your mission to be known, and known for quality services and marketing. Define who your customers are, how many there are, and where they are. A quality market presence can be obtained by sending print and email newsletters, attending industry events, calling on business prospects, signs and more. For more on promoting your services and brand click HERE
 

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