#client conditioning

Client Engagement Strategies for Commercial Brokers

In commercial real estate brokerage, most clients care about results and feedback over everything else that they have on their agenda. They want to work with the best agent that can resolve things efficiently, directly and in a timely way. The same client priorities apply to sales and leasing no matter what the property market is doing.

  Essential Client Questions

How attractive are your real…

In commercial real estate brokerage, a good degree of client conditioning happens with sellers as they look to achieve a sale result or a positive negotiation outcome.  Talking logical common sense with them is important, and that approach should be supported by local property market evidence.

  Most property owners have an inflated view of property values that they believe should apply to their…

How to Handle Client Resistance and Push-back in Commercial Real Estate Brokerage

In commercial real estate brokerage, you will almost always get a degree of client resistance when it comes to closing on a typical transaction in sales or leasing.  Most clients need to think about the facts of the deal, and consider the impact of full offering or the transaction.  Align your thinking to the clients situation and the market conditions.  There are things that you can say about…

How to Successfully Condition the Client to Property Market Facts

Some listings will sell or lease faster than others.  In saying that, the facts and feedback that you can put to your client will help in conditioning their thinking to the trends of the local property market.  If you have an exclusive listing, then you should devote time to it and the client owning the property.  Conditioning is a key part of moving a listing to a successful negotiation momentum.

4 Key Strategies to Help You Stay On Top of Your Game in Commercial Property

Commercial property activity and hence brokerage should be simplified. Don’t overly complicate things. Establish a system that can work for you with a bias towards simplicity and action. That will then allow you to establish a plan of momentum and track the results that you are achieving.

(N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshotto…

Procrastination Cures in Commercial Real Estate Brokerage

There are all sorts of procrastination problems in commercial real estate brokerage today. Don’t let them hold you back or derail your business efforts. Break through the barriers and issues that are holding you back. Time is your most valuable resource, so use it well and dedicate your time to the things that really matter.

(N.B. these ideas are also sent out to regularly to our friends in Comm…

Working with clients in commercial real estate leasing.

When it comes to leasing commercial property today make sure that you understand the current market conditions, and that you convey those market conditions to your local clients, landlords, and the tenants that you serve.  Our industry is not an experiment; it is a very specific process and it is established on set investment, marketing and…