Friday, May 31, 2013

Goal Strategies in Commercial Real Estate Agency

If you want to create more listings and commissions in commercial real estate agency or brokerage, you will need some goals and targets. Here are some ways to do that. Commercial real estate training by John Highman.

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Wednesday, May 29, 2013

Cold Call Prospecting Tips in Commercial Real Estate

Cold Call prospecting is part of building your commercial real estate agency business. Talk to more people every day and as part of that you can build your network and database. Sales and leasing leads will come your way as part of that process. Commercial real estate training by John Highman.

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Leasing and Tenant Mix Management

Here are some ideas to help your leasing and tenant mix strategies in commercial and retail property today. Commercial real estate training by John Highman.

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Tuesday, May 28, 2013

Sales Team Tips in Commercial Real Estate Agency

Here are some ideas for commercial real estate agents in growing their sales team activity.

Understanding Sellers in Commercial Real Estate

When you are listing a commercial property for sale, find out what the motivations are for the listing. Ask the seller about the reasons for sale; match your proposal or listing presentation accordingly. Commercial real estate training by John Highman.

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Monday, May 27, 2013

Cold Calling Tips for Commercial Real Estate Agents

Here are some tips to help commercial real estate agents with their cold calling efforts and skills.

Find more clients and listings through directed and practised cold calling.  It is just a matter of understanding the process and getting it started.  Improve your skills over time.

Internet Marketing Tips for Commercial Real Estate Agents and Brokers

There are so many things that commercial real estate agents and brokers can do today on the internet.  No longer do we simply market our listings, but we can promote and market ourselves through blogs, article marketing, video, and audio.  The list is growing and the opportunities are many to spread your brand into the internet in a positive way.  You can also add social media to the channels of opportunity.

Here are some tips to help you with your personal branding on the internet.  You can grow your commercial real estate branding through these methods.

Sales Pitch and Presentation Tips for Commercial Real Estate Agents

In commercial real estate agency it is essential that you develop and practice your sales pitch and presentation.  There are many ways to connect with your clients and prospects.  Showing them relevance and value in your presentation is really important.

Here are some tips to help commercial real estate agents improve their presentation processes.

Become a Leasing Expert in Commercial Real Estate Today

The leasing of a commercial property is not hard but it is specialised.  There is plenty of opportunity available for real estate agents and brokers in the leasing market.  Talking to more tenants and landlords will help with finding those tenants that want to move premises and the landlords with the vacancies.

Here are my thoughts on how to grow your leasing opportunity and build your listings of quality vacant premises.

Some Tips on Retail Tenant Mix and Leasing in Shopping Centers

Here are some tips about Retail Tenant Mix and Shopping Centre Leasing.  The topic is designed to help commercial and retail real estate agents.

When you work with a lot of landlords, tenants and properties, you will find that there is plenty of opportunity to be had from leasing good properties.  When you have a number of tenants in the property, you have to worry about the tenant mix issues.

Sunday, May 26, 2013

Action Tips and Ideas for Commercial Real Estate Agents

In commercial real estate agency the actions that you take every day will have a major impact on your market share and commissions.  Choose your personal actions with care and implement a contact and prospecting system that can take you forward in your industry as a top agent.

Most of the agents that struggle with commissions and listings do so for the following reasons:

  • They have no systematic prospecting process that they implement every day
  • They do not build relationships with clients and prospects over the long term
  • The do not brand themselves as industry experts and specialists
  • They are not improving their skills and relevance to the market and the clients that they serve.

If you want to get more listings then you have to work for them.  At any time and in any market there will always be quality clients and properties to work with; converting them to your brokerage is the hard part.  That is where a prospecting system and database becomes so important.

So let’s look at the actions that will help you build market share and better client contact:

  1. Your habits (good and bad) are the things that have got you to where you are today.  If you want to change the future and improve it then you will need to change your habits.  That is where many commercial real estate agents struggle.  It’s the hard bit for some; given that habits are ingrained through years of personal activity, it takes a good 4 weeks of redirection and struggle to set new habits in place.  The ‘comfort zone’ keeps pulling many agents back to the ‘status quo’.
  2. Understand where your property market is today and what a good client looks like.  Split your market and your client base up into segments.  Those segments can be sales, leasing, landlords, tenants, business owners, and property developers.  Speak to those people so you know their status of property activity and where they are heading with current property needs.  Build your relevance and branding with these people through constant contact.
  3. Stay ahead of market trends by tracking new property developments, rentals, prices, and enquiries.  When you have the trends under control you can display them in visual marketing material that will help your conversions when presenting and pitching for listings.
  4. Make the calls and prospect every day.  Create the personal momentum that will take you into the local area to find those property owners and tenants that you need to put some deals together.

If you are struggling with your commercial property market and listings today, you can change the momentum radically by a change in your habits.  When things are difficult, look inside for the answers and ideas to solve the challenge.  Be accountable for your actions and create better habits as a top agent in your area.

Marketing Tips for Commercial Real Estate Agents

woman outside office building looking at watch
Create a marketing plan and implement it.

In commercial real estate agency you need to market yourself every day.  Whilst the issue sounds so obvious, many commercial real estate agents don’t do this.  They let each day occur with minimal focus on marketing and growth.  That is why their market share is so unpredictable, and why listings are so hard to get.

The other problem that so common in the industry is that many agents will market their listings and yet not market themselves for the skills and the knowledge that they bring to the market.  It’s a strange problem that needs resolve.  The top agents understand the process of marketing and the importance of doing so for themselves.  Each day they will get out into the market place to meet new people and create new circumstances of networking and contact.

Here are some of the problems that I see so often with agents that struggle with this process:

  • They may have listings but most of them are open listings.  Exclusive listings are a rarity for this type of generic agent.
  • They do not have many clients to work with and get referrals from.
  • They rely on the enquiry that comes from their agency or their website for most of the business that they convert.  When the enquiry levels are down, so is their commission.
  • Every listing is a struggle given that this agent is competing with other agents as part of their listing presentation and pitch process.

When you market yourself you find other listings that others have not yet seen.  Your interaction with the client becomes more direct and you can convert more exclusive listings.  When you control your listing stock you control your market and commissions.  That is how top agents do it.

So here are some rules to help you reach out to more new clients and prospects:

  1. Most competing agents will not be doing much in the way of regular prospecting.  That is a fact to convert to your advantage.  
  2. Make contact with new people every day. Create a system of prospecting that gets you in front of new people.  Devote about 2 or 3 hours each day to the process.
  3. Use a good database that allows you to track the contacts and clients that you connect with.  Repeat the contact process with all people in your database at least once every 90 days.
  4. Understand what you are good at and brand yourself around that.  You must stand out as a top agent and have relevance to the market and the prospects in it.

Every day is a new opportunity to connect with more people.  When you really work with that fact and create your contact and prospecting system, the commercial real estate market opens up for you.  Start marketing yourself as the industry expert you claim to be.

You can get more tips like this in our commercial real estate training newsletter.

Saturday, May 25, 2013

Tenant Mix Leasing and Strategy in Retail Properties

Here are some tips to help you with leasing and tenant mix decisions in commercial and retail real estate leasing. Commercial real estate training by John Highman.

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Friday, May 24, 2013

Create More Listings in Commercial Real Estate Agency

In commercial real estate agency you always need listings and good quality ones at that. Here are some tips for agents and brokers to help them find more leads and listings. Commercial real estate training by John Highman.

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Friday, May 17, 2013

Article marketing tips for commercial real estate agents

Here are some tips to help commercial real estate agents in using article marketing to build their personal profile on the internet and with the search engines. Commercial real estate training by John Highman.

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Thursday, May 16, 2013

Setting commercial property management fees

There are some right and wrong ways to set commercial property management fees. Here are some ways to get your management fees correctly structured for the amount of work and effort applied by the property managers. Commercial real estate training by John Highman.

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Wednesday, May 15, 2013

property sale advertising tips

Here are some ways to create a commercial property sale advertisement and internet listing. Commercial real estate training by John Highman.

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client service in commercial real estate agents

Here are some tips to help commercial real estate agents prospect for more clients and investors. Commercial real estate training by John Highman.

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Tuesday, May 14, 2013

Give Your Commercial Real Estate Client the Right Ideas and Property Solutions

In commercial real estate agency, it is wise to take the direct approach with your clients and listing opportunities.

You should tell your clients exactly what they should be doing with their property and giving them clear recommendations to move ahead.

Our clients like to see a degree of confidence knowledge and trust in their agent as part of the listing process.

They expect us to be decisive when it comes to the following list:
  • The best way to list the property
  • Defining the target market to attract enquiry
  • The best marketing strategy
  • The best way to take people in and about the property in an inspection
  • How to negotiate under different market conditions and circumstances
  • How to qualify the inbound enquiry from the marketing campaign
  • How to find plenty of buyers or tenants as the case may be for the listing

If you are new to the industry, it can take some time to build the necessary confidence and knowledge that is required.  That being said, you can always fast track the process through personal improvement and practice.

Consider this circumstance as an example.  When you go to a doctor for medical treatment, you expect the doctor to understand the illness you may have, and the best method of approach.  Vague statements from the doctor about illness and injury do nothing to build your personal confidence.  The same can be said in commercial real estate agency.  Your knowledge and your experience will have a lot to do with the client and the property type.

The client wants to know exactly what you will do with the property, how it will occur, and why it should occur.  To help with that process, you can adopt the following strategies:

  1. Choose the right target market that applies to the listing.  Give the client some clear indications as to why the target market will be more successful than others.
  2. Match your marketing campaign recommendations to the target market.  Give the client some alternatives of marketing relative to the property type.
  3. Show the client some stages of marketing, inspecting, and negotiating that relate to their property.  The stages can be illustrated in a Gantt chart.  The Gantt chart can be specifically designed for the property.  The visual approach really works.
  4. Take the client to some other competing properties in the same general area.  Show them the differences in improvements, services, amenities, and marketing.  Compare those properties in prices and rentals.
  5. From any sales pitch or presentation to the client, give them clear recommendations that are built from knowledge and experience.  Tell them how to proceed and why they should do so.

So the big message here is that personal confidence and knowledge will help you with recommendations to the client about their property challenge and property listing.  Develop a confidence process and feed it into your property listings at every opportunity.  The client needs to see that you are a top agent that can help them with their current challenges.

You can get more tips like this in our commercial real estate training newsletter right here.

Online Marketing Tips for Commercial Real Estate Agents

man writing in diary
You can go online to market yourself as a top agent

In commercial real estate agency today, the online marketing process is critical to generating inquiries and growing your prospect list.  Most buyers and tenants will be looking at the internet first to get a lead on a property that they may want to inspect.  If your good quality listings are not placed on the appropriate websites and featured in the correct way, the inquiries you get back in will be restricted.

Not that long ago most property buyers and tenants were calling a real estate agent or looking at a newspaper when they needed to find a property to suit their needs.  

With the rise of online access devices and mobile telephones the process has changed in a major way; most inquiries today will come from the listing that you put on the internet.  That assumes you list and promote the property well online; there are systems and strategies to the process.

Every agent and salesperson should have a very good ‘online’ profile.  We are now seeing a big difference in agent market share and the internet is a large reason for that.

So you have some choices here.  You can do either of the following:

  • You can list a property and promote it on your website and the industry portals, or
  • You can promote the property with a mixture of those websites, plus you can bring in social media, blogs, and articles.

The latter will give you far more exposure to buyers and tenants.  From greater exposure you can get more inbound inquiries.  You have to control the listing.

So let’s go back a step and say that the agent that controls the listing controls the market and the deal.  Far too many agents do not have a good selection of quality exclusive listings and must work with buyers and tenants.  They have fewer listings if any at all to promote and quote.

The message here is that when you have the listing, the market comes to you.  It is far harder to work the other way around.  Many agents do things the ‘hard way’; they get some buyers and tenants, and then they chase around the market looking for listings.  In most cases they have to work with other agents that have the listings.  Wouldn't it be better to control the listing stock?

So let’s say that you have now got some good listings.  Those good listings should be exclusively controlled and directly marketed as part of that process.  You can then look at your internet marketing processes to build inbound inquiries.  Here are some to help you:

  1. Research the keywords that apply to your property type and local area.  Do a keyword search on the major search engines.  Use a ‘keyword search tool’ for this.  From the list of words that you create, feed the best ones into your property adverts.
  2. Create 3 versions of the advert so you can use each at the same time in different online locations and see what format or detail works better than the others.
  3. List the property on your website
  4. List the property on the industry portal.  Use a ‘featured placement’ advert (vendor pays the cost).
  5. Check the ‘hits’ that you get from online adverts for all properties and on different days of the week.
  6. Refresh the advert weekly with different content words and layout.
  7. Use professional photographs as part of online marketing
  8. Integrate your listing into your social media platforms
  9. Write an editorial and place it on your website as well as publishing it in newspapers.
  10. Write a blog about local property market trends and activities.
  11. Write and publish articles about your property specialty in article submission sites.
  12. Link your marketing efforts with your email based newsletter.

There will always be more things that you can do here.  The online marketing process has changed in a major way for commercial real estate agents.

You can get more commercial real estate training tips in our newsletter right here.

Monday, May 13, 2013

Saturday, May 11, 2013

Marketing Ideas for Commercial Real Estate Agents Today

commercial real estate agent reading newspaper
Define your marketing strategies.

The single most important principle behind commercial real estate marketing is to obtain enquiry from the target market in a timely way.  This is quite a specific process and does require strategic thinking.  The days of ‘generic marketing’ are well gone.

Every exclusive listing on your agency books should be subjected to a well-structured marketing campaign with a target market focus.  The marketing of open listings is far less important and is therefore a random process. 

The exclusive listing process will help you in controlling the property, the inspections, and the clients.  This control ability doesn't occur with open listings.  If you are involved with a negotiation on open listing, expect that the client could be talking with other agents at the same time that you are attempting to close on an offer.  Levels of client trust and cooperation is less with open listings.

An exclusive listing should be supported by vendor paid advertising.  That is the rule and not the exception.  It is interesting to note that some agents will take on an exclusive listing without appropriate or sufficient vendor paid advertising funds.  This can be quite counter-productive and limit your ability to attract the required audience and hence create inspections.

A committed client to the exclusive listing process will usually spend reasonable promotional money to help convert the marketing effort to inspections.  Marketing is not an experiment; it is a very specific process.  With a commercial property in the average price range of up to $5m, it is not unusual to spend approximately 1% of the expected sale price in the advertising budget.  The agent’s sales pitch and listing process needs to support this logic and requirement.

Here are some rules that apply to the advertising and marketing process with quality commercial and retail properties today:
1.       A property listing should be considered for the best time of year to commence the promotion.  Consider the best time and the length of time required to reach the target audience for the property type and location.
2.       Assess the other competing properties in the market today that may have an impact on your listing.  Identify the differences in those listings and the reasons that they may still be on the market.
3.       Determine the best method of sale to use when it comes to the target market and the prevailing economic conditions.  If the property is unique and special, or if it is in a higher price range, the method of sale may need to be time based.  That will normally be using an expressions of interest, tender, or auction.
4.       Any property that is placed on the market at a fixed price is likely to be slower to sell.  Many property owners will inflate the asking price with the intention of dropping to a lower figure when an offer is made.  This can create buyer frustrations or hesitation, and stifle the enquiry for the listing.  Make sure that your client is suitably primed for the prevailing market conditions and has priced their listing accordingly.
5.       Address any weaknesses in the property before the marketing campaign has commenced.  This will usually be an added expense to the seller of the property in preparation for the property promotion.  You don't need any hurdles or weaknesses to address when taking new people through the property as part of an inspection.

These five factors show how important it is to be prepared for the advertising and marketing process.  Use the best alternatives of marketing to match the property and the prevailing market conditions.  Make each advertising campaign special and unique to the features of the property.  Encourage more enquiry through each media channel used.

You can get more tips like this for commercial real estate agents in our newsletter right here.

Budget Tips in Commercial Property Management Today

commercial real estate manager looking over files
Set your budget with all quality managed properties

In managing and leasing a retail shopping centre, you need a budget to support the landlord with their plans and targets.  The budget for the property should be part of the annual business plan and incorporate the strategies behind the tenant retention plan, any renovations or refurbishments, and the landlord’s investment targets.

A property budget will also help the manager or leasing executive for the property stay on track when it comes to income and expenditure performance.  That being said, the budget should be created with due regard to prevailing market conditions, property improvements, customer visitations, sales, and competing properties.

Here are some rules to help you with establishing and tracking the income and expenditure budget for a retail shopping centre:

1.       The best time to create a budget in draft form will be between the months of March and April in each financial year.  This assumes that the overall property financial analysis is set to a financial year.  The draft budget that is created during this March to April time can be shaped and approved by the landlord in preparation for the upcoming change of financial year.  In the months of March and April you will also have sufficient history from the earlier part of the year to understand the trends relating to income and expenditure.
2.       When putting together a budget, use the history of the property from previous years, the current year, and the prevailing market conditions to set your assumptions.  A spreadsheet will be useful tool in putting together the analysis.  Given that you will be analyzing the income and expenditure in many separate categories, put your assumptions and comments on the same spreadsheet for later reference.  This simple process will help you each year when it comes to setting another budget, and seeing what you did when last considering property performance.
3.       To analyze the income for the property, you will need to look at each individual lease with due regard for rent reviews, options, vacancies, and occupancy changes.  Those lease issues will need to be written into the income part of your budgetary process.  When you have a lot of tenants and leases to work with, this matter can be quite complex and on that basis your notes will need to be well maintained for future reference.
4.       A tenant may have a rental change at a certain time during the year, so you will need to set your own assumptions relative to the increase when it comes to the consumer price index, the rent review process, and the market conditions.  When it comes to formulating your assumptions and putting together an income budget it pays to err on the side of conservatism.
5.       In a larger property, allow for a certain percentage of vacancy within the cash flow across the tenancy mix.  That will be based on the prevailing market conditions, new property developments, and tenancy movements.  It is not wise to assume a fully occupied property for the whole year.
6.       When it comes to leasing a vacancy, there will be incentives to consider.  Those incentives and perhaps any rental rebates or rental reductions will need to be written into the property budget.  These rebates and reductions will reduce the income potential for the property whilst the incentive is active.
7.       The expenditure for the property will largely be based on previous history to which you can add assumptions on increases in statutory costs, insurances, energy, repairs and maintenance, and capital items.  In making this assessment, have due regard for similar properties in the same location and how they may be tracking when it comes to operating costs and expenditure.  Keep your budget expectations of expenditure within industry standards.
8.       Any capital items should be removed to the appropriate expense category outside of recoverable outgoings.  Capital items are usually handled separately from a taxation position.  Get advice from the client’s solicitor or accountant in this regard.  It is a well-known problem that some clients may choose to apply capital items to the operational expenditure; this can be quite disruptive to the cash flow and technically wrong.  The reconciliation of expenditure will find and highlight this discrepancy.

In taking these facts into account, a budgetary process is quite specialized and specific.  Accuracy is required in all respects and records need to be kept in case the budget is challenged or needs to be reshaped.
If you set the income and expenditure budget by the end of April in each financial year, you are ready for the upcoming financial period and can exercise the necessary expenditure notices and reconciliation to all the tenants as the financial year changes.  You will also be well prepared for those critical dates relating to rental with each tenant in the coming period of 12 months.

You can more commercial real estate training tips like this for agents right here in our newsletter.

Internet Promotion for Commercial Real Estate Agents

In this commercial real estate training program we give tips on how to market yourself on the internet as a commercial real estate agent. Program by John Highman.

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Friday, May 10, 2013

Find more commercial real estate clients

Here are some ideas and tips to help commercial real estate agents find more prospects and clients. This is part of a larger commercial real estate training program by John Highman.

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How to Solve Overpriced Commercial Real Estate Listings

Overpriced listings are quite common in commercial real estate sales or leasing.  The client for whatever reason has chosen to market their property at an inflated price or rent.  The agent or broker has then taken on the listing in an attempt to find a buyer or tenant.

Now it should be said that there are levels of a property being ‘overpriced’.  Some properties may be acceptably close to the market price whilst others can be well away from reality.  Property buyers and tenants know the market and will not usually sway from the established benchmarks of price and rent.

The agent always has the choice of whether to take on or walk away from the listing that is overpriced.  That said, the marketing process of a high priced listing can waste a lot of time and effort on the part of the agent. 

Consider these facts:

  • The first 3 or 4 weeks of any marketing campaign are critical to getting enquiries and inspections under way.  An overpriced listing will kill that momentum.
  • An agent that takes on a listing of this type can in the process damage their image as an industry professional.
  • Servicing a client in this listing situation is just as intense as that of a good listing at the right price.  Where will you devote your efforts?
  • Some agents will take on a listing just to have it under some control, thinking that the client can be ‘conditioned’ to prevailing market conditions over time.  If you do this, you should believe that the client will listen to reason and that you can get the required evidence to solve the problem.
Here are some ideas to implement in the overpriced listing situation:
  1. Get comparable market information of other local properties that have been sold or leased in the last 12 months.  Break that information into an analysis of improvements, services, and amenities.  Add to that the locational factors and the differences in building age and layout.
  2. Take the client to see properties that have been sold or leased.  Stand out front of those properties rather than just show the client a photograph.  Show them the differences in location and precinct.
  3. Show the client the facts of ‘time on market’ that apply to the listings in your area today.
  4. Get some of your buyer or tenant prospects to inspect the property with you before you go to market on the overpriced listing.  Record their observations and comments on your mobile telephone for use in the next meeting with the client.
  5. Choose a method of sale or lease that suits the property type and market conditions.  In the case of a sale, use a method of sale that lets the buyers put in a price or offer.
  6. If a property is well overpriced and the client is not receptive to reality of the market, it may pay you to take on the listing in an ‘open listing process’.  In that way you do not have to devote too much effort to the marketing and inspection process.

So the message here is that an overpriced listing can waste a lot of your time and effort as an agent.  Be prepared to walk away from those listings where the client is beyond the realms of market pricing reality.

Get more commercial real estate training tips from our Newsletter.

Commercial Real Estate Leasing Checklist

Leasing check-lists help the agency process

In commercial or retail real estate leasing you will strike many different types of leases and occupancy situations.  On that basis every lease needs to be understood and read.  The matter gets a lot more complicated when you have a number of tenants in the one property.

The lease complication issue feeds through to the sale situation for the property, or any property management activities.  For example:

  • When you are preparing to market and sell any commercial, industrial or retail investment property, the leases will be quite important to the buyer and the price that they pay for the property.  Some leases will be better than others when it comes to rent structure, outgoings recovery, and cash flow.  That will impact the price paid.
  • In undertaking regular property management tasks and issues, every lease will reflect the different arrangements between the landlord and the tenant.  Some of those leases are quite long and complicated.

Given these two facts it is easy to see why every commercial real estate agent or broker should be able to read and interpret a complex lease.  From that assessment they can move on a marketing campaign or a property negotiation.

There are significant differences between the way in which an office, industrial, and retail property would operate, and the leases reflect that difference.  At the basic end of the equation an industrial property is generally the easiest property and lease structure to understand.  Conversely a retail property or a shopping centre is at the other extreme end of complexity with many occupancy issues written into the lease itself.

If you specialise in a property type, it is a good idea to formulate a leasing checklist that will take you to the key facts of occupancy and leasing.  In saying that, recognise that any lease can be different and unique so you really have no choice but to read and understand each lease before you take any action with a tenant or a property.  A good lease will help a property sell; the inverse can be said about a poor quality or generic lease.

Here are some of the bigger things to help you set up a ‘lease analysis checklist’.  They are in no particular order and you can add to the list based on your property type and the location:

  1. Status of the current lease negotiation
  2. Details of the parties to the lease
  3. Rent payments (gross or net rent)
  4. Rent reviews (timing and type of review)
  5. Rent structures including outgoings recoveries
  6. Renewal and lease options to be actioned or outstanding
  7. Insurance and risk issues
  8. Outstanding maintenance matters (tenant or landlord)
  9. Renovation requirements (tenant or landlord)
  10. Lease incentives current
  11. Guarantees and bonds paid for the current lease
  12. Make good requirements at end of lease
  13. Permitted use of the premises
  14. Inspection details
  15. Fit out approvals
  16. Tenant history
  17. Plans and drawings
  18. Improvements and ownership of them
  19. Services and amenities use
  20. Tenant contact detail

So the list can go on.  Start a list like this and add to it based on your property involvement and speciality.

Join our newsletter here and get more tips like this in commercial real estate training.

Thursday, May 2, 2013

Do Not Get Cold Feet in Cold Calling

You can improve your cold calling systems in commercial real estate by using these tips and ideas. This is part of a larger commercial real estate training program by John Highman.

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Wednesday, May 1, 2013

Cold Calling tips in Commercial Real Estate

Don't let cold calling be a problem for you in commercial real estate agency. Here are some tips to help agents make more cold calls and find better listings. This is part of a larger commercial real estate training program by John Highman.

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Property Buyer Negotiation Tips

When working with buyers of commercial real estate, it is essential that the clients instructions and targets are maintained. Here are some tips to help agents stay on track when negotiating in property sales situations. This is part of a larger commercial real estate training program by John Highman.

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