commercial real estate training

Adding Value in Commercial Real Estate Brokerage

In commercial real estate brokerage, try to add value to all the activities and conversations that you have with clients and prospects. Sales, leasing, and property management are all the same; go that extra bit further with listings, inspections, feedback and negotiations.


Every client contact experience should be special, so you can then grow your real estate business in the right way and for the right reasons.


Today there are plenty of other agents just looking to take your listings away from you and or to influence the client away from your recommendations.  Clients and prospects are valuable to your real estate business.


Set Your Engagement Rules


Follow the ‘rules of client engagement’.  These are some good ones to start with:


  • Keep the client fully appraised of all transaction activity and offers
  • If you have exclusive listings on your books, then spend more time with all the specific clients and owners of those properties
  • As a promotional campaign commences keep the client briefed on enquiry, campaign momentum, and local area marketing
  • When you have undertaken an inspection, let the client know about the ‘third party’ feedback.
  • Provide plenty of ‘comparable property information’ from the location and across the property types
  • Write plenty of notes from meetings, telephone calls, and negotiations


These are simple rules, and perhaps you can add to the list in other ways.  Importantly, create your rules that you can use with clients and prospects.   These are then the ‘rules of engagement’, and they will help you with client conversions and interaction.  Quality communications and professional business practices prevail.


It is interesting to remember that a small amount of ‘added value’ in customer and client service will help considerably at the time of a property transaction and negotiation.

By John Highman

John Highman is an International Commercial Real Estate Author, Conference Speaker, and Broadcaster living in Australia, who shares property investment ideas and information to online audiences Worldwide.