John Highman – Commercial Real Estate Author, Speaker, Broadcaster

Tag: new business

  • Expect Rejection in Commercial Real Estate Prospecting – Improve Your Responses

    In commercial real estate prospecting you will get lots of ‘push-backs’ as part of talking to new people.  Some call it the ‘rejection factor’.  Many agents take the rejection and use it as a reason to stop prospecting. Show me an agent that doesn’t make the cold calls and prospect every day, and I will…

  • 6 Ways to Build Your Commercial Real Estate Agency Market Share

    In commercial real estate agency, you really do need to understand what is going on in the marketplace and then make some solid choices at a personal level to improve your prospecting and deal activity.  Everything comes down to a personal level and process in our industry.  Success has little to do with the agency…

  • Sales Pitch and Presentation Rules for Commercial Real Estate Agents

    In commercial real estate agency, your sales pitch and presentation should be of the highest quality.  It should be practiced regularly on different property types and in different property situations so you can attract the right listings to your agency. Here are some facts to remember: Quality property listings will attract a greater level of…

  • Strategies to Build Better Market Share in Commercial Real Estate Agency

    In commercial real estate agency today, develop some personal strategies to help build market share.  Most of the successes created in the industry are personally generated.  Your employer and real estate agency has little to do with the process.  It’s all up to you. Many salespeople join the industry thinking that the apparent opportunity for…

  • Myths About Commercial Real Estate Agency

    In commercial real estate agency today there are too many ‘myths and rumours’ around generated by agents that are the ‘poor performers’.  They are usually the agents that are looking for excuses for their inaction or poor outcomes in listings or commissions.  The market is the market, and we cannot change that; we can however…