Real Estate Sales

Posts Tagged ‘Commercial Real Estate Broker’

If you are a commercial real estate broker or intend to go into business there are many different skill sets needed to succeed. Some of these might include funding, project management, market knowledge and the ability to multitask. Those skills are more important, however, a set of necessary skills often overlooked is the sale. To be a broker of commercial success, you must be a good sales consultant. It may be the most capable person to finance spreadsheets best products, etc, but if you have the opportunity to explore and find customers that are not in this case.

Some people have the natural gift of gab and the sales process is easy for them, but others should work in the sales process a little more difficult. The good news is that sales and the sales process can be learned by anyone with the desire to learn and motivation. There are many good books and seminars on sales there, and I recommend reading as much as you can find what works best for you. In real estate business when dealing with businesses, business owners and investors as a silver tongued cheese seller is not the key to success. What works well is a commercial real estate sales representative. Here is an example of a sales process that can help you get started:

*Communicate to your prospects how they prefer to be communicated. It takes some practice, but eventually will be able to match your prospects movements, body posture, speed of speech, and tone.

* Never show a meeting without a prepared agenda. Many people come to meetings, not knowing what we all would like to accomplish during the session, losing more than others.

* Learn everything you can about potential problems. How long have you been, what they did to try to correct them, how much does the company, the impact on them personally, etc.

* Find out what your budget is and how dependent on funding.

* Discover the process of making business decisions, which are all involved in this area, where decisions are usually made organizational.