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Commercial Real Estate Broker and Agent Training and Coaching Worldwide by John Highman.  This podcast covers Sales, Leasing, and Property Management skills and topics in Office, Industrial, and Retail Properties Globally.  You can also get more resources at our main website at 

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Aug 26, 2019

Over many years, I have worked for and with many commercial real estate customers and their property challenges.  In saying that, the variation of customer focus and interaction was sometimes large, unexpected, and challenging. You can always learn how to do more with clients and match their property needs.

Not all clients and prospects are ‘equal' and should be respected for the individuals that they are and the property ‘challenges’ that they face. Get to know your clients and look for their investment pressures, because they will be there.

The fees that you set for working with some of these ‘high end’ clients on a complex project or property challenge should be well considered based on your predictable time and effort.   The listing could be 'intense' in a number of ways.  Commissions are great to get in the end result, but ensure that you are controlling the listing and the client with exclusivity.

real estate desk and computer

The message to remember with some if not all clients and prospects will be the need for you to get to know them comprehensively first and foremost; that is in their investment thinking, targets, challenges, and property goals.  You can only provide ‘help’ when you understand the ‘big picture'.  Get closer to your investment clients and you will find things where you can help.

In the podcast today, we help you with:

  1. How you can work with property investors more directly
  2. Why you should focus your listing presentations
  3. How and why you should boost your commissions in a transaction opportunity