May 4, 2025

Welcome to the Commercial Real Estate Coach Podcast, where we bring you the tools, tactics, and insights to thrive in today’s fast-moving property market. Whether you're a seasoned agent or building your presence, this show is your guide to greater success.

In today’s episode with John Highman, we’re unpacking one of the most powerful—and often underused—resources in commercial real estate: your prospect list. This list isn’t just a contact log; it’s the engine behind your listings, deals, and client relationships.

Also check out our article from our website, where you can print and retain the resource for reference in moving ahead. https://commercial-realestate-training.com/what-every-real-estate-agent-needs-to-know-about-improving-sales-results/

In any property market, you can do much more with your client and prospect contacts. It all comes down to you reaching out to people in a professional way that attracts their interests and focus when they get to commercial real estate challenges or opportunities. You could also say that it is about 'relevance' in the property market. Build your focus with people around contact activity and relevance as an agent.

So, what is all this about today? I’ll be sharing five high-impact strategies to help you create and manage a prospect list that delivers consistent, qualified opportunities. We’ll talk about database growth, engaging with key investor types, connecting with business owners, dominating your local area, and building influence through digital marketing.

If you’re looking to sharpen your edge and build a strong pipeline for future business, you’re in the right place. Let’s dive in.