commercialrealestatetraining's podcast

In today's episode by John Highman, we dive into Results-Based Listing Strategies for Commercial Real Estate Agents—a critical success factor for any commercial real estate agent aiming to build momentum and win more exclusive listings. Sure, the property market is changing and active in many different ways and that is an advantage for all of us. The idea is that you can get more involved with people and properties across sales and leasing activity. Conversations create new business. Here is an article for real estate agents on this topic worth copying and keeping. Whether you're in sales or leasing, the quality and consistency of your listing approach will directly impact your market share and income. It's time to think about the future when it comes to clients and properties, depending on your location and your preferred property types. So, whats important in this podcast today? I'll walk you through proven strategies to enhance prospecting, improve client engagement, and position yourself as the go-to agent in your territory. You could say that it is a 'rethink' for agents at this time of year. If you're ready to sharpen your focus and achieve stronger listing results, this episode is for you.

The agents who go beyond routine processing and adopt a proactive, creative approach are the ones who prosper in the rapidly changing commercial real estate market of today. Successful agents are now acting more like producers than just transaction processors, generating opportunities, building connections, and influencing the market in ways that differentiate them from their rivals. Using that producer mindset to propel growth and add substantial value to your company is the main focus of this episode. Check out this article from our website as a resource on this important topic. Imagine turning your everyday routine into a dynamic process of strategic creation, where each property transaction and client interaction serves as a springboard for developing a unique brand rather than merely being a chore to be completed. You can strengthen your networks, enter new markets, and eventually gain a bigger market share by reevaluating conventional approaches and implementing creative tactics. This change entails making deliberate choices, utilising the appropriate resources, and having a thorough awareness of your clients' needs in order to provide them with outcomes that are profoundly meaningful rather than merely process-oriented services. Come along as we explore practical tactics, real-world success stories, and actionable insights that will enable you to go from being a data processor to a real opportunity creator. This conversation will provide you with the thorough guidance you need to advance your career, regardless of your goals—reviving your approach, gaining the trust of your clients, or just standing out from the crowd.

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.

Welcome back to the Commercial Real Estate Coach Podcast with John Highman—the show that helps brokers, agents, and property professionals all around the world win more listings, close more deals, and grow their personal brand in today's competitive property market. Also check out our article resource at our website for your reference and actioning in finding better clients and plenty of them. In this episode, we're diving into a critical success factor for every commercial agent—your prospect list. It's more than a bunch of names in a database. It's your business pipeline, your marketing engine, and the foundation of every future deal. So today, I'll walk you through five proven strategies to build and manage a high-performing prospect list. We'll cover how to grow your list consistently and daily, connect with key investors and business owners, dominate your local territory, and use social media for greater influence. If you want better listings and more conversions, this is the episode for you. Let's get into it.

In today's episode, we're diving into some practical ways to find listings in commercial real estate. Success in this part of the property industry is based on the quality of your connections and how you work your database over time. Please consider reflecting on your current connections and explore ways to enhance them. As the local real estate agent, your connections are valuable to the clients that you serve. Here is an article to help you with more listing momentum: https://commercial-realestate-training.com/create-a-quality-focused-sales-business-in-commercial-real-estate/ So, what is the focus of the podcast? The podcast focuses on personal improvement for agents across all locations. I share proven strategies to help you strengthen relationships with property owners, developers, business owners, and investors — the people who are pivotal to uncovering new opportunities. They are the people who need frequent assistance and innovative ideas related to property. What is the message? Building a strong network is one thing, but truly While building a strong network is important, truly leveraging it to uncover listings requires strategy and consistency.  In this episode, I'll walk you through how to deepen your professional connections, open more doors for new business, and create a more reliable listing pipeline. Whether you're just starting or looking to sharpen your prospecting systems as an agent, this episode is packed with actionable insights you can use immediately. Tune in now and take your listing efforts to the next level!

In today's shifting commercial property market, top agents aren't relying on luck—they're refining their strategies, aligning to market changes, and doubling down on the daily actions that bring results. In this podcast episode featuring John Highman, we explore the factors that set apart high-performing commercial real estate agents and explore strategies to enhance your performance in a more competitive setting. Check out the full article right here: Top Agents – Expecting More Commercial Real Estate Listings This Year – Commercial Real Estate Training As this property market changes, you can be part of the growth and change of the market. You can engage with a wider range of clients and diverse property scenarios. In this podcast, you will have the formula for doing that. ✅ Learn why mindset shapes outcomes in listing activity ✅ Discover how to align your prospecting, presentations, and negotiations with client expectations ✅ Explore four powerful ways to build momentum and grow listing numbers this year This is your opportunity to reframe how you approach your CRE territory—and start expecting more from yourself, your pipeline, and your potential.

  Podcast Episode Overview: Building Momentum with Quick Wins in CRE In this episode of the commercial real estate agent podcast, we're diving into a powerful topic that can transform your commercial real estate results—creating momentum through quick wins. John Highman shares proven strategies and systems that can help you get more penetration and progress in finding listings and clients in your property market today. Have things changed in the property market this year? Yes, certainly. In today's market, it's more important than ever for agents to get closer to the local area, understand what's happening on the ground, and position themselves as the go-to expert for property solutions. Momentum doesn't happen by chance—it's built through daily, deliberate action. Check out our website here with plenty of other articles on this topic.     People First One of the most effective ways to generate that forward motion is by getting closer to the people in your territory. That means more face-to-face conversations, more local business outreach, and more research into who owns what, what's for lease, and what's for sale. You become more relevant, helpful, and trusted when you know the stories behind the properties and the plans behind the businesses. Think about your property market now and compare it to the last couple of years. Have things changed for you with enquiry and listings? The answer is 'probably'. For that very reason, this podcast today will help you get some momentum back into your focus and activity. Look around your market and check out the property precincts and situations. That is the important research to do. We also cover how to research property types and locations and how that focus helps you uncover untapped opportunities. Don't forget to specialise in property types and precincts. When you know your niche and the key buildings in it, you're more efficient in your prospecting, more strategic in your presentations, and more likely to uncover quick wins that others miss. Agent Consistency Finally, we talk about consistency—the foundation of momentum. Success in real estate doesn't come from a burst of energy once in a while. It comes from turning good actions into great habits. Always keep things simple in your real estate business and activities every day. In this episode, I'll give you simple, practical ideas to bring more structure into your day so you can find listings faster, connect with the right people, and grow your pipeline.

In today's competitive and constantly shifting commercial real estate market, it's more important than ever for agents to set strong foundations in their business. That means going beyond reacting to opportunities and instead strategically creating them.  In this podcast episode by John Highman, we explore how commercial real estate agents can better direct their efforts today to find quality clients and property listings, even when market conditions are evolving and shifting. Participate actively in the real estate changes occurring around you. Who are the people that you know and what do they need to help them move forward? Get closer to the people. Put yourself into your property market and make sure that you are part of the shifts and changes going on, so you can share information and be of the highest value to the clients and prospects that you serve. Check out the full article here and print it for your records: Building Your Future: A Guide to Long-Term Sales Planning – Commercial Real Estate Training Generating New Business If you've been wondering how to generate consistent results, attract better listings, and build long-term relationships with high-value clients, this episode is for you. We cover the key focus areas driving commercial real estate success – market specialisation, client profiling, local area prospecting, and building value in your daily routines. These elements are not just good practices – they are the cornerstones of building a reliable and rewarding real estate business. You'll hear actionable tips on how to define your ideal client, align your services with the right property types, and position yourself as the local expert that people turn to when they need advice or a result. We also discuss how to create more momentum for yourself through daily prospecting habits, pipeline tracking, and strategic follow-up – ensuring that your efforts today lay the groundwork for future deals and repeat business. Take Real Estate Control It's a good property market, albeit a changing one. Whether you're just starting out or looking to sharpen your existing approach, this episode will give you practical insights to help you work smarter, connect more meaningfully with clients, and find the listings that matter most. Tune in and take the next step in building a strong, sustainable real estate career.  

In the competitive world of commercial real estate, capturing attention is key, and that is where your choice of the best method of sale is so important. As a commercial real estate agent, you always have options for promoting a property for sale. Understand what the property market is doing in your location in terms of different property types, and then choose the best method of sale accordingly. Position the property in the market. The best method of sale will do that. In this podcast by John Highman today, we share specific ideas about how sales methods differ and what aspects of the property market you should consider when promoting your listing. Ensure that every property listing effectively targets the relevant market in each instance. Select the most suitable method of sale to complement the property and its location. Recognise that each particular property will suit a target market, and your job is to, therefore, tap into that audience segment. That is where the method of sale will help you. What is one of the most crucial targets when promoting a property for sale? The simple answer is to boost inquiry. There are always people looking to buy commercial investment property and your choice of the target audience will help with that momentum. Visit our website for more tips on the best sales methods in today's property market. Here is the link: https://commercial-realestate-training.com 

In the bustling world of commercial real estate, the art of creating clients and finding properties goes hand-in-hand with a dash of creativity and an eye for opportunity. In this podcast by John Highman, you will learn some of the key strategies that help commercial real estate agents find new clients and listings. So what is happening in your location, and what can you do about it? The property market is constantly changing, and you can be part of that by defining the listings and the clients that you're looking for. Enjoy the changes of the market and grow your market share with new properties and client connections. There are plenty of people to talk to. Check out this article at our website, which can give you some valuable information about improving your real estate business.  The Road to Victory: Key Insights for Real Estate Agents to Dominate Sales – Commercial Real Estate Training   Client and Prospect Relationships Start by building relationships—not just transactions. Attend local business events, join networking groups, or even host informative workshops on market trends; these interactions can transform casual acquaintances into loyal clients. It takes time to build trust with clients at a local level, but that is part of growing your real estate market over time. Take on the challenge of expanding your market to drive long-term career growth. In this podcast, we will provide you with specific strategies to help you connect with new people in innovative and diverse ways.   Online Social Media We have all heard about social media and use it in different ways. In commercial real estate, there are specific strategies that apply to social media; however, it's essential not to spread yourself too thin or too far when it comes to your online marketing strategies. Develop a few social media strategies that you can implement every day in a simple and meaningful way. So where do you go to from here? Leverage social media platforms to showcase your expertise and connect with potential leads—think beyond traditional listings!   Telling Stories About the Property Market Share success stories, sneak peeks of upcoming properties, or insights that position you as a thought leader in the industry. When it comes to finding properties, embrace technology. Use advanced analytics tools to identify emerging markets before they hit mainstream radar. As part of your social media strategy, you can share local property market information with all of the client types that you work with and the property types that you specialise in.   Local Property Development Don't forget to work with the local property development market. Collaborate with local developers who may have off-market deals up their sleeves—these hidden gems often lead to fruitful partnerships. In closing on these crucial points, remember that every conversation is a chance to discover unmet needs; listen closely. There are plenty of people in the property market to help in so many different ways, and you can build strategies around that. Whether it's a startup searching for its first office space or an investor seeking high-yield opportunities, understanding their vision will set you apart as a top real estate agent in this competitive landscape.

In today's competitive commercial real estate market, standing out as an agent requires innovative and effective strategies. Our latest podcast episode delves into the transformative power of location-based prospecting as a game-changing business strategy for commercial real estate agents specializing in sales and leasing. Think about your property market and consider how you would like to make it grow; then use location-based prospecting as a base strategy. Get a full copy of the podcast episode text here at the website: https://commercial-realestate-training.com/how-to-use-location-based-prospecting-to-grow-your-real-estate-business/ Why do this? Discover how harnessing the power of data and local insights can give you a competitive edge, enabling you to identify and connect with high-potential prospects within specific geographic areas. By tailoring your approach to the unique characteristics of each location, you can build stronger relationships, uncover hidden opportunities, and close deals faster. Join us as we explore the practical benefits of this targeted strategy, from maximizing marketing ROI to streamlining your lead generation efforts. Whether you're a seasoned professional or just starting out, this episode offers valuable insights and actionable tips that will help you navigate the evolving landscape of commercial real estate with confidence and success. Tune in and revolutionize your prospecting approach today—your next big deal could be just around the corner!

In the fast-paced realm of commercial real estate, as an agent, mastering effective time use is akin to wielding a superpower. Every minute counts when you're juggling prospecting, marketing, client meetings, property showings, and market research. The use of your time is so important to the results you can get in your real estate business in the coming year. One common frustration for most commercial real estate agents will be the creation of new business and the systems they use to achieve that. Every day there are pressure points on agents to achieve better results, create momentum with transactions, and find new business. The effective use of your time will help you achieve better results; ultimately, that is the system you should strive to apply in your diary. One strategy to elevate your time management game is the "Time Blocking" technique. By segmenting your day into dedicated blocks for specific tasks—like prospecting leads from 9 AM to 10 AM and focusing on deal analysis from 2 PM to 3 PM—you can minimise distractions and heighten productivity. You can also choose to optimise the things that are more important to the use of your time and the results that you seek. What are your priorities? Consider prospecting for new business, clients, transactions, marketing, inspections, and negotiations. Some days for you will see more bias on one of more of these items. You can prioritise your daily activities to a '1,2,3' system. The most important things will be the item '1' issues; they have to be done. So the question is, 'What are those item 1 issues for you?' Let's look at some other tools as well. Consider leveraging technology. Utilise apps that automate reminders or schedule follow-ups seamlessly; this not only keeps you organised but also frees up mental space for strategic thinking. Consider implementing the "Two-Minute Rule": if a task takes less than two minutes, tackle it immediately rather than adding it to your growing list. Additionally, don't overlook the power of delegation because a lot of what needs to be done in commercial real estate sales or leasing can be done by administrative staff. Whether it's hiring an assistant or collaborating with another agent on larger deals, sharing responsibilities can amplify efficiency and allow you to focus on high-impact activities that drive revenue growth. Balancing urgency with importance will ultimately pave the way for sustained success in this competitive industry. Check out the podcast for practical ways of improving your real estate business through better use of your time and your diary. Read the full article here: https://commercial-realestate-training.com/battle-tested-time-management-systems-for-commercial-real-estate-agents/

In this episode, we dive deep into the critical decisions and numerical strategies that commercial real estate agents must consider when prospecting and closing new deals. Understanding the importance of listing choices and the impact of numbers can significantly enhance your success in the competitive real estate market. We'll explore key factors such as market analysis, property valuation, and client needs, providing you with actionable insights to refine your approach and achieve better outcomes. Whether you're a seasoned agent or just starting out, this episode is packed with valuable tips and strategies to help you navigate the complexities of commercial real estate transactions. Tune in and elevate your game with expert advice and practical guidance. Get your copy of the full episode text at Ideal Choices in Listing Numbers in Commercial Real Estate Agency – Commercial Real Estate Training    

Today, successful commercial real estate marketing requires a well-directed and focused approach. Your ability to generate elevated inquiries for quality listings is a testament to your expertise as an agent. Clients will feel more confident if you build connections and conversations around all your listings and your location. In this podcast, John Highman shares simple yet effective steps to better marketing of your commercial real estate listings. Get a copy of the full text of this audio at: https://commercial-realestate-training.com/high-powered-marketing-tips-for-commercial-real-estate-agents/ In my experience, low-quality and overpriced listings can waste a lot of your time as an agent. To avoid this, only take on listings that are well-structured, located, and priced correctly. It is important to list your properties correctly, at the right price, and the right way. It is usual for the local property market to undergo significant changes and adjustments. When pitching your local real estate services to clients, you should use comparable evidence from other local properties. Identify what is happening in the local property market with your client's focus and interest in properties. List at the right price every time. If the client refuses to accept today's market trends, it may be best to walk away from the listing rather than wasting time trying to negotiating a compromise. Overpriced listings tend to generate little interest and can result in a disappointing outcome for both parties involved. Failing to adhere to market trends often leads to disillusioned clients and lost time. It's essential for agents not to fall into this trap and instead focus on pursuing other commercial real estate opportunities and clients who are willing to work within current market conditions.  

As an agent, your time is your most valuable resource. In the fast-paced world of commercial real estate, momentum can be a game changer. John Highman shares some focus points in this podcast for using your time effectively in growing commercial real estate sales and leasing. Picture your day as a train gathering speed—the more you build up that initial push, the easier it becomes to keep moving forward. Start each morning with small wins: respond to emails, make those introductory calls, or finalize property listings. These seemingly minor tasks create an energetic ripple effect. As you tackle your to-do list and celebrate tiny victories throughout the day, you'll notice how motivation builds upon itself. Just like snow cascading down a hill—what begins as a few scattered flakes can transform into an unstoppable avalanche! Embrace this energy by setting time blocks for high-priority tasks when you're most alert. Don't underestimate the power of rhythm and processes in your work routine; find what times fuel your focus best and align challenging tasks with them. Remember to maintain flexibility—sometimes opportunities pop up unexpectedly—and harness their potential without losing sight of your goals. Whether it's closing deals or networking at events, let that growing momentum guide you toward sustained success in your commercial real estate journey. Visit our website here for more tips on commercial real estate time management: https://commercial-realestate-training.com 

In the competitive world of commercial real estate brokerage, the key to elevating sales performance lies in the quality of listings. Today's podcast delves into effective strategies that can transform how real estate sales agents approach the market.  Its all about target marketing and a bias towards the better properties and well intentioned clients. Check out the full article and print it off right here:   https://commercial-realestate-training.com/improve-your-commercial-real-estate-sales-this-way/

In the fast-paced world of commercial real estate, setting the right price for a property listing is more than just a number—it's a strategic decision that can make or break a deal. As a sales agent, your expertise in evaluating the market, understanding the value of the property, and communicating this to your clients is crucial.  Check out our detailed post on this topic right here: https://commercial-realestate-training.com/listing-commercial-property-avoid-pricing-too-high/ In our latest podcast, we delve into the intricacies of pricing strategies and their pivotal role in the listing process. We discuss the best marketing methods that highlight the property's worth and resonate with the intended audience. We explore the campaign process, emphasizing the importance of targeting the right demographic to ensure maximum exposure and engagement. Join us as we provide insights and practical advice on navigating the complexities of commercial real estate pricing. Whether you're a seasoned professional or new to the industry, this podcast will equip you with the knowledge to guide your clients and secure successful outcomes confidently. Tune in to learn about: - The art of setting a competitive price that reflects the current market trends. - Innovative marketing techniques tailored to captivate the right buyers. - Crafting a compelling campaign narrative showcasing the property's unique selling points. - Leveraging data analytics to fine-tune your marketing approach and pricing strategy. Don't miss out on this valuable resource designed to enhance your expertise and effectiveness as a commercial real estate sales agent. Listen now and elevate your property listings with precision pricing and targeted marketing.  Read the full article right here  https://commercial-realestate-training.com/listing-commercial-property-avoid-pricing-too-high/ Remember, in commercial real estate, the right price is not just a figure—it's the foundation of a successful sale. Let's make every listing count.

In the competitive world of real estate, agents are constantly seeking new strategies to expand their client base and secure more listings. One traditional method that remains a staple is cold calling. However, this approach is not without its challenges. Today, we delve into the common hurdles real estate agents face when making cold calls and offer practical solutions to turn these potential setbacks into successful opportunities.   Check out and print the full article about cold calling at our website right here.   The Hurdle of Rejection Rejection is an inherent part of the cold-calling process. Many agents struggle with the negative responses they receive, which can lead to demotivation and reluctance to continue.   Solution: Embrace Rejection as a Learning Tool Successful agents understand that rejection is not personal. Each 'no' brings you closer to a 'yes' and provides valuable insights into your approach. Use rejection as feedback to refine your pitch and improve your communication skills.   The Challenge of Gatekeepers Gatekeepers, such as receptionists or personal assistants, can block an agent's access to potential clients.   Solution: Build Rapport with Gatekeepers Treat gatekeepers with respect and kindness. Establishing a positive relationship not only increases your chances of being put through to the decision-maker but also gives you a sense of control over the situation. Remember, if approached correctly, gatekeepers can become your allies.   The Issue of Timing Finding the right time to call can be tricky. Call too early, and you may catch someone before their day has begun; too late, and they may be winding down.   Solution: Optimize Your Calling Schedule Through trial and error, identify the time slots that yield the best response rates. Typically, mid-morning and mid-afternoon are effective times to reach out.   The Problem of Lack of Preparation Cold calls made without adequate preparation often result in poor delivery and a lack of confidence.   Solution: Prepare and Practice Before dialling, ensure you clearly understand your value proposition and the needs of the person you're calling. Role-play various scenarios with colleagues to build confidence.   The Obstacle of Irrelevance In marketing messages, standing out is more important than ever.   Solution: Personalize Your Approach Research your prospects before calling. Tailor your message to address their needs and interests, making your call relevant and engaging.   By addressing these common problems with thoughtful solutions, real estate agents can transform their cold-calling efforts from dreaded tasks into rewarding activities. These solutions have the power to inspire and motivate, turning potential setbacks into successful opportunities. Persistence and a positive attitude are crucial to success in cold calls. Happy dialling!

In the dynamic landscape of commercial and retail property management, staying abreast of market trends is not just beneficial—it's imperative. For landlords, having a clear understanding of the current market conditions, including vacancies and leasing activities, can be the difference between a thriving investment and a stagnant one. This is where the importance of comprehensive leasing reporting comes into sharp focus. Check out the parent article here for your printing and reference. https://commercial-realestate-training.com/landlord-reporting-tips-in-commercial-property-leasing/  Leasing reports are more than just documents filled with numbers and statistics; they are a narrative of the property's performance and market position. They provide insights into tenant demographics, rental rate trends, occupancy levels, and competitive analysis. This information empowers landlords to make informed decisions, whether it's adjusting leasing strategies, setting competitive rental rates, or planning property improvements to attract and retain tenants. Property managers play a pivotal role in this process. By dedicating time to regularly update their landlord clients with detailed leasing reports, they foster a proactive approach to property management. This ongoing communication ensures that landlords are not left in the dark about their property's status and can quickly adapt to changes in the market. Moreover, leasing reports serve as a tool for transparency and trust-building between property managers and landlords. They demonstrate a property manager's commitment to the landlord's success and provide a basis for strategic discussions about the property's future. In conclusion, leasing reporting is not just a task to be checked off a list; it is a vital service that property managers provide to their clients. It is the lens through which landlords can view the market and navigate their way to success. As the commercial and retail property sectors continue to evolve, the value of timely and thorough leasing reporting cannot be overstated. It is, without a doubt, a cornerstone of effective property management and a practice that should be embraced and prioritized for the benefit of landlords and their investments. Check out the parent article here for your printing and reference. https://commercial-realestate-training.com/landlord-reporting-tips-in-commercial-property-leasing/ 

In this podcast, John Highman talks about how you can and should condition landlords to the real market conditions in leasing property. There are plenty of vacancies to service in commercial property today. This podcast will show you how to work with that opportunity. Check out the full article here. https://commercial-realestate-training.com/bridging-the-gap-conditioning-landlords-to-real-time-market-conditions-in-commercial-real-estate-leasing/  What do you need to think about? Before entering any negotiation, a comprehensive analysis of the local real estate market is crucial. This includes studying factors such as current rental rates, vacancy rates, tenant demographics, and economic forecasts. Landlords should also be aware of any new developments, zoning changes, or shifts in consumer behaviour that could affect demand. Landlords must set realistic expectations based on their market analysis. Overpricing can lead to prolonged vacancies, while underpricing may attract tenants but ultimately reduce revenue. A balanced approach that reflects the true value of the property in its current context is key to successful leasing. Here is the article in printable form for your reference and retention. Bridging the Gap: Conditioning Landlords to Real-Time Market Conditions in Commercial Real Estate Leasing – Commercial Real Estate Online (commercial-realestate-training.com)

In this podcast today, we share important facts about listing premises for leasing and how you can connect more effectively with landlords to get a better lease outcome. Understanding and adapting to real market conditions is a crucial skill for commercial real estate agents in leasing when working with landlords. By staying updated on the market, establishing credibility, setting realistic expectations, using strategic negotiation techniques, and utilizing technology, you can assist landlords in making well-informed decisions that result in successful lease agreements. It's important to remember that your role as an agent is not solely to facilitate leasing transactions but also to be a trusted advisor who helps landlords navigate the complexities of the market. By doing so, you can build lasting relationships and a reputation for delivering value in every transaction. Check out the full article here for printing and retention.  https://commercial-realestate-training.com/commercial-leasing-agents-talk-frankly-with-your-landlord-clients/ 

In the high-stakes world of commercial real estate brokerage, prospecting is the lifeblood of success for all agents. However, it's not uncommon for some agents to experience moments of panic and frustration when faced with the daunting task of consistently generating new business. The key to overcoming this anxiety lies in developing and implementing effective prospecting systems that not only streamline the process but also yield fruitful results.   In this podcast today, you will learn how to solve 'prospecting panic' and get more clients and listings from your prospecting activities over time. Simply, you can make your real estate business easier.  Get a full copy of the text for this audio program at our website page right here.

The integration of automation in cold calling systems presents a significant advantage for commercial real estate agents as they strive to find clients and listings. Today, in this podcast we share some ideas about how you can make cold calling a successful part of your real estate day and business. By adopting these strategies, all agents can refine their lead generation process, increase productivity, and stay ahead in a competitive market. As the industry continues to evolve, those who embrace innovation will find themselves at the forefront of success.  Get the full article about this here Automated Cold Calling Tips for Commercial Real Estate Agents – Commercial Real Estate Online (commercial-realestate-training.com)

The investors and company owners that we work with and support require more assistance and professional advice as the commercial real estate market fluctuates. Today's podcast features John Highman discussing the tactics that are most pertinent to agents in terms of offering expert assistance and, in the end, locating the most needed listings and clients. Here is the article's link for your perusal and reference. https://commercial-realestate-training.com/strategies-for-commercial-real-estate-agents-in-a-dynamic-market/

In today's program we cover three topics that are all sales related and they can help you build your momentum with clients and listings in brokerage.  These are the sections of the program: Strategies to understand if you are good enough in real estate sales, and how you can improve that. How to build an authentic database system that will actually help you find more listing opportunities. How you can be ahead of the real estate marketing game as an agent today. Take these points and turn them into real estate systems and tools that you personally use. Real estate, and particularly that of commercial real estate is immensely rewarding if you take the time to focus on your systems and activities. These three modules will help you do that.

In the dynamic landscape of today's property market, commercial real estate agents play a pivotal role in navigating the complexities of market share and the burgeoning growth of opportunities. Their expertise is crucial in identifying emerging trends, leveraging data analytics to forecast market movements, and providing clients with strategic insights that align with their investment goals. Today's podcast by John Highman talks about how top agents can assess market share and the opportunities that are available. Check out and print the full article here: https://commercial-realestate-training.com/top-agent-performance/ What value do you bring to your client base and brokerage business? As stewards of market intelligence, top agents are instrumental in guiding investors through the intricacies of commercial real estate transactions, ensuring that decisions are data-driven and future-focused. The value they add is not just in the transactions they facilitate, but also in their ability to anticipate market shifts and position their clients at the forefront of potential growth areas, making them indispensable in the pursuit of commercial real estate success.

Welcome to today's podcast which is all about listings and "Mastering the Market," the essential podcast for commercial real estate agents looking to elevate their listing game. In this program, we delve into the competitive world of commercial real estate, providing you with the insider knowledge and actionable strategies needed to outshine the competition and win listings. As mentioned in the podcast, here is the full article for you to print off and retain as a reference tool in commercial real estate A Simple Formula for Winning More Commercial Real Estate Listings – Commercial Real Estate Online (commercial-realestate-training.com) The message today in commercial real estate is that you don't have to struggle with listings; you just have to build a systematic approach to your real estate business and your recommendations. That is what this podcast talks about.   Use the six ideas to do more, say more, and reach out to more clients so you can get better results in the property market. Whether you're a seasoned professional or just starting out, our expert insights will help you navigate the complexities of the market, build lasting relationships with clients, and secure those coveted listings. Tune in as we explore the art of the deal in commercial real estate.  

In this pivotal episode of our podcast, we delve into the evolving landscape of commercial real estate and the strategic manoeuvres agents must undertake to thrive. With the property market undergoing significant changes, it's more crucial than ever for commercial real estate agents to adapt, innovate, and steadfastly pursue growth. This episode is a treasure trove of insights, offering six indispensable tips designed to empower agents to find more clients and listings and excel in a competitive environment.   Follow the link to article for printing https://commercial-realestate-training.com/commercial-real-estate-agent-career-tips/   Firstly, we explore the importance of leveraging change to stay ahead of the curve. From utilizing CRM tools for better client management to adopting the latest in virtual tour software, technology is a game-changer in enhancing visibility and efficiency. Secondly, we discuss the power of networking and building strong relationships with potential clients, fellow agents, and industry professionals. Establishing a robust network is invaluable for referrals, partnerships, and gaining insider knowledge on market trends.   Each tip provided in this episode is backed by practical advice and real-world examples, making them actionable for agents at any stage of their career. Whether you're looking to refine your strategy, expand your clientele, or stay relevant in a rapidly changing market, this episode is your guide to navigating the complexities of commercial real estate with confidence and proficiency. Join us as we unpack these six critical tips, ensuring you can seize opportunities and propel your business to new heights.

Welcome to our latest podcast episode dedicated to the savvy commercial real estate agent. Today, we delve into a critical aspect of property sales: reviewing the tenant mix and leases before bringing an investment property to the market. Whether you're a seasoned agent or just starting out, understanding the intricacies of tenant composition and lease agreements can make or break a successful sale. Join us as we explore why this due diligence is paramount and uncover valuable insights to enhance your approach in the competitive real estate market. Check out and print the full article here for future reference https://commercial-realestate-training.com/how-to-review-lease-details-in-selling-a-commercial-property/

A listing pitch is something that all real estate agents do today. In this changing property market, that listing pitch has to be tuned to the property, the client, the target market, and the economy. In today's podcast we share ideas around that so you can get better results with your listing presentations with clients in a competitive situation. Before we go into the tactics, let us first understand the current state of the property market. To remain competitive, agents must adapt to changing trends, developing technologies, and growing client expectations. In today's market, clients want more than simply a transaction; they want expertise, insights, and tailored solutions that meet their specific demands and goals. They want a result. Check out the podcast today. Check out the full article here and print it for your reference Presentation and Sales Pitch Tips for Commercial Real Estate Agents – Commercial Real Estate Training Online (commercial-realestate-training.com)

Are you a shopping centre owner or manager looking to boost your income and asset value? Do you want to learn the best practices and strategies for leasing and managing your retail properties? If so, you don't want to miss this podcast episode!   Get a copy of the notes from this podcast (for printing and retaining) right here.    In this episode, I will share with you the important aspects of shopping centre leasing and performance that can make or break your investment. You will learn how to:   Create a tenant mix that attracts customers and maximizes sales Select the right tenants for your location, market and vision Negotiate leases that are fair, flexible and profitable Manage vacancies and tenant turnover effectively Enhance your property's appeal and reputation   By applying these principles, you will be able to optimize your shopping centre portfolio and achieve higher returns. Whether you own one or multiple properties, this podcast will give you valuable insights and tips to improve your leasing and performance.   So tune in and discover the art of shopping centre leasing!

In today's podcast I want to talk about negotiation skills and the essential ones we need to work with and improve in commercial real estate brokerage.  Here is a resource for you. Print the full article from the website right here Principles of Negotiation in Commercial Real Estate Leasing – Commercial Real Estate Training Online (commercial-realestate-training.com) Why worry about improving your negotiation skills? Think about the property market. Negotiation skills are the foundation of successful transactions in the ever-changing commercial real estate brokerage landscape. Be the best you can be at property negotiations, and refine your skills using these ideas. In today's competitive market, where every deal is a battleground of interests, mastering the art of negotiation is not only advantageous, but also necessary. Whether navigating complex sales agreements or brokering high-stakes leasing transactions, effective negotiation can mean the difference between closing deals that exceed expectations and missing out on opportunities. Of course, things are changing today and we have to be better agents at what we do and how we do it. Bringing parties together is part of that. Communication skills and negotiations in commercial real estate are fundamentally a delicate dance of strategy, communication, and compromise. What happens here? It is about more than just negotiating terms; it is about understanding all parties' motivations and priorities and using that knowledge to craft mutually beneficial agreements. A skilled negotiator is more than just a dealmaker; they are a problem solver, diplomat, and visionary capable of devising innovative solutions to even the most difficult challenges.

Welcome to the podcast, where we share tips and insights for success in the real estate industry. In this episode, we'll discuss the value of connections and habits in finding and working with landlords and tenants. In today's episode, we are talking about the important habits and skills required in leasing premises today. Check out and print this article at our website here.  As a leasing agent, you understand that your network determines your nett worth. To effectively and efficiently match landlords and tenants, you must first establish strong relationships with both parties. You should also communicate with them on a regular basis in order to anticipate their needs and preferences and provide excellent service.  But how do you form and maintain these connections? One of the most important factors is your habits. Habits are actions that you repeat without much thought or effort. They influence your identity, reputation, and results. Habits can either benefit or harm you, depending on whether they are positive or negative.  

Lead generation is one of the most crucial aspects of being a successful commercial real estate agent. Without leads, you won't have clients, and without clients, you won't have commissions. But how do you find and attract qualified leads in a competitive and dynamic market? Check out the full article here: https://commercial-realestate-training.com/crucial-skills-for-agents-in-lead-generation-today/ One of the best ways to generate leads is to use market intelligence. Market intelligence is the information and insights that you gather about your target market, such as current trends, opportunities, challenges, and customer preferences. By using market intelligence, you can:   Identify the most profitable niches and segments in your market Understand the needs and pain points of your potential customers Create tailored and relevant value propositions and marketing messages Position yourself as an expert and a trusted advisor Nurture and convert your leads into loyal customers   In this podcast, we will discuss how you can use market intelligence as part of your lead generation strategy. We will cover:   The sources and tools that you can use to collect market intelligence The key metrics and indicators that you should track and analyze The best practices and tips for using market intelligence effectively The common mistakes and pitfalls that you should avoid   If you want to learn how to use market intelligence for lead generation, tune in to this podcast and get ready to take your commercial real estate business to the next level. https://commercial-realestate-training.com/crucial-skills-for-agents-in-lead-generation-today/

Introduction: Hello, fellow commercial real estate agents. This is another episode of John Highman's Commercial Real Estate Online Podcast. I'm delighted to have you join me today as we discuss an important aspect of our industry: the art of precise marketing in commercial real estate sales and leasing. In this episode, we'll reveal the secrets to making your property listings stand out through targeted advertising and marketing strategies. These insights are intended to not only attract attention, but also convert that attention into useful inquiries. Get your full copy of this podcast text by visting our website article right here.   Understanding Your Audience: First and foremost, successful marketing requires a thorough understanding of your target audience. As commercial real estate agents, we must tailor our strategies to address the needs and preferences of property investors, business owners, and prospective tenants. In this episode, we'll look at how to conduct thorough market research to find the unique selling points that will captivate your target audience.   Crafting Compelling Property Narratives: Every property has a story, and it is our responsibility as agents to tell it in a way that captures and engages potential buyers. We'll talk about the power of storytelling in commercial real estate marketing and walk you through the process of developing narratives that highlight your listings' strengths and opportunities. Whether it's an industrial warehouse, a prime office space, or a bustling retail location, we'll find the features that make your properties appealing.   Utilizing Digital Platforms Effectively: In today's digital age, a strong online presence is essential. We'll look at the most recent digital marketing trends and platforms, as well as how to use social media, online listings, and other digital tools to increase visibility. From creating visually appealing content to utilising targeted advertising, we'll provide actionable advice to help you improve your online marketing game.   Conclusion: Finally, mastering the art of precision in your marketing efforts can make a significant difference in the competitive world of commercial real estate. Understanding your audience, crafting compelling narratives, and effectively utilising digital platforms will not only attract more inquiries, but also establish you as an industry leader. Thank you for tuning in, and until next time, happy selling and leasing!

Industrial properties present a distinct set of challenges and opportunities for both buyers and sellers in a rapidly changing real estate market. As the demand for industrial space grows, real estate agents face the complexities of listing industrial properties for sale or lease. In this podcast episode by John Highman, we discuss the importance of checklists in ensuring a consistent and comprehensive approach to marketing and managing industrial real estate.   Need more detail? Check out and print to full article here: Commercial Real Estate Agents – Tips for Inspecting Industrial Property – Commercial Real Estate Training Online (commercial-realestate-training.com)   The industrial sector is well-known for its complex nature, with properties ranging from warehouses and distribution centres to manufacturing facilities. To successfully navigate this terrain, you'll need a meticulous strategy, which is where our 19-point checklist comes in. Each factor on the checklist is carefully curated to address the unique nuances of industrial properties, giving real estate agents a comprehensive framework for success.   Today, the industrial real estate market is experiencing unprecedented growth and transformation, owing to technological advancements, shifts in supply chain dynamics, and changing consumer behaviours. Given the market's complexity, the importance of a structured approach cannot be overstated. Real estate agents who use a detailed checklist can streamline their processes, ensuring that nothing is overlooked during the complex dance of listing industrial properties.   Our checklist covers everything from zoning and environmental assessments to understanding the specific requirements of potential tenants or buyers. In an era when attention to detail can make or break a deal, having a comprehensive checklist at your disposal is invaluable. Tune in to this episode as we go over the 19 factors that will not only improve your approach to listing industrial properties, but will also distinguish you as a knowledgeable and trustworthy agent in the competitive world of real estate. It is time to realise the full potential of industrial real estate through strategic and thorough listing practises.

Welcome to Commercial Real Estate Online Podcast Show with John Highman, your go-to source for navigating the intricate world of commercial real estate. In today's episode, we're diving into the art of specialization and how honing in on a niche can revolutionize your approach to business development, helping you create new opportunities with clients and listings. Join us as we unravel the power of niche mastery in commercial real estate. Our expert guests will share their experiences and insights into identifying, selecting, and dominating a specialized market segment. From industrial properties and retail spaces to unique commercial niches, we'll explore how tailoring your skills can set you apart from the competition and position you as a sought-after expert in your field. Discover the strategies for effectively marketing your specialized expertise, attracting clients who specifically seek your unique skill set. We'll also explore how specialization can open doors to exclusive listings, allowing you to build a portfolio that reflects your expertise and passion. If you're a commercial real estate agent ready to take your career to new heights by specializing your skills, this episode is a must-listen. Tune in to "Niche Mastery: Elevating Your Commercial Real Estate Game through Specialization," and unlock the key to creating a thriving and specialized real estate business that attracts both clients and listings. Don't miss out on this insightful conversation that could reshape the trajectory of your commercial real estate journey! Check out our website articles right here for more tips and tools for brokerage today.

Welcome to another empowering podcast episode of Commercial Real Estate Online with John Highman, where we dive deep into the world of commercial real estate and explore proven strategies to elevate your business. In today's episode, we'll unravel the secrets behind boosting your success as a commercial real estate agent by enhancing client relationships and maximizing your listings. Check out our website for more free tips and information right here.  

Staying ahead of the curve in the fast-paced world of commercial real estate is more than a goal; it's a requirement. In our most recent podcast episode, we discuss the critical role of market intelligence for commercial real estate agents. Join us as we explore the untapped opportunities that emerge when agents gather and leverage critical information about the local real estate market. Read and print the full article right here.

Welcome, fellow retail realm enthusiasts, to another insightful dive into the world of shopping center management! In today's podcast blog post, we're unraveling the intricate dance between success and the selection of the right tenants for your retail haven. Picture this: a shopping center as a vibrant ecosystem, where each tenant plays a crucial role in the symphony of commerce. As managers and landlords, the art of curating a tenant mix that not only attracts foot traffic but also harmonizes with the overall theme and demographic is paramount. However, the journey doesn't end with signing leases; it merely begins. Join us as we navigate the labyrinth of tenant retention plans, unraveling the strategic threads that weave a robust fabric to keep your tenants thriving and your shopping center pulsating with energy. From personalized engagement to innovative marketing approaches, we'll explore the tools and tactics that transcend the conventional, ensuring that your retail space becomes not just a location but a destination. So, buckle up for an insightful exploration into the pivotal realm of finding, fostering, and forever retaining the right tenants for your retail shopping center. It's time to elevate your management game and create a space where businesses flourish and shoppers find more than just products—they find an experience.  Check out the full article at our website right here.

Pricing: The Art and Science of Valuing Properties Pricing is one of the most important factors that influence the success of a commercial real estate transaction. Pricing too high can deter potential buyers, while pricing too low can leave money on the table. Therefore, agents need to use a combination of art and science to determine the optimal price for each property. The art of pricing involves understanding the market conditions, the buyer's preferences, the seller's goals, and the property's unique features. The science of pricing involves using data and analytics to compare similar properties, assess market trends, and calculate the return on investment. By combining both art and science, agents can create a pricing strategy that reflects the true value of the property and appeals to the target audience. Marketing: The Key to Generating Leads and Closing Deals Marketing is another crucial factor that affects the outcome of a commercial real estate transaction. Marketing is not only about advertising the property, but also about creating a compelling story that showcases the benefits and opportunities of the property. Marketing is also about reaching out to the right prospects, building relationships, and providing value. You can check out the full article about this here at our website.

The commercial real estate industry is highly competitive and profitable, but it demands a lot of skill, strategy, and persistence to succeed. To control and close more deals in today's competitive market, you need to follow some proven best practices that can help you stand out from the crowd and win over your prospects. Here in this podcast are some tips to help you achieve your goals.  Also check out the full article here for printing.

In the dynamic landscape of commercial real estate, local area marketing stands out as a crucial element in starting and shaping a successful real estate business strategy at both agent and brokerage level. Competition is fierce, and the property market is saturated with diverse offerings. As part of that, connecting with the local community becomes a strategic imperative. There are plenty of property investors and business owners to connect with. In this podcast today, we share some ideas to help you with that. Note: You can get the full website article to print off at this link here. It is time to grow your real estate business using these ideas. Tapping into the local area using specific systems and processes allows an agent to establish a meaningful presence within a location or allocated territory. What is it about? It's about more than just putting up a sign; it's about becoming a recognisable and integral part of the local fabric. This presence fosters trust among community members, who are more likely to engage with a real estate agent they perceive as invested in and committed to the local area. That is where the new business can be found.

Developing a niche as a property manager and staying ahead of the competition in the competitive world of commercial and retail property management necessitates a combination of technological adoption, customer-centric practises, market intelligence, proactive maintenance, targeted marketing, and strategic networking. Check out our special article on property management here. By incorporating these strategies into your approach, you will not only meet but also exceed client expectations, solidifying your position as a specialist property manager with a competitive edge in today's volatile property markets. In the ever-evolving landscape of commercial and retail property management, staying ahead of the curve is key to success. As a specialist property manager, your role is not just about maintaining properties; it's about building a competitive edge that sets you apart in the market as a strategic property manager that adds value for clients and their properties. Here in this podcast today are strategic insights to help you thrive in the dynamic world of commercial and retail property management.

In the competitive arena of commercial real estate, knowledge is power. In this podcast we share the eight different ways you can use market information to win more listings as an agent in your location. Know that a well-informed agent not only survives but thrives in the dynamic environment. From understanding local market nuances to staying ahead of industry trends, market knowledge is the linchpin that elevates an agent from good to exceptional. As the industry continues to evolve, embracing a commitment to continuous learning and market awareness becomes not only a professional advantage but a cornerstone of sustained success in commercial real estate. Check out the full article here to print. https://commercial-realestate-training.com/mastering-the-terrain-market-knowledge-tips-for-todays-agents/

As a commercial or retail property manager, you understand that your role is to provide exceptional client service and deliver unique recommendations and strategies to improve your property investments' performance. So why would a client or property owner use you to manage their properties today? Your answer has to be specific and market-relevant. Not all property managers are the same, and you should not be. But how do you stand out from the crowd and gain a competitive advantage in a constantly changing and challenging market? Focus Facts for Property Managers Here are some tips to help you achieve your goals and become a trusted advisor to your clients. Understand your market. To provide effective advice and solutions, you must have a thorough understanding of the market conditions, trends, opportunities, and threats that affect your properties and clients. To stay up to date on the latest developments and best practises in your industry, you should conduct market research, analysis, and benchmarking on a regular basis. Get to know your customers. You must understand your clients' needs, expectations, goals, and preferences in order to develop long-term relationships with them. You should communicate with them frequently, listen to their feedback, understand their problems, and provide tailored solutions that are tailored to their specific circumstances and goals. Understand your properties. To manage your properties efficiently and effectively, you must be familiar with all aspects of them, including their physical condition, maintenance, leasing, tenant relations, financial performance, compliance, risk management, and so on. You should conduct regular inspections, audits, reports, and reviews to ensure that your properties are in good condition and aligned with the goals of your clients. Understand your value proposition. To set yourself apart from the competition, you must have a clear and compelling value proposition that highlights your unique skills, experience, expertise, and accomplishments. You should emphasise how you can add value to your clients' property investments by increasing occupancy, lowering costs, improving tenant satisfaction, increasing asset value, and generating higher returns, among other things. Understand your network. You need a strong and diverse network of contacts and partners to support you in your property management activities if you want to expand your opportunities and leverage your resources. Relationships with industry associations, peers, mentors, suppliers, contractors, consultants, brokers, lenders, investors, and other stakeholders who can provide you with insights, referrals, leads, assistance, and collaboration should be nurtured. By implementing these suggestions, you can gain a competitive advantage in commercial and retail property management and establish yourself as a valuable partner to your clients. You can also demonstrate your market professionalism, credibility, and reputation, attracting more business opportunities.

Today's podcast is all about retail shopping centres and how to manage and lease them.  Centre managers and leasing managers can establish a 'game plan' for the property. Here is why and how to do it. Developing a comprehensive business or game plan is critical in the world of shopping centre management and leasing. Success in today's dynamic and competitive retail environment is dependent on strategic foresight and calculated decision-making. That is in all leasing and rental matters. Why do it? A well-thought-out plan acts as a road map, guiding property owners, managers, and leasing professionals through the industry's complex terrain, given the particular property.

In the fast-paced world of commercial real estate, becoming a top agent is a coveted achievement. Top agents are the ones who consistently secure lucrative deals, build strong client relationships, and enjoy a thriving career. While it's not always an overnight process, several strategies can help commercial real estate agents strive for top-tier results. In this podcast, John Highman will explore these key strategies and provide actionable tips to help you towards becoming a top agent. Check out the article about this at our website right here. 

In this podcast, we share some ideas about building market share. Building a thriving commercial real estate business requires hard work, adaptability, and a dedication to excellence at agent level. By implementing these strategies and staying focused on your objectives, you can establish yourself as a trusted expert in your niche and build a business that will last for years. Remember that success in the industry is built on hard work, integrity, and a genuine desire to meet your clients' needs.  Connect with clients and start conversations; you will find the listings that way. Need more ideas? Check out our website here.

Where are the opportunities to be found in commercial real estate today? In your mobile phone and the systems of using it.  In today's podcast we give you strategies to help you find new people with a need or focus in property investment and commercial real estate ownership. What does that mean? Particularly listings in sales, leasing, and property management activity. The best agents use the telephone every day to find quality clients to serve. It is critical to understand that cold calling does not exist in isolation. In today's real estate market, technology can help to supplement cold calling. Before making a call, you can research prospects online to ensure that your conversation is relevant and valuable to them. Cold calling combined with other communication channels, such as email and social media, can improve your overall outreach strategy. Check out the fuller article on cold calling right here at our website.