“Work smarter, not harder.” It’s an old business adage you’ve probably heard many times—and it applies to prospecting for commercial real estate as well.
Finding new contacts and building relationships is the lifeblood of a commercial real estate broker, so it makes sense that you should have a dedicated approach to this area of business. You need to know exactly who is in your client pool, what motivates them and how to engage them.
This section details the essential components of prospecting and nurturing those potential clients. Putting these strategies into practice will keep your pipeline full, earn you more proposals and give you a higher yield.