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How to Convert Prospects to Clients in Commercial Real Estate Brokerage | Commercial Real Estate Training Online
In commercial real estate brokerage, there will always be an abundance of prospects for you to work with and for. You simply need to find them and 'connect' in a professional way. By using the word 'prospects' I specifically mean the people that can be clients in the immediate or longer term. (NB - you can get more tips and ideas in commercial real estate in our 'Snapshot' course right here) Client Choices Choose your potential clients by type and value and then tap into the market segments. Focus on the right groups of people that you can serve and do so in a big way over time. Create your plan to do that; it's a personal thing, and it can't be delegated. There are no shortcuts to client contact and connection. Valuable People So, let's find those valuable people for your real estate business. Typically, those people are: Business owners operating in your territory Property investors owning local assets Tenants in the better buildings Property related people such as Accountants