Commercial Real Estate - Hot Leads and Opportunities Surround You

In commercial real estate you will come across a lot of leads and opportunities each and every day. Your ability to check these out and follow through as appropriate will reflect in your ability to convert more business. You can get opportunities from simple things such as:

1. Watching other agents listings and signboards
2. Checking out the time on market for the older listings
3. Watching the changes in the business community
4. Reading the local newspaper regards businesses and decision makers
5. Checking out the regular changes to the planning regulations and zoning in your area
6. Talking to businesses about the area in which they are located in case any of the neighboring properties could be coming up for sale or lease
7. Finding the properties which were purchased or leased a number of years ago. These are likely to be the properties that will again create a fresh transaction or change.
8. Talking to old clients and contacts

The list can go on as the variations of opportunity are frequent. It's just a matter of what you see, what you think, and how you respond given the real estate market around you.

There is an old phrase that refers to the 'quick and the dead'. It is better to be quick than to be dead in commercial real estate; checking out opportunities is up to you in every respect.

Your 'gut feeling' is just the start of the opportunity process. Gut feeling has to be explored and qualified particularly if you want more listings in a controlled fashion. Salespeople typically make four fundamental errors when dealing with opportunity. They are:

1. They assume that they know everything regards the opportunity without asking further questions.
2. They forget that the competitive landscape will change each and every day and they must see those changes early.
3. When they validate information, they do so only once and do not expect a further change.
4. Some salespeople think there is an opportunity when in reality there is none.

Validating information is therefore a skillful process of positioning yourself for opportunity. To do this you bring together a number of key skills that are critical to the listing conversion process. They are:

1. Question everything with reasonable focus on detail.
2. Listen to the total response you get and take detailed notes.
3. Bring presence and relevance to the conversation so that all parties understand that you are genuine.
4. Checking all the information you are given before you take the final action.
5. When the information has been checked and is regarded as true and correct, then provide or give evidence of any critical matters in writing before you proceed.

Opportunity commercial real estate exists everywhere. Your ability to see the opportunity, check the opportunity, and convert the opportunity is fundamental to your a levels of listing success. Look at your market with open eyes, open ears, and a genuine intent. In this way you can convert more listings, more commissions, and more settlements.

John Highman is an expert coach in investment real estate, property performance, and tenant mix analysis for Real Estate Agents and Brokers. Learn about real performance opportunities here at http://www.commercial-realestate-training.com/sign-up-here.html

John helps brokers, and real estate agents improve their listing opportunities and commission ta