Starting a Career in Commercial Property Sales and Leasing

Commercial real estate is a specialised and lucrative part of the property industry. It does however require specialist knowledge and commitment to ongoing personal development if it is to be your career for a long time.You will see salespeople move from residential real estate into commercial real estate as part of a career change or improvement. Whilst that is quite possible and feasible, the commercial property type is quite different and demands an altered approach to marketing and selling.When it comes to commercial real estate as a career, it is wise to learn as much as possible about matters such as the following:
Property financing alternatives as they apply to the different types of commercial property require review and understanding; that is office, industrial, and Retail Property. The loan factors for commercial properties are predominantly based around the market value but also income generation and potential.
Each property type will have factors that apply to property improvements in the current market. Property owners and tenants require and seek particular levels of property improvements to support occupancy or property usage. Take time to understand what they are looking for in a property today.
The income for commercial property is generated from the lease documentation and the tenants in occupancy. This means that you need to understand the alternatives of lease occupancy in all property types. Find some existing lease documentation and read through it to see how it operates in support of a landlord cash flow.
Property performance and analysis involves a review of income and expenditure. This is required before a property can be taken to the market for sale.
Assessing and comparing property market values and rentals will always be part of the salespersons skill. In only this way can you completely understand how to sell or lease a property, and at the correct price or rental.
Commercial property performance is supported by three distinct disciplines. They are sales, leasing, and property management. The best people in the industry understand all disciplines how they can improve the property for the landlord.
Prospecting is part of the industry process and applies to commercial real estate listing for both sales and leasing. Every individual salesperson should develop and refine their prospecting processes so they can fill their sales pipeline with new opportunity.
Computer usage and software familiarity is part and parcel of the job. Today there is so much electronic marketing and communication going on that it has totally integrated into the commercial real estate industry. A good salesperson will be completely familiar with advanced computer usage and database software.
Presenting and pitching for new business is part of the job every day. Most listing presentations involve a number of agents chasing the same property. This says that every salesperson should be polishing their presentations skills so they are relevant and unique in the current marketplace.
Marketing a property today involves the traditional and also the electronic methods of marketing. That means the salesperson is comprehensively promoting property across the correct and most effective methods of advertising and marketing available in the local area. This choice of media will vary from property to property and location to location. Target marketing is critical to property promotion.
Negotiating and selling skills feature as the personal improvement process for each and every salesperson. Practice and diligence here is part of the process.
Customer service and follow-up is a part of every sale or lease transaction. When the deal is done, it still needs to be moved to finality and completion. This is the job of the salesperson; without this focus, timely settlement and delayed occupancy will occur.
Property documentation accuracy and compilation remain at the centre of a successful transaction. In most cases the salesperson will be involved in some form of documentation and must therefore have confidence and skill in creation of the right property document for the right circumstance.
So a career in commercial real estate involves a number of challenges and specialities. There are some other issues that can be added to this list, however these are the main items to get you focused and started in the industry.The industry belongs to those salespeople that are committed to personal improvement and customer service.