Commercial Real Estate

With the permission of : Le Collège de L'immobilier du Québec

According to the current Real Estate Brokerage Act, all real estate agents with a valid Certificate of Practice can work in residential real estate, commercial real estate or as a mortgage agent. Under the next Act, which was passed in May 2008 but has not yet come into force, this situation may change since each “specialization” will require a different permit. The duties and functions of commercial real estate agents are very similar to those of residential agents. However, they must have strong financial training. They must be able to handle a variety of brokerage operations such as the sale, purchase, exchange and leasing of a commercial property or lot, or a company. They deal with clients who are supported (or represented) by various experts such as lawyers, tax experts, accountants, valuators, architects, environmental and commercial design specialists, etc. If commercial real estate interests you, the Collège is now offering its Introduction to Commercial and Industrial Real Estate Program. This specialized program will be “recognized” when the new Act comes into force. The program (in French only) consists of the following 10 seminars: Commercial Leasing Basics Public Relations Preparing a Commercial/Business Sale or Lease File Introduction to the Industrial Field Understanding Business Valuation Environmental Analysis Taxation Selling a Retail Business Commercial Law Marketing Commercial Real Estate Fabienne Malenfant Relationist www.agentsbysector.com

Six Habits of Successful Agents

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Comments posted by HomeGain
Six Habits of Successful Agents
Seller Leads

Here's what our highly successful HomeGain agent members had to say about their reasons for success with online sellers:

Respond Quickly Respond within 24 hours or less. A timely response is the most important element of success. It conveys professionalism and lets prospects know that you are eager to have their business. Often a consumer chooses the agent who responds first.

Customize Stand out by adding specific comments about what you have read in the prospect's profile. Demonstrate that you have taken the time to listen to their concerns by responding to their comments and providing information that is applicable to only that consumer. Let them know that you know their neighborhood by mentioning facts that will make their home more desirable.

Anticipate Their Needs Take this one step further and give your preliminary price range evaluation based on recent sales and your knowledge of the neighborhood. Let the prospect know that you would like to meet with them in person to give a more accurate appraisal. This will make them want to continue the discussion with you face-to-face.

Highlight Your Successes Showcase your track record. Mention any sales that you have recently handled in their neighborhood, either representing a seller or a buyer. Tell them the average time your listings stay on the market.

Convey the Value of Your Sales Strategy Your proposal should include the steps you will take to sell their home. Sellers want specifics, so be sure to include them. Prove how they will benefit from your work. List venues where you will advertise a seller's home. If your brokerage office runs weekly newspaper ads, or if you plan to place their listing on five Internet listing sites, include these. Sellers want to know that you and your company will make a commitment to market their home.

Show Your Personality Make your reply as personalized as possible, and show an awareness of the needs expressed in your prospect's profile. The prospect wants to know that you want their business and that you'll dedicate yourself to working hard for them. It's important to have a good Internet "persona"; if a prospect likes your tone and the information you communicate to him or her, you'll have a much better chance of being contacted.

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