SHIFT Commercial: How Top Commercial Brokers Tackle Tough Times

by Jay Papasan, Buddy Norman

Overview

Real estate shifts are easier to recognize than they are to acknowledge. One day job growth is beginning to stall and, seemingly overnight, vacancies are on the rise. Tenants start asking to downsize. Commercial property valuations level off. Negative news stories feed the worries of buyers and tenants. New development halts. Fear creeps in. Then, the market that was quietly losing ground goes into full retreat as tenant delinquencies turn into owner delinquencies and lenders sever lines of credit. Rents go into a free fall as owners scavenge for income to offset a rising tide of red ink. Deals unravel. Buyers and tenants hunker down to wait for a steal. Bankruptcies mount. Eventually, big commercial real estate owners start selling their companies or simply close their doors. Credit freezes up. Banks begin to shut down...

Sound familiar? If you've been in the business for any length of time, it should. SHIFT Commercial provides proven models, tactics, and insights from top commercial brokers who are thriving in this market, including Find the Motivated - Lead Generation; Get to the Table - Lead Capture and Conversion; Catch People in Your Web - Internet Lead Conversion; Expand the Options - Creative Financing; Master the Market of the Moment - Identify and Establish Needed Expertise...and so much more. Real solutions for real agents in commercial real estate.

Product Details

ISBN-13:	9781959472148
Publisher:	KellerINK
Publication date:	12/05/2023
Sold by:	Barnes & Noble
Format:	eBook
File size:	4 MB

About the Author

What do you get when you cross a lifelong dedication to writing and editing with a sudden passion for real estate? Jay Papasan, who after a successful publishing career in New York, co-authored the Millionaire Real Estate series with Gary Keller, collaborated on the best seller FLIP, and serves as Keller Williams VP of publishing. Today, he enjoys life in Austin, Texas, with wife Wendy and their children Gus and Edward.
With over two decades of commercial real estate experience, Buddy Norman is a proven leader. Before joining Keller Williams as the founding member of KW Commercial, he was a top producer and an expert in building new commercial brokerage teams across the United States. It was only natural that he wrote a tactical guide for achieving success in any commercial landscape, SHIFT Commercial.

Table of Contents

Contents

Foreword

Introduction

Twelve Tactics for Tough Times

#1 Get Real, Get Right – Mindset and Action #2 Re-Margin Your Business – Expense Management #3 Do More with Less – Leverage #4 Find the Motivated – Lead Generation #5 Get to the Table – Prospect Conversion #6 Catch People in Your Web – Internet Lead Conversion #7 Price Tight to the Market – Shift Pricing Strategies #8 Stand Out from the Competition – Property Staging Strategies #9 Create Urgency – Overcoming Buyer and Tenant Reluctance #10 Expand the Options – Creative Financing #11 Master the Market of the Moment – Identify and Establish Needed Expertise #12 Bulletproof the Transaction – Issues and Solutions

Shift into Action