Comment devient-on un spécialiste de l’immobilier commercial ?

The best way to get started in the business is to follow a very simple gameplan and stick to it for 1-2 years: 1) Get in early and leave late 2) Ask questions every day 3) Knock on doors and make phone calls 4) Think long term 5) Say yes to all opportunities

Here's how I train people: 1- Buy every property of a certain type from a certain territory. 2- Upload those properties into a workable CRM. 3- Find ownership data for each. Address/Number. (Or, pay someone else too.) 4- Create a smart list (will vary based on the pool of properties). IE: zip code, geography, years since transfer, etc. 5- Create an ideal customer journey for the members of your list. (What value is being shared, and with what tech?) 6- Recruit owners into your customer journey by adding value to their business. (Call → add value → meet → propose if decisions are appropriate → list → build marketing → negotiate → close → ask for a testimonial.) 7- Share the story personally and professionally. 8- Start back at 4.

Any successful broker I know is a specialist. Here are a few examples of specialties: - Only selling assets in Toronto (geography) - Only leasing industrial data centres (asset class) - Only focusing on high-density land sites (asset class) - Only focus on institutional deals (client profile) And on and on. The secret is to say no (or more likely - refer) to anything that is outside your area of focus. Very quickly, you'll find your relationships and expertise will compound. Then you're a rockstar.

Find the niche you are most suited for,are interested in and find rewarding. You must become a student of your sector/industry not just the real estate. For example 2024 is a year of disruption with tightened talent pool, rising costs and slimming margins for the healthcare industry. As a specialist we advise Healthcare systems, providers and investors on how to strategically optimize real estate ti generate new revenue utilizing consumer and demographic analytics.

I like to work in reverse (I will explain later), starting with money: 1) contact whoever is operating in the niche you are pursuing 2) ask what their biggest pain points are - if the conversation is going great, ask how much they would pay to solve this problem 3) go solve this problem and make money This way you are making money while operating in this area. You are naturally going to learn a ton in this niche AND you will be making money in the process. Earlier I said to "work in reverse" - usually people go get a degree, then get a certification, then go and try to pursue this niche. The reality is this is a very expensive way to do this and you won't have any real world experience. Hope this helps - give me a follow!

Florida does not have heavy requirements to get active in CRE, just your general Real Estate license, but there are many organizations that specialize in a specific subset of CRE that someone looking to break into the industry can use to get educated: * CCIM (Investment Sales) I'D START HERE * SIOR (Office & Industrial) * NAIOP (Development) * CREFC (Finance) * ULI (Land) * ICSC (Retail) NAR in my opinion is less relevant when trying to do full-time CRE, but may still be useful for general networking and education purposes.

I found that starting with a great mentor that can help you find a lane you think you think you will excel in. After that, find another mentor to help you get to the next level, whatever that may be.

Initial Steps to become a Commercial Real Estate Specialist (As a licensed real estate agent): 1. Get your real estate license in the state in which you live in. 2. Engage with your local Realtor association, so they can assist you in identifying the best commercial training classes and resources. 3. Identify what commercial asset class you want to engage in. (ie. Office, Industrial, Multifamily etc.) 4. Find a Commercial real estate company that you would like to work for that fits your goals and interests in commercial real estate. 5. Continue to engage your Realtor association, commercial training classes and the commercial brokerage your license is associated with in order to help build your commercial knowledge and experience.

I started out as an appraiser of all property types, then I became an underwriter of commercial real estate loans, then I originated loans for commercial real estate, then I became a CMBS analyst, then a CMBS buyside trader, and eventually a commercial real estate broker. Understand the asset and what drives real estate value! You must understand zoning, leasing, finance, the market, and get into the numbers! Learn by doing and buy real estate.

No better way than to just do it. Unfortunately on the retail side, there’s not a ton of formal education out there. I’ve actually been trying to lower that barrier by sharing a ton of what I’ve done (for free). It’s a daunting industry to jump into and I wish there was more out there for folks interested in learning! Can check out what I’ve been sharing at resourcehub.1rec.co

Connecting with a senior broker is the best experience a young agent can receive during their first few years in the business. What you learn by being on files and seeing deals is far more important than the monetary value some wish to receive on their own. That exposure and mentorship/guidance will pay dividends later in your career.

Mentorship is everything!!! Making the match between a new agent and their senior mentor is a critical early step that will act as a foundation for your career in CRE. They need to be someone than you can align with on a personal level as you’ll be spending lots of time shadowing them and hearing their feedback. It also needs to be someone that has a level of success that you strive for. Lastly, not every top performer makes a great mentor. It takes someone who wants to be just as good at mentorship as they are at sales for this to work.

You can also connect with people on the other side of the transactions or those that support the transactions. If you’re a CRE broker connect with commercial mortgage brokers and vice versa. Get to know CRE lawyers, surveyors, contractors and engineers that work on the same assets as you. Not only can they be great connections, but broad knowledge of your specialist market area can really complement the deeper knowledge you have already gained. Your customers’ pain points may not solely concern your area of expertise. Therefore a basic understanding of construction, legals helps you to understand your customers’ situation.

Having the right mentor with experience is key. My own journey started from my Dad, uncle, then my eldest cousin being a top CRE financier. Financial structures for maximise the yield is more important than get a tenant to heckle the rent. Creative finance, tax , Grant's, leveraging to additional yield play returns etc all makes a winning successful journey.

The experience is gained from methodological execution of plans. To start off .. 1 . FOCUS on a region.. which can even be your neighbourhood as well. 2. Gain commercial information on established buildings by visiting the market and start doing extensive research on its competition which shall be upcoming projects by aspiring developers. 3. Meet people associated with transactions and try to gain knowledge about product , it’s USP, value and how the transaction manager is marketing it.

Considering the nature of the business and the professionalism involved, you can navigate alone unless you seek guidance in the form of mentorship. From my experience as a real estate broker, mentorship offers two things in real estate: number one is Experience. When you seek mentorship with little knowledge about the industry, you get to learn from your mentor's experience. I mean, mentorship is the act of sharing both knowledge and guidance with the mentees. A budding real estate broker needs a hand of mentorship to learn from both the mentor’s experience and exposure. The last one is Exposure, mentorship offers a broad exposure beyond your current stance. It gives a broad and wider view of the industry and its modus operandi.

They don’t teach this business in college. Find an experienced seasoned professional to learn from. Read industry specific reports and analysis over multiple cycles.

Mentorship and familiarity with all of the standard, legacy tools is vital at the beginning. Those are the foundation. But the industry is changing fast. What’s more, the rate of change is itself increasing. This means that the type of mentorship you select is vital. It must be one that provides you with timeless wisdom, not one that simply teaches a rigid, legacy way of growing a career in commercial real estate. The same applies to the tools. Learn the legacy ones, build the quantitative basics, but experiment with new tools as they become available as well. You may be come the sun-expert in a new tool before anyone else in your company and it could be the thing that propels you forward.

Experience, as in any industry, is key. That is why it is advisable, especially at the beginning of a real estate career, to surround yourself or be in a brand that guarantees the good work of the business.

Take time to talk to professionals in different areas of expertise to gather different perspectives. Understand market fundamentals and the velocity in a market area and product type. Once you start go all in. If you're going to do sales, do sales. If you're going to do leasing, do leasing. The more you specialize the faster you can add value to clients, which is truly the only way to propel your business forward. Specializing also allows you to build a brand faster to allow you stand out amongst the crowd. Lastly it should allow you develop deal making skills that can help you close a higher percentage of opportunities.

For new investment sales agents, specializing is essential. Choose a specialization based on interest and market potential, aiming for a niche with enough activity to potentially earn $1M in commissions from a 10% share. While there's debate between specializing in product types or geographic areas, focusing on a specific product type is advised. Deep knowledge of a property type enables quicker scaling of your business through familiarity with underwriting, buyer pools and nuances, allowing for systematization.

It’s easy to get overwhelmed - which asset class should I start in? Find one that someone you know has experience in then jump in. Which function do you enjoy? Finding deals? Raising capital? Investor relations? Underwriting? Rehab? Budgeting? Loan and insurance discovery? Try things and take action!

Join a local Realtor Board Commercial/Industrial committee and learn and network with other commercial realtors. Take certification classes like CCIM etc. Team up with other commercial realtors in your brokerage or outside, attend business networking groups like BNI etc

1.) Identify product type and geographic focus. 2.) Study Macros such as employment, population, economic drivers, etc. 3.) Database properties and ownership. 4.) Drive the properties! 5.) Research the past 3 years of sales transactions. What are common themes? Study the data and verify. 6.) Evaluate all on-market inventory. Print and read the offering materials. Identify common themes and outliers. Study the underwriting. Underwrite the deals for yourself. 7.) For sold and on-market comps, walk the properties. Visit the rent comps. Understand the comps and data. 8.) Speak with appraisers, attorneys, lenders and management companies about the market. 9.) Complete these steps and you are more informed than 90% of your competitors.

On the legal side, find a specialization that best compliments your other practice areas. For bankruptcy practitioners, the intersection of real estate and bankruptcy law opens new opportunities to distressed commercial real estate owners of which they may be completely unaware and may as of yet be untested. Finding new leverage otherwise unavailable to CRE owners can be particularly advantageous during these trying times.

The biggest mistake I see new real estate investors and brokers make is not defining a niche. If you shallowly touch everything, nothing will happen. If you go deep on a narrow slice of the market, you will land deals. This also becomes your value-add to others. If you are a generalist with no niche, then what good is your advice? However, if you are the top expert for a specific type of client, asset, and submarket, then every call and convo you have will bring value to your target demographic.

Specialize, specialize, specialize. In a highly competitive landscape, the key to standing out is to carve a niche and become the expert in that specific area. This could involve specializing in a particular asset class, geographic region, or a combination of both. By doing so, clients will naturally think of you first, giving you a distinct advantage over competitors who often operate as generalists and can't match your expertise.

Tomar en cuenta las tendencias de mercado (por ejemplo, actualmente el Nearshoring en México es una gran oportunidad para aquellos especialistas en el mercado industrial)

Authenticity is crucial when it comes to marketing and personal branding. At the end of the day, ppl work with who they like. Be your complete authentic self and people will take notice.

Personal branding is a key factor. Clients are looking for a company and a person who offers them guarantees. It is necessary to know how to communicate the progress of the professional's career and how he contributes to the improvement of the real estate sector.

Develop a Distinct Brand: Create a memorable logo and consistent theme for your presence. Utilize Social Media: Engage with audiences on LinkedIn, Instagram, and Facebook to showcase properties and share insights. Network Actively: Attend industry events and participate in real estate groups to build connections. Invest in SEO and Online Ads: Enhance your website's visibility and reach potential clients. Offer Insightful Content: Share market analyses and investment advice to position yourself as an industry expert. Feature Client Testimonials: Highlight successful transactions to build credibility. Tailor Marketing Efforts: Adjust strategies to specifically target investors, developers, or businesses looking for commercial spaces.

Marketing is evolving, if nobody clicks on your posts with a picture of your building, who is not connecting? Your rendering or you?

Lo que he podido atestiguar como Supervisor de Bienes Raíces es que la mejor manera de fijar una marca en el escenario, es nutriendo a quienes componen a la organización, es decir, hacer que cada comercial de la compañía sea su propia marca personal y darles trato preferencial bajo sus clientes, siempre desde adentro del amparo de la compañía, un comercial que mantiene un contacto diario con sus clientes, que conoce las preferencias de ellos, lo cual es lo más complejo, (teniendo en cuenta que hay muchos propietarios con condiciones extrañas) hará que se sientan parte y motivados a seguir desarrollándose y aumentar su volumen de clientes personales, lo cual reducirá los gastos de la propia compañía en publicidad para generar leads inútiles.

Again, this depends on what type of “specialist” you want to become. If broker is your answer, I won’t be able to help you. If you want to be an investor, you’ll want to secure commitments from other investors to land better and larger deals / larger profits. I’ve tried raising funds as an investor with no track record, and obviously, that didn’t work out well. If I were you, my priority would be to do a deal on my own, maybe with some money from close friends or family if you really can’t operate in another way. You’ll then have a track record, a proof that you can turn unappealing properties into cash cows for your co-investors. People need trust and experience, and that’s the best way to market yourself as an investor.

Votre image c'est aussi l'image attendue par votre clientèle. Explorez tous les canaux et sélectionnez ceux qui vous correspondent le mieux. Si vos clients se retrouve dans le reflet de votre marque ce sera un point de gagné pour séduire puis convaincre et enfin conclure. Votre promotion ne doit suivre que ces trois objectifs.

Sicher kann man über unterschiedliche Channels versuchen sich als Marke, also erfahrener Profi oder als engagierter Quereinsteiger zu positionieren. Meine Erfahrung ist, dass all das auch nur dann einen Sinn hat, wenn man gegenüber seinen Geschäftspartner fair, zuverlässig und verbindlich agiert. Ein Kunde der das Vertrauen verloren hat kommt nicht wieder. Es ist auch entscheidend sich über die Zeit ein Netzwerk aufzubauen. Sowohl national als auch international. Man kann über LinkedIn, über Messen oder auch über einen persönlichen Austausch immer wieder Kontakt suchen, ins Gespräch kommen und so stetig sein Netzwerk vergrößern und man bleibt über den Markt stetig informiert und weiss was die Marktteilnehmer beschäftigt.

Personnal branding is MAJOR! And this is a place I can help! You have to be in coherence in every aspect of your marketing. Your title, your colors... on every social media, flyer, card, website... Your promise needs to be the same everywhere and you need to live up to it. Because after, your branding will live in your customers words. So you need to be coherent!

Obtain a relevant educational background in real estate, finance, or a related field. Many professionals in commercial real estate have degrees in business, finance, or real estate. Gain Industry Knowledge-Stay informed about the commercial real estate market trends, property types, and investment strategies. Attend workshops, seminars, and industry events to enhance your knowledge. Get Licensed-Depending on your location, you may need to obtain a real estate license. Check the specific requirements in your region and complete any necessary courses or exams.

Continuez à vous former pour maîtriser les dernières évolutions techniques mais aussi pour suivre l'évolution des attentes de vos clients selon les générations.

Reinforcing the importance of ongoing education cannot be overstated. The real estate landscape is dynamic, with regular updates to regulations, technology, and market conditions. Pursuing advanced certifications and specializations can further differentiate you in the field and enable you to offer greater value to your clients.

Continuous education and staying updated on industry trends and regulations are vital for long-term success as a commercial real estate specialist. Engaging in ongoing professional development through seminars, workshops, and industry conferences ensures professionals remain knowledgeable about evolving market conditions, investment strategies, and legal requirements. Additionally, maintaining relevant licenses and certifications demonstrates commitment to professionalism and ethical conduct.

Neben der Erfahrung über die Zeit, ist die eigene Weiterbildung innerhalb der Branche unverzichtbar. Neue Ansprüche an die Immobilie, gesetzliche Regularien, technische Innovationen usw. kommen ständig vor. Als Pro muss man immer über den aktuellen Stand informiert sein. Um eine professionelle Arbeit zu gewährleisten ist es auf jeden Fall erforderlich offen für Neues zu sein, sich zu informieren und mit Begeisterung kreativ zu sein, neue Ansätze in seinem Bereich zu implementieren und generell offen für Veränderung bleiben. Sich auf das bisher Erreichte auszuruhen ist keine Option.

The desire for growth and development in the industry is essential for a long and solid career. A serious company should support the development of the individual at any point in his or her career.

Es muy importante la tenacidad y ampliar tus conocimientos, buscar nuevas zonas de desarrollo y tener una gran empatía con las personas para ampliar tus contactos y te recomienden con nuestros prospectos

El desarrollo de vender inmuebles o empresas va en el verdadero conocimiento y estudio permanente de la situación económica del país ,es muy importante la parte fiscal y un buen asesoramiento sobre el tema impuestos y exoneraciones , después tener conocimiento de las zonas bien estudiadas ,hacer un paneo y relevamiento sobre servicios,(hospitales,colegios, Shopping, supermercado y demás )seguridad, aéreas verdes limpieza e iluminación también socializar en un club de buen porte y otras instituciones y empezar a generar contactos de toda Índole para ofrecer los servicios Inmobiliarios y ayudar a cumplir sus sueños a los futuros compradores, después la experiencia y el tiempo y estar siempre actualizado y vigente se da solo,saludos cordiales

Reinvent yourself all the time, don't be just another building, turn your company into something more than just a nice property.

The real estate industry is constantly changing. You have to be an expert in your market, watch market trends/date, pay close attention to political changes that affect mortgage rates, know what type of loans/assistance that fit commercial real estate, and a million other things. If you do not have the desire to learn and grow, this industry is not for you! Educating yourself through mentors, brokerage sales meetings, webinars, podcasts, conferences, networking, books, websites, articles, etc. is just some of the things needed to stay at the top of the commercial real estate pulse. You also have to be willing to think outside the box, ask questions and take chances.

Para crecer y perdurarse en el tiempo sí hay que tener en la dirección estratégica de la compañía una profunda atención al Ambiente General que condiciona el día a día, ya no debe ser una cuestión de rentabilidad donde se presta fundamental atención al Ambiente Especifico. Para diferenciarse de la competencia hay que hacer un fuerte hincapié en los siguientes factores. 1) Económico 2) Sociocultural 3) Político-Legal 4) Ecológico 5) TECNOLÓGICO El último siendo el más importante, la gente busca Proptechs, no inmobiliarias con comerciales que parecen vendedores de autos usados.

This is key: Never think you've got it. Always be learning. Always be growing. Go to lunch with experts that are around your field. Notaries, lawyers, inspectors, mortgage advisor... you get the point. When you do so, you learn and you make connect with people that can refer you. It's a 2 for 1. You can also get inspired by what others do, but don't copy. You are unique and you have your own personality and that is why people will choose you.

Commit to lifelong learning and self-improvement. Attend workshops, seminars, and conferences to stay current with industry trends and technologies. Embrace change and be willing to adapt your strategies to meet market demands. Personal growth also involves expanding your network and cultivating relationships that can lead to new opportunities and collaborations.

3 Things To Consider When Identifying a Platform: 1.) Reputation- Look for information on their past performance, client satisfaction, and overall industry standing. 2.) Specialization and Expertise- Determine if they have a strong presence in the geographies that interest you and your product type of interest (multifamily, office, retail, etc). 3.) Training and Development- A strong investment sales firm will invest in the growth and skill development of its advisors. It’s important that the firm you select has a specific and detailed approach to preparing, developing and supporting their professionals both at the beginning of their career, but also ongoing support as they grow their business and transact more sophisticated assignments.

You need to complete a real estate course and pass a state real estate license exam to become a licensed real estate agent. After working as a commercial real estate agent for approximately one to three years and completing continuing education courses, you may take additional coursework and pass the exam for a broker's license. You can obtain a certification from the National Association of Realtors (NAR) and its affiliated Institutes, Societies, and Councils upon completion of required courses. The Certified Commercial Investment Member (CCIM) designation is commercial real estate’s global standard for professional achievement, earned through an extensive curriculum of 200 classroom hours and professional experiential requirements.

Here are some other necessities to consider -Compliance with new regulations or changes in business processes Eg- Prescribed Registration Fees - Reporting Obligations- -Compliance Costs -Technology and Systems -Capital Requirements, the need to hold more capital to cover potential real estate-related risks.

I would get the proper education to understand the game, partner and do a few broker deals. Meanwhile, educate myself to become a CRE investor/syndicator under a reputable mentor who have a great course and community where I can partner and do deals with with the tribe. Proven success for me.

Additional Skills and Qualifications: -Develop Strong Communication and Negotiation Skills: Effective communication and negotiation are crucial for securing deals and building trust with clients. -Master Financial Analysis: Learn to analyze financial statements, market trends, and property valuations to advise clients on sound investment decisions. -Stay Updated on Market Trends: Continuously educate yourself about market trends, property values, and emerging technologies in the commercial real estate sector.

I think it is very helpful to have some psychological skills. Know how the customers feel when they are looking for a home or how they feel when they are selling their souvenirs. When you understand that, you will be able to make a strong connection. They will come back as a customer and refer you to their acquaintances.

Anything you wished to be considered being a specialist for, starts with passion and the sensible application of that passion.

Ethics and professionalism are the backbone of your reputation. Adhere to the highest standards of integrity and transparency in all your dealings. Additionally, understand the importance of work-life balance. While building a career is crucial, so is taking care of your well-being. Finally, consider the impact of global economic factors and technological advancements on the real estate market to stay ahead of the curve.

Beyond the outlined aspects, aspiring commercial real estate specialists should also prioritize building a strong network of industry contacts, cultivating excellent communication and negotiation skills, and staying adaptable in the face of market fluctuations. Additionally, maintaining integrity, ethical practices, and a client-centric approach are fundamental principles that underpin a successful career in this field.