Commercial Real Estate Success in 15 Minutes or Less

Stephen Karbelk

During my 30 years in the real estate business, I’ve had the opportunity to sell just about every type of commercial property. Whether it’s a Shopping Center, a Hotel, an Industrial building, an office building, or an apartment building, I’ve sold them all. I’ve even sold unique commercial properties, such as a closed college campus, strips clubs, quarries, coin laundries, and mobile home parks. I’ve also sold for big banks, Federal courts, receivers, and corporations, so I’ve had some of the most demanding clients you can have. I’ve even earned a $1,000,000 commission on a single transaction. Throughout my three-decade career, I’ve learned what successful brokers do and what they don’t do, and my podcast –Commercial Real EstateSuccess in 15 minutes or Less–will teach you what you need to do to be a successful commercial Realtor. read less

Cold Start Problem - Building a Loyal Community
Feb 25 2022
Cold Start Problem - Building a Loyal Community
Most people think that they need thousands of potential customers to be successful, which may be true with many types of sales positions. Still, you can be wildly successful in commercial real estate with a small loyal community.   Be Recognized as a “Broker” It’s not enough to be smart. You have to be able to connect buyers and sellers.In CRE, buyers are sellers, sellers are buyers, buyers are landlords = repeat business.Work with clients that are in the business of buying, owning and seller CREYour goal is to be a Power Broker i.e. a broker everybody needs to know within a specific vertical market or geographic market.   Quality over Quantity Twenty Five professional CRE clients are better than a thousand wanna be’sFocus on who you need to work for that can change the trajectory of your entire business career.Stop just taking leads and going in every direction. Instead, put most of your effort into developing a specialization that allows you to be the Power Broker.You want clients that know they need you just as much as you need them because you’re influential and connected.   Understand the Numbers Operate under the 5 x 5 programGetting new clients is to time-consuming so focus on repeat clients that have consistent CRE activity.Pursue clients that have their own credibility that you can leverage to get more clients If you have a loyal community of professional CRE buyers and sellers, you’ll be wildly successful.
Creating an Effective Offering Memorandum
Feb 25 2022
Creating an Effective Offering Memorandum
Creating Effective OM's What is an OM and why it’s important Creates credibility in the listing - what would you think of a residential listing with no photos and no description Demonstrates your competence as a commercial real estate broker - which gives the buyer confidence, the buyer’s agent confidence as well as your clientAnswers the buyer's questions so they can easily make an offerForces you to think thru the deal - does it make senseLet’s your market maker focus on buyers and not filling in the blanksShows prospects that you’ve put time into preparing the property for the market so they should take the offer seriously. It gives you the opportunity to vet the deal and flush out any issues before it goes to market (missing financials, missing documents, etc…) What are some of the key characteristics of an effective OM Professional photographs or professional looking photographyComprehensive property level information - size, zoning, features, benefitsAccurate high-level financial information that a buyer’s lender could rely on for a pre-qualification of the dealProfessionally presented and consisted with the C21 Commercial brand The larger the transaction, the more time you put into it.  Some OM’s may take 5 - 10, even 20 hours to create, and that’s okay if it’s going to be a sizable commission transaction.  I believe that if you put in the effort upfront in the OM instead of providing all of the details on the back-end and being reactionary, you’ll be more effective in your marketing and you’ll get the desired response from the right buyers.