Welcome back to the Commercial Real Estate Coach Podcast with John Highman—the show that helps brokers, agents, and property professionals all around the world win more listings, close more deals, and grow their personal brand in today’s competitive property market.

Also check out our article resource at our website for your reference and actioning in finding better clients and plenty of them.

In this episode, we're diving into a critical success factor for every commercial agent—your prospect list. It's more than a bunch of names in a database. It’s your business pipeline, your marketing engine, and the foundation of every future deal.

So today, I’ll walk you through five proven strategies to build and manage a high-performing prospect list. We’ll cover how to grow your list consistently and daily, connect with key investors and business owners, dominate your local territory, and use social media for greater influence. If you want better listings and more conversions, this is the episode for you.

Let’s get into it.

In today’s episode, we’re diving into some practical ways to find listings in commercial real estate. Success in this part of the property industry is based on the quality of your connections and how you work your database over time. Please consider reflecting on your current connections and explore ways to enhance them. As the local real estate agent, your connections are valuable to the clients that you serve.

Here is an article to help you with more listing momentum: https://commercial-realestate-training.com/create-a-quality-focused-sales-business-in-commercial-real-estate/

So, what is the focus of the podcast? The podcast focuses on personal improvement for agents across all locations. I share proven strategies to help you strengthen relationships with property owners, developers, business owners, and investors — the people who are pivotal to uncovering new opportunities. They are the people who need frequent assistance and innovative ideas related to property.

What is the message? Building a strong network is one thing, but truly While building a strong network is important, truly leveraging it to uncover listings requires strategy and consistency. In this episode, I’ll walk you through how to deepen your professional connections, open more doors for new business, and create a more reliable listing pipeline.

Whether you’re just starting or looking to sharpen your prospecting systems as an agent, this episode is packed with actionable insights you can use immediately. Tune in now and take your listing efforts to the next level!

In today’s shifting commercial property market, top agents aren’t relying on luck—they’re refining their strategies, aligning to market changes, and doubling down on the daily actions that bring results.

In this podcast episode featuring John Highman, we explore the factors that set apart high-performing commercial real estate agents and explore strategies to enhance your performance in a more competitive setting.

Check out the full article right here: Top Agents – Expecting More Commercial Real Estate Listings This Year – Commercial Real Estate Training

As this property market changes, you can be part of the growth and change of the market. You can engage with a wider range of clients and diverse property scenarios. In this podcast, you will have the formula for doing that.

✅ Learn why mindset shapes outcomes in listing activity
✅ Discover how to align your prospecting, presentations, and negotiations with client expectations
✅ Explore four powerful ways to build momentum and grow listing numbers this year

This is your opportunity to reframe how you approach your CRE territory—and start expecting more from yourself, your pipeline, and your potential.

🎯 If you want more listing appointments, better engagement with owners, and greater deal conversions, this episode is for you.

Podcast Episode Overview: Building Momentum with Quick Wins in CRE

In this episode of the commercial real estate agent podcast, we’re diving into a powerful topic that can transform your commercial real estate results—creating momentum through quick wins. John Highman shares proven strategies and systems that can help you get more penetration and progress in finding listings and clients in your property market today.

Have things changed in the property market this year? Yes, certainly. In today’s market, it’s more important than ever for agents to get closer to the local area, understand what’s happening on the ground, and position themselves as the go-to expert for property solutions. Momentum doesn’t happen by chance—it’s built through daily, deliberate action.

Check out our website here with plenty of other articles on this topic.

People First

One of the most effective ways to generate that forward motion is by getting closer to the people in your territory. That means more face-to-face conversations, more local business outreach, and more research into who owns what, what’s for lease, and what’s for sale. You become more relevant, helpful, and trusted when you know the stories behind the properties and the plans behind the businesses.

Think about your property market now and compare it to the last couple of years. Have things changed for you with enquiry and listings? The answer is 'probably'. For that very reason, this podcast today will help you get some momentum back into your focus and activity.

Look around your market and check out the property precincts and situations. That is the important research to do. We also cover how to research property types and locations and how that focus helps you uncover untapped opportunities.

Don't forget to specialise in property types and precincts. When you know your niche and the key buildings in it, you’re more efficient in your prospecting, more strategic in your presentations, and more likely to uncover quick wins that others miss.

Agent Consistency

Finally, we talk about consistency—the foundation of momentum. Success in real estate doesn’t come from a burst of energy once in a while. It comes from turning good actions into great habits.

Always keep things simple in your real estate business and activities every day. In this episode, I’ll give you simple, practical ideas to bring more structure into your day so you can find listings faster, connect with the right people, and grow your pipeline.

In today’s competitive and constantly shifting commercial real estate market, it’s more important than ever for agents to set strong foundations in their business. That means going beyond reacting to opportunities and instead strategically creating them.

In this podcast episode by John Highman, we explore how commercial real estate agents can better direct their efforts today to find quality clients and property listings, even when market conditions are evolving and shifting. Participate actively in the real estate changes occurring around you.

Who are the people that you know and what do they need to help them move forward? Get closer to the people. Put yourself into your property market and make sure that you are part of the shifts and changes going on, so you can share information and be of the highest value to the clients and prospects that you serve.

Check out the full article here and print it for your records: Building Your Future: A Guide to Long-Term Sales Planning – Commercial Real Estate Training

If you’ve been wondering how to generate consistent results, attract better listings, and build long-term relationships with high-value clients, this episode is for you. We cover the key focus areas driving commercial real estate success – market specialisation, client profiling, local area prospecting, and building value in your daily routines. These elements are not just good practices – they are the cornerstones of building a reliable and rewarding real estate business.

You’ll hear actionable tips on how to define your ideal client, align your services with the right property types, and position yourself as the local expert that people turn to when they need advice or a result. We also discuss how to create more momentum for yourself through daily prospecting habits, pipeline tracking, and strategic follow-up – ensuring that your efforts today lay the groundwork for future deals and repeat business.

It’s a good property market, albeit a changing one. Whether you’re just starting out or looking to sharpen your existing approach, this episode will give you practical insights to help you work smarter, connect more meaningfully with clients, and find the listings that matter most. Tune in and take the next step in building a strong, sustainable real estate career.

In the competitive world of commercial real estate, capturing attention is key, and that is where your choice of the best method of sale is so important. As a commercial real estate agent, you always have options for promoting a property for sale. Understand what the property market is doing in your location in terms of different property types, and then choose the best method of sale accordingly. Position the property in the market. The best method of sale will do that.

In this podcast by John Highman today, we share specific ideas about how sales methods differ and what aspects of the property market you should consider when promoting your listing.

Ensure that every property listing effectively targets the relevant market in each instance. Select the most suitable method of sale to complement the property and its location. Recognise that each particular property will suit a target market, and your job is to, therefore, tap into that audience segment. That is where the method of sale will help you.

What is one of the most crucial targets when promoting a property for sale? The simple answer is to boost inquiry. There are always people looking to buy commercial investment property and your choice of the target audience will help with that momentum.

Visit our website for more tips on the best sales methods in today's property market. Here is the link: https://commercial-realestate-training.com

In the bustling world of commercial real estate, the art of creating clients and finding properties goes hand-in-hand with a dash of creativity and an eye for opportunity. In this podcast by John Highman, you will learn some of the key strategies that help commercial real estate agents find new clients and listings.

So what is happening in your location, and what can you do about it? The property market is constantly changing, and you can be part of that by defining the listings and the clients that you're looking for. Enjoy the changes of the market and grow your market share with new properties and client connections. There are plenty of people to talk to.

Check out this article at our website, which can give you some valuable information about improving your real estate business. The Road to Victory: Key Insights for Real Estate Agents to Dominate Sales – Commercial Real Estate Training

Client and Prospect Relationships

Start by building relationships—not just transactions. Attend local business events, join networking groups, or even host informative workshops on market trends; these interactions can transform casual acquaintances into loyal clients. It takes time to build trust with clients at a local level, but that is part of growing your real estate market over time.

Take on the challenge of expanding your market to drive long-term career growth. In this podcast, we will provide you with specific strategies to help you connect with new people in innovative and diverse ways.

Online Social Media

We have all heard about social media and use it in different ways. In commercial real estate, there are specific strategies that apply to social media; however, it's essential not to spread yourself too thin or too far when it comes to your online marketing strategies.

Develop a few social media strategies that you can implement every day in a simple and meaningful way. So where do you go to from here? Leverage social media platforms to showcase your expertise and connect with potential leads—think beyond traditional listings!

Telling Stories About the Property Market

Share success stories, sneak peeks of upcoming properties, or insights that position you as a thought leader in the industry. When it comes to finding properties, embrace technology. Use advanced analytics tools to identify emerging markets before they hit mainstream radar. As part of your social media strategy, you can share local property market information with all of the client types that you work with and the property types that you specialise in.

Local Property Development

Don't forget to work with the local property development market. Collaborate with local developers who may have off-market deals up their sleeves—these hidden gems often lead to fruitful partnerships.

In closing on these crucial points, remember that every conversation is a chance to discover unmet needs; listen closely. There are plenty of people in the property market to help in so many different ways, and you can build strategies around that.

Whether it’s a startup searching for its first office space or an investor seeking high-yield opportunities, understanding their vision will set you apart as a top real estate agent in this competitive landscape.

In today's competitive commercial real estate market, standing out as an agent requires innovative and effective strategies. Our latest podcast episode delves into the transformative power of location-based prospecting as a game-changing business strategy for commercial real estate agents specializing in sales and leasing. Think about your property market and consider how you would like to make it grow; then use location-based prospecting as a base strategy.

Get a full copy of the podcast episode text here at the website: https://commercial-realestate-training.com/how-to-use-location-based-prospecting-to-grow-your-real-estate-business/

Why do this? Discover how harnessing the power of data and local insights can give you a competitive edge, enabling you to identify and connect with high-potential prospects within specific geographic areas. By tailoring your approach to the unique characteristics of each location, you can build stronger relationships, uncover hidden opportunities, and close deals faster.

Join us as we explore the practical benefits of this targeted strategy, from maximizing marketing ROI to streamlining your lead generation efforts. Whether you're a seasoned professional or just starting out, this episode offers valuable insights and actionable tips that will help you navigate the evolving landscape of commercial real estate with confidence and success.

Tune in and revolutionize your prospecting approach today—your next big deal could be just around the corner! 🎧