What does it take to branch into commercial sales?

Whether you're a newcomer to commercial property sales or an established specialist looking to sharpen your expertise, the REIQ is running a training program that can help you step up in the sector.

The Commercial Sales Essentials Program offers a solid foundation of skills and knowledge essential for navigating the complexities of the commercial sector.

Designed and delivered by industry specialists, the program has a practical approach with relevance to real-world scenarios. Participants will take a deep dive into crucial topics and be equipped with the tools needed to help them thrive in today's dynamic real estate landscape.

Program facilitator, Savills Brisbane Commercial Sales Director Robert Dunne, says residential agents had often attended previous versions of the program to gain more exposure to the commercial market. 

“Residential agents often attend because no one else in their office is specialising in commercial property or they can see opportunity in their local market to do more commercial business,” Dunne says.

But he says previous courses have attracted participants with a wide diversity of experience and backgrounds, including those who have worked in the sector for a long time and want to refresh their skills.

Do you need a head for figures to be successful?

For those interested in making the switch to commercial sales, Dunne says while a grasp of figures and attention to complex detail are important, it is the ability to build relationships that is crucial to success.

“It’s because you can get other people to assist and support you if those skills are not your strength,” he says. “But if you don’t have the relationships, then you won’t get the opportunities in the first place. It’s about knowing people and them trusting you to help them more than whatever their next best alternative is.” 

Dunne says anyone with a high service ethic and a focus on helping people will find that their skills can translate across the residential and commercial sectors. 

SEE ALSO: Why a Career in Commercial Property Management Adds Up

Bring your problems and have them solved

Dunne says the diversity of experience of those attending the Commercial Sales Program gives people the opportunity to learn from others in the room about what’s happening in the market. He prides the program on having a workshop-like approach. 

“It’s an environment where people can throw up questions – whatever they’re wresting with,” Dunne says. “We can talk about the issues and collectively find the right strategy, the right solution. Someone might respond, ‘When I was in that situation, we tried this and this is the outcome we got’. Someone else might say, ‘Why don’t you try this because that worked for me last week’.  

“And that’s really what’s nice about it. Everyone’s contributing and you’re getting that collective benefit. It has a real workshop feel. Bring your problems and solve them.” 

Helping people is the key driver

Obviously, the rewards in commercial property sales can be great. With three decades of experience in the Brisbane commercial property sector, Dunne set a record for achieving the highest price for development land in the Brisbane CBD with the sale of the old Supreme Court site at 300 George Street to a Taiwanese billionaire, who has since developed the $1 billion Brisbane Quarter precinct. 

Dunne says helping people is a key driver for him. He explains commercial property is a sector where it is important to add value and share your knowledge and understanding. 

“People often show their appreciation by giving you more opportunities to help them,” Dunne says. “It has a snowball effect over a long period of time and you can really benefit from it. You get to meet some really good people who have made some really good decisions in life and you can learn from them.” 

Join the Commercial Sales Essentials Program. 

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