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How to Find More Commercial Real Estate Brokerage Transactions in This Market

By Jim Gillespie | July 5, 2010

While many brokers are reporting more activity in their markets right now as compared with during the second half of 2009, the majority of the activity seems to be in the user markets as compared with in the investor markets. And at the same time many brokers are ideally looking for that "silver bullet", the one thing they can do that will immediately transform their brokerage businesses and have them closing more transactions during this economic downturn. While it’s typically not easy to find that "silver bullet", there’s one broker in this economy who’s been doing something that comes the closest that I’ve seen to discovering it.

Earlier this year during my monthly Million Dollar Commercial Real Estate Agent Inner Circle Teleconference, I interviewed a broker who clearly recognized a huge opportunity and has taken advantage of it. While finding investors here in the USA who are excited about buying commercial property isn’t easy right now, this broker recognized the opportunity that was awaiting her in working with international investors. You see, while things aren’t looking so great in commercial real estate to those of us who live here in the USA right now, to the international investor our properties are looking better than those in most every other country around the world. This is because so many other countries have experienced much worse economic downturns than what we’ve been experiencing here. So while many investors here in the USA have been thinking, "I’m going to wait and see what will happen with this real estate market", there are international investors who are thinking, "I need to buy more real estate in the USA right now."

And with this in mind, the broker I interviewed has been going to Canada, booking herself to speak in front of commercial real estate investment audiences, and as a result her business has completely exploded! At a recent event in Canada she returned home with leads from more than 300 real estate investors, people interested in buying commercial real estate here in the USA right now…and when I interviewed her she had the incredible total of 48 sale transactions going on! And when I asked her, "So is it safe to say that there’s a recession going on but you’ve decided not to participate in it?" She responded by saying, "As far as I’m concerned, there is no recession." And she’s now become so successful at doing this that she’s moving into building relationships and closing transactions with investors located in both Japan and Germany, too.

So if you’re having difficulty finding investors who are ready to buy commercial real estate right now, consider going after investors who are located outside of the United States. In many cases they’ll be more knowledgeable about how solid USA real estate is as compared with real estate in many other parts of the world, and they’re probably more likely to take action now instead of waiting to see where this real estate market will be one year from now.

And if you’re looking for a place to get started, take a look at the Association of Foreign Investors in Real Estate.

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