COMMERCIAL REAL ESTATE DEVELOPERS AND BROKERS
Commercial Property Brokers: Managing Long Deals and Slow Cash
A tenant needs three floors, the decision involves the finance head, the admin head and the promoter, and the broker has lost track of which of them was last called. Meanwhile an owner wants the brokerage invoice cleared.
We help commercial developers and brokers manage a slow deal as a pipeline: stages, follow-ups, inventory data, brokerage dues and how the team is rewarded. Not part of our work: title, registration, stamp duty, lease law or valuation.
Discuss your priorities ↗COMMON CHALLENGES
The pressures
we often see.
- 01A single lease may take many months and involve several decision makers, but the broker records only the first contact, so the deal depends on memory.
- 02Inventory lists of available floors, rent asks and fit-out status sit in different phones and spreadsheets, and a client sometimes sees stale data.
- 03Brokerage and fee terms with landlords are agreed in conversation, and the amount due after a deal closes is argued over after the tenant has moved in.
- 04Site visits are arranged at short notice with no preparation, and the follow-up after a visit is left to the client to initiate.
- 05Team members hold their own contacts closely, so when someone leaves, the pipeline and relationships go with them.
OUR FOCUS AREAS
Where the work
usually starts.
- 01Deal pipeline with stages from enquiry to site visit, shortlist, negotiation, lease draft and handover
- 02Single inventory sheet by building, floor, area, asking rent and status, with an owner and an update date
- 03Decision maker map for each live deal
- 04Brokerage terms record per landlord, with trigger event and payment timeline
- 05Site visit prep and follow-up checklist
- 06Weekly deal review in which each open deal leaves the room with an action and a due day
- 07Contact and relationship record held in one place, not on personal phones
- 08Incentive structure for team members that rewards closure and record-keeping
START THIS WEEK
Things you can do
before you call anyone.
- List every live deal with the tenant, the area wanted, the decision makers and the last contact date. Mark any deal that has gone untouched for two weeks.
- Hypothetical example: ten live deals worth an average brokerage of ₹4,00,000 each give a paper pipeline of ₹40,00,000. If only three have a next step dated, the real pipeline is far smaller.
- Choose one person to own the inventory sheet and ask each owner to confirm the status of their floors.
- Check pending brokerage invoices against the written terms and call each landlord with a date.
A PRACTICAL ENGAGEMENT
Start with the priorities
that matter most.
We begin by understanding how your business runs today, find the gaps, and agree the scope in writing. Recommendations are shaped around your team, your resources and your goals.
- A deal pipeline sheet and weekly review routine for the whole team
- A shared inventory format with status, rent ask and last update, plus a rule on who updates it
- A brokerage terms and invoicing checklist for each landlord and tenant
- A role chart and incentive outline covering sourcing, closing and handover
Not the right fit when: A title, registration or lease dispute is a legal matter. Settle it with your lawyer or the registering authority before we plan sales routines.
Explore a business audit ↗LET’S MOVE YOUR BUSINESS FORWARD
