In commercial real estate agency, you should strive to build solid and productive client relationships as quickly as possible. The industry is very much 'relationship driven' between agent and prospect. Note that I said 'agent' and not 'agency'. The fact of the matter is that most of the business that you create and convert will come from personal relations that you build. Only a small amount of business will come to your 'agency' for the business identity that they are. Focus on creating your personal brand in the local area; as part of that, it is best to specialize in a property type and local area. You cannot be an expert in 'everything' when it comes to property; there is just too much to know and monitor. Commercial Real Estate Client Focus? Lack of knowledge will destroy your credibility and relevance in the eyes of the customer. They want to work with experts, not generic salespeople that regurgitate the same old processes and information that all agents use. Building