How do you get listings?
With all the properties that are for lease/sale online on websites like costar,LoopNet, Zillow etc. there are obviously always agents that have the listing. 

How did you get your listing? I am trying to get more familiar with brokerage. Was it you reaching out to property and homeowners? Did a real estate owner call you directly to sell and you took the lead? Does your company assign you a few listings? 

If you work for a big company like cushman, CBRE, JLL is it just building relationships? How do you get listings once you’re part of a bigger firm and how does the company you work for know you will perform especially before hiring you?

What’s the process? Thanks.
[{"id": "dy6uuqc", "text": "Smaller boutique firm agent here. Most of my work either comes from someone within the firm bringing me in on something, or I email, call, or letter every person that could be of interest. Once you get a really good client you can usually use them to get more business by doing a damn good job.\n\nJust reach out to owners, agents, brokers, and business owners that lease space. You never know when someone will be able to help you or want you to help on a lease or transaction.\n\n", "replies": [{"id": "dy6vrxu", "text": "Got it. Thank you so much. \n\nQuestion -  the person that brings you in on a deal, what\u2019s in it for them and why? Are they expecting you to return the favor? If he has a listing, why would she/he want to share the possible commission? ", "replies": [{"id": "dy6w843", "text": "That's a great question.\n\nPeople just don't bring you in because they want to share the commission. Typically you bring someone in on a larger deal that requires a lot of time and effort to help spread out the load.\n\nI have a guy in the firm that we share everything with for now, just so we both survive. In the near future, we will branch off and be on our own unless we want to bring each other in on other deals.", "replies": [{"id": "dy6waoq", "text": "Got it, makes sense. Thanks and good luck!", "replies": [], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "dy6we5v", "text": "You start off clod calling anyone who owns a commercial or multifamily property, basically ask them if they want to sell in different words", "replies": [{"id": "dy6wif4", "text": "But what\u2019s the chances they happen to sell once you ask them? \n\nIf they thought of selling wouldn\u2019t they have called a Cushman and Wakefield by now? What advantage does someone like you have generally speaking?", "replies": [{"id": "dy6zk97", "text": "It's really value added service you can offer. Can you get them into a property with a better return? Can you provide a buyer who will pay top dollar? Can you market the property better? Do you have access to exclusive off market listings for their next investment? \n\nThe chances they want to sell now are slim, thats why a brokerage will recommend that you have 9-12 months living expenses saved up before you start calling. Some will offer a draw or a stipend", "replies": [{"id": "dy6zmky", "text": "Great words. Thanks", "replies": [], "depth": 4}], "depth": 3}, {"id": "dya5ki4", "text": "In addition to what he said built relationships.  The odds you call a random owner and they just want to sell right now, and they wont' call any competitors who are probably more experienced than you as a new agent are basically 0.  It will happen, but its not common.  When you call and talk to an owner get coffee with them, give them sales comps, rent comps.  Discuss the market with them.  Your objective shouldn't be to \"do you want to sell?  yes or no?\"  built a relationship so when they buy more they know you, and they like you, so they use you.  When they sell, they know you, they like you, so they use you.  \n\nProvide some free services here for analytics etc.  Follow up.  Don't bug the shit out of them but touch base every few months or so.  When they need a cre guy, you should be who they know and think of.\n\nIt is hard to create a transaction with an unknown party.  Its not that hard to have a known party come to you when they already have a transaction ready to go.", "replies": [{"id": "dycci8c", "text": "Great words. Thanks for the response. \n", "replies": [], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "dy8c7iw", "text": "I've read the other comments on here and they are just the tip of the iceberg. \"How do you get listings\" is analogous to \"how do you perform surgery\" to a surgeon or \"how do you defend a client in court\" to an attorney. Getting listings is a prospecting skill that most are terrible at and the best are still pretty bad. I'm not trying to rain on mayknes parade, but I think it's important that if you're in Brokerage to secure a mentor or a business coach to help you learn, and if you're considering Brokerage it's important to consider that we don't make the income we make because we're lucky or just knew someone who would hire us. It's tough and it takes a lot of good practice before things start to click. ", "replies": [{"id": "dya4wrn", "text": "I think I get your comment and wish I read it before I wrote mine.  \n\nI see a lot of folks flake out in this industry without making any money.  I also see folks who have been in it for a decade and never do well.  Then you see folks who progress as expected.  \n\nIf you are saying at the end of the day you have to know what you are doing, and provide good service, then I agree.  Some folks say they can sell water in the tropics and that shit may work for a bit (or if you can jump real high real fast) but those same folks tend to be gone in a year or 2.  \n\nProspecting is important, and most of us honestly are bad at it (particularly me, every year when I do a business plan how to prospect better is #1).  That said my clients like me, I get referrals from them and other tangential folks (lenders, attorneys, res agents, cpas, etc).  I see value in providing good service.  \n\nSome guys spend 50% of their time cold calling, I spend very little and get the same number of prospects from my existing contacts recommending me.  \n\nWhile all that sounds great and like I'm jerking myself off, I will readily acknowledge some other investment brokers who make 4 or 5x what I do who dont' give a shit about anyone and spent 80% of their time prospecting and not caring about any client or deal they are working on.", "replies": [{"id": "dybm7q7", "text": "I agree that there are people that just can't make it. It's a tough gig. I also see those with 10+ years of experience but they have the same shitty year 10 times in a row instead of actually learning and growing. Many times they end up securing a corporate real estate salary job which I think is great for them and their employer.\nI'm on the same page as you, although it usually isn't black and white between the guys who make their money through maintaining relationships and those who are completely transactional. There's a million dollar guy in my market who is that transaction only guy and doesn't seem to have his clients' best interests in mind, although he does get repeat business because he gets the job done. I doubt he'll make it through the next downturn. I have a guy in my office who is all relationship and he does mediocre numbers but will every year. They key is to do both: nurture your relationships but stay on the phone and continue to build your pipeline. The big money brokers I know have 20-25 clients who do a deal or two or three a year plus they have prospecting business to add to that. Those are the eight figure guys who have a team of support and can leverage themselves through people and continue to grow. If a new broker can get over that 12-18 month hump then they can consistently make $100k-200k a year just working relationships and referrals and some organic business (like when you have a listing and a buyer shows interest but it isn't a good fit so you represent them as a buyer on another deal). Not a huge amount of money but definitely a living wage. I'm speaking on investment sales by the way, leasing is much more of a grind and requires more prospecting to keep that pipeline full.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "dya3mcu", "text": "you work your ass off to get going then it gets easier.  A lot of this is networking honestly.  You will have to network and cold call to get started.  \n\nI started in 09 and if you want a picture of my deal flow the last handful of my stuff is:  \n\n1.  Current client with multiple properties I worked on asked me to list their office building.  I did and sold it.  \n2.  I did a lease for someone in 2010~ based on a cold call to my office.  I renewed it around 2013.  I renewed it again in 2016.  He told me he wanted to sell his property recently.  I sold it in a week.  \n3.  Listed a strip center based on a residential broker I have a relationship with meeting the owner at the gym.  He brought me in and by chance I had cold called him recently so he recognized my name.  I got that listing.  \n4.  Another residential broker I know from living near each other and being in some community groups refers business to me and I toss him all my friends that want to sell houses.  He sent me a text today about a commercial sale and the seller called me 3 minutes later.  I am meeting tomorrow with them and expect to get that listing.  \n5.  I had a listing we negotiated pretty intensively with a party on who did not wind up buying it as we took a higher offer.  He was impressed with how I handled myself and now I am repping him in another acquisition.  \n6.  A neighbor owns a ton of shit who I have known for years but he has never been a client.  He called me this week to list one of his properties (mixed use retail/commercial).  I expect it to sell fast.  \n\nTrust me I get its easier said than done, but build relationships.  This shit takes a lot of time, but your deal flow will start coming to you at some point.\n\n", "replies": [], "depth": 1}]