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Jones Lang Lasalle Interview
Questions

30 Questions and Answers by Rachelle Enns

Rachelle is a job search expert, career coach, and headhunter
who helps everyone from students to fortune executives find success in their career.
Job Interviews     Companies     Property     Commercial Brokerage    
Question 1 of 30
Do you have experience creating business proposals, property summary books, and new business presentations?
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How to Answer
A Commercial Broker will work very hard to keep up to date on what is happening in their local market. This knowledge can then go into property summaries, business proposals, and client presentations, to showcase facts, stats, history, and other vital pieces of information that most business owners want and need before making a significant investment decision.

Talk to the interviewer about your experience creating these types of materials. If you are newer to your career, you may not take the reins on a project like this, but perhaps you support senior brokers in your office as they build these materials. Whatever your experience level be sure to show the interviewer that you understand the importance of these business materials.
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1.
Do you have experience creating business proposals, property summary books, and new business presentations?
A Commercial Broker will work very hard to keep up to date on what is happening in their local market. This knowledge can then go into property summaries, business proposals, and client presentations, to showcase facts, stats, history, and other vital pieces of information that most business owners want and need before making a significant investment decision.

Talk to the interviewer about your experience creating these types of materials. If you are newer to your career, you may not take the reins on a project like this, but perhaps you support senior brokers in your office as they build these materials. Whatever your experience level be sure to show the interviewer that you understand the importance of these business materials.

Rachelle's Answer #1
"I bring many years' experience in creating business proposals and property summary books. As a team leader in my current office, I also train other junior brokers on how to gather the information needed for these types of client materials. As far as business presentations, I build at least two new presentations in PowerPoint every week and am very comfortable doing so."
Rachelle's Answer #2
"As a junior broker, I do have experience building business presentations alongside more senior brokers. I have received some mentorship and training when it comes to building proposals and market summaries; however, I am not yet in the position to build these entirely on my own. I am learning, however, and becoming better every week."
2.
Commercial Brokers spend a lot of time negotiating the best possible outcomes for their clients. How would you describe your negotiation skills?
Commercial real estate requires a lot of negotiating when it comes to contract inclusions and financial matters. The interviewer would like to see that you have the chops needed to make it in this fierce industry where every number and contract detail matters.

Sometimes, in real estate, parties are often stuck making concessions and demands on a single issue, such as price. How do you ensure that both parties get what they want?

Rachelle's Answer #1
"I would describe my negotiation skills as competitive yet friendly. I never underestimate the importance of starting a negotiation off right, with a friendly introductory phone call or a sentence or two that creates common ground. Research shows that you and your counterpart are more likely to reach an agreement if you spend a short amount of time getting to know each other."
Rachelle's Answer #2
"I am newer to my career and, although a confident negotiator, I believe in the importance of perfecting a variety of negotiation styles. At times, I take a collaborative approach where other times I take the approach of searching for smart tradeoffs, or other times, presenting multiple equivalent simultaneous offers. MESOs is a style that I learned through a Harvard online course that I recently completed. It's been beneficial when closing deals for my clients."
3.
Jones Lang Lasalle keeps a close eye on Commercial Broker targets and wins. What type of goals did you set for yourself this year?
Some of the targets and goals that a Commercial Broker might be looking out for include number of clients, number of exclusive listings, amount of commission per transaction, new meetings booked, cold calls completed, number of referrals, and presentations made.

Of course, these goals may differ depending on your seniority and the brokerages for which you have worked. Discuss with the interviewer the type of goals you have set for yourself, and if you have met or exceeded these goals.

Rachelle's Answer #1
"Goal setting has been a significant factor in my success as a Commercial Broker over the past eight years. I set goals every year and revisit them each quarter. So far this year, I have exceeded my goal of making 50 cold calls per week; averaging 62 at the moment. I also set the goal of 5 new meetings booked per week, a 10% cold call conversion. At this point, I have converted 14% of my cold calls."
Rachelle's Answer #2
"I appreciate that Jones Lang Lasalle is keen on numbers, targets, and goal setting. I am highly analytical by nature and have made a habit of reviewing my numbers every week, month, and quarter. Right now, as I build my business, the numbers that I keep the strongest eye on are new clients acquired, new meetings booked, and presentations made. I have landed sixteen new clients this year so far, and have many more good prospects on the go. The key for me is never taking my foot off the gas when it comes to lead generation and cold calling activities."
4.
Jones Lang Lasalle is seeking a Commercial Broker with education in business, finance, economics, or other related coursework. Please walk me through your schooling.
The interviewer would like further detail on your education. Be sure to provide information that is not available on your resume. You could talk about your best classes, your favorite coursework, any student councils you were on, awards or accolades, and scholarships earned.

While attending post-secondary studies, you likely learned some core skills that would be transferable to your role as a Commercial Broker. Think about what you learned at your highest levels of education and how that knowledge applies to your work.

Whichever direction you choose to go with your response, be sure to tie your answer in with the ways that this educational experience will benefit you as a Commercial Broker.

Rachelle's Answer #1
"I have a Bachelors Degree in Management with a major in Marketing. I went to University ABC on a full scholarship and graduated top of my class. My passion for economics, as well as quantitative analysis, really came to life while earning this degree. Since graduating, I have been able to utilize my education in a multitude of ways, not only in terms of my business knowledge but also by utilizing new soft skills such as time-management and project planning."
Rachelle's Answer #2
"I recently completed my MBA, after taking online coursework in the evenings and weekends for the past two years. I am proud of this accomplishment since I worked in tandem with this coursework, and still graduated top of my class. I am eager to apply my new skills and knowledge to this Commercial Broker role. When it comes to consulting and strategy, I now a complete idea of how to elicit information from others and synthesize that information into a cohesive story. I have a better ability to see the big picture and gained more creative and conceptual ways of thinking."
5.
Tell me how you developed and nurtured your largest existing client.
The interviewer wants to know how you took a new lead and grew it into your most lucrative account. Often, the most significant client accounts are the ones we nurture the most, so it's essential that you can walk the interviewer through your process of finding a new prospect, gaining their business, and continuing to win new business or referrals from that relationship. Share a success story about how you've done this in the past.

Rachelle's Answer #1
"In my current position, I developed my largest existing account by visiting their office regularly to give market reports from their region and the surrounding 3 miles. Showing that I was keen, and prepared to service their company with a great sense of attention and local knowledge, was what they wanted to hear. The company went from renting their commercial spaces to buying their first location in just six months of meeting me. I continue to grow this account by offering important knowledge and always delivering the best commercial real estate opportunities to them first."
Rachelle's Answer #2
"With my larger accounts, the success has all come down to building relationships through offering market overviews and leasing reports regularly, without being prompted. Excellent customer service skills and personalized touches help, as well. With my largest client account, I am sure to remember their kids' names, birthdays, and congratulate them on company milestones."
6.
How will you complement Jones Lang Lasalle, if you were hired?
Jones Lang Lasalle has an excellent reputation, faithful clients, and a robust team of talented brokers. Now, they want to know how you will make an impact on their organization if hired. If you landed the position, what would you bring to their company that would be positive and unique? Assure the interviewer that you are the right fit for this position. If you have a 90-day plan in mind, come prepared to share that with the interviewer.

Rachelle's Answer #1
"I have already crafted a 30, 60, and 90-day plan to exceed my training expectations and targets. The plan includes doubling up on my cold calls and making more in-person client visits than expected. I want to knock this out of the park right away and become a top broker at Jones Lang Lasalle within five years."
Rachelle's Answer #2
"If you hire me, I will compliment your organization in a few significant ways. First - I am a fast learner, and I already bring six years' experience in the real estate industry, reducing my training period. Also, I will bring a robust portfolio of clients with me, which will make a financial impact almost immediately."
7.
Jones Lang Lasalle looks for team members with creative energy. Would you consider yourself a creative person?
Real estate requires creative approaches to selling, marketing, and client relationships. Talk to the interviewer about any interest that you have in creative activities and how you have implemented your creative desires as a Commercial Broker. Even if you do not consider yourself to be a 'creative person,' there is a significant chance that you have made creative minded decisions in your career. Think of a time when you thought outside of the box!

Rachelle's Answer #1
"I am creative in the sense that I am great at seeing all sides of a negotiation, allowing me to be creative in my communication and sales approach. I can use creativity to close a deal, and I am a solid writer when it comes to business presentations and marketing materials. With that said, give me a paintbrush, and I will have no idea what to do. I suppose creativity comes in all forms!"
Rachelle's Answer #2
"I am someone who alternates between the right and left sides of the brain, but I will always consider myself a very creative person. I admire the creativity and unconventional thinking required in the real estate business."
8.
Commercial Brokers often need to give formal presentations to prospective and existing clients. Tell me about your experiences giving high-stakes presentations.
The fear of public speaking is the #1 phobia we have, as humans. It comes ahead of the fear of death and the fear of spiders! It is okay to find public speaking a bit intimidating but do assure the interviewer that you are capable of communicating well in front of large groups.

Have you taken any courses or training in public speaking? Perhaps you have so much experience that it comes second nature. Either way, assure the interviewer that you are capable of giving high-stakes presentations without choking. If you have given presentations, you can also mention the topic, what the setting was, and to how many people you presented.

Rachelle's Answer #1
"High-stakes presentations to groups of decision-makers is a big part of being a Commercial Broker. I am prepared to successfully roll out important communications to my existing and prospective clients. I have experience preparing pitch decks that are engaging and thorough. I utilize different techniques, such as graphs and charts, to make presentations fun, interesting, and engaging."
Rachelle's Answer #2
"I do not have a lot of experience in presenting to large groups; however, I have spoken to small groups of clients, perhaps, 4 to 6 people at most. To strengthen my communication and public speaking skills, I joined Toastmasters last year. I am now a confident public speaker and am sure that I could present in front of many people. "
9.
As a Commercial Broker, how do you stay abreast of the real estate happenings in your community?
It's essential to Jones Lang Lasalle that you keep up to date on what is happening in your community when it comes to real estate. As a Commercial Broker, it's vital that you know what your clients may be facing in the current market conditions. Be specific and talk to the interviewer about the resources that you lean on, to stay abreast on industry happenings.

Rachelle's Answer #1
"To stay up to date on what is happening in our city, in terms of commercial real estate, I subscribe to a few industry blogs, as well as a couple in the banking industry. My top resources are (A), (B), and (C). Of course, I also stay on top of market reports released by Jones Lang Lasalle as they are beneficial and robust."
Rachelle's Answer #2
"I read a variety of commercial real estate publications such as Real Estate Magazine. I also read many articles and reports from Forbes, Deloitte, and NAIOP. If you have other resources that you recommend, I am all ears! I love to research, learn, and grow."
10.
How do you go about nurturing relationships with business owners, landlords, and developers?
As a Commercial Broker, the relationships that you build can make or break your business. Your role is likely driven by commission, meaning that your healthy relationships are how you earn a paycheck. By developing and nurturing great relationships, you will gain repeat business, be offered valuable referrals, and build a fantastic reputation in your area. Discuss how you go about nurturing these crucial relationships. Try to be as specific as possible.

Rachelle's Answer #1
"I certainly appreciate the opportunities that come my way and know that I can only do as well as my network allows. To nurture relationships with business owners, landlords, and developers, I create and publish monthly market reports, sending them out to my email list. I will pop into local businesses to say hello and ask if I can help them in any way. I am a big advocate for small business. The entrepreneurs that I work with know that I give them a lot of word-of-mouth business. When my clients are successful, I am successful too."
Rachelle's Answer #2
"I have a well-organized call list so any prospect or client from the past will hear from me by phone once every six weeks. I believe that this contact is important since most people rely on email or text messages these days. A more personal approach such as a phone call, or even an in-person pop in can make a significant difference when it comes to building and nurturing relationships."
11.
How well do you know the community dynamics and demographics in your region? Why is this an essential factor for a Commercial Broker?
A large part of your success as a Commercial Broker will be directly associated with how well you know your market. When you are on top of your market and understand the commercial real estate needs and issues in your region, you can then act more quickly and provide your clients with the knowledge they need to make timely and lucrative decisions.

Discuss how well you know your community dynamics by talking about how many years you have worked in the area, how you conduct your research or other tactics that you utilize to remain in-the-know. Be sure to address why you believe this knowledge is pertinent to your success as a Commercial Broker.

Rachelle's Answer #1
"My knowledge of our city is advanced. I was born and raised here, spending most of my life living and working in the downtown region. This community knowledge has helped me in many ways, including my ability to learn about changes and movement in real estate faster than many other brokers in the area. I have a reliable network of local business owners, landlords, and developers who know my name simply from my exposure and tenure in the community."
Rachelle's Answer #2
"I believe it's essential for me, as a Commercial Broker, to have a thumb on the beat of my community at all times. Community knowledge is the power I need to make suitable recommendations to my clients. I read market reports from other brokers, demographic reports released by various councils, and continually keep in touch with news stories and events that are impacting all parts of our city, and surrounding area."
12.
Jones Lang Lasalle prefers to see at least two years of residential real estate experience before moving our team members into Commercial Broker roles. Walk me through your experience as a residential real estate agent.
The interviewer wants to know that you have earned your place as a Commercial Broker by first cutting your teeth in the industry through the residential real estate route. Most Commercial Brokers will first work for a few years in the residential space, learning about the industry before taking on commercial responsibilities. In some states, prior residential real estate experience is a requirement before you can earn your commercial license.

Since this question is open-ended, be sure to keep a well-organized answer that is brief. The interviewer is not asking for a career autobiography; rather, some important career highlights that will make you stand out from other candidates. For this reason, be sure to include some of your most significant career wins as a residential real estate agent.

Rachelle's Answer #1
"Before entering my first Commercial Broker role, I worked as a residential real estate agent for ten years. I won many awards such as Top Agent, Top Producer of the Year, the Million Dollar Club Award, and a President's Club award. I had earned my way to the top, and although I loved the success, I wanted a new challenge. After these achievements, I decided to try my hand in the commercial side of the business and haven't looked back since."
Rachelle's Answer #2
"I began working residential real estate two years ago and experienced great results shortly into my career, entering my agencies' President's Club after just year one. I have put a strong focus on cold calling as well as more modern marketing efforts, which have paid off significantly. Now, I am ready to add commercial real estate to my portfolio."
13.
Do you hold a CCIM (Certified Commercial Investment Member) designation? If so, when did you obtain this certification? If not, why have you not pursued this step?
A CCIM (Certified Commercial Investment Member) designation tells others that you are a knowledgable professional in the commercial real estate sector. The designation process ensures that Commercial Brokers are knowledgable in a variety of related topics, including financial analysis, market analysis, negotiations, decision analysis, investments, and ethics.

If you hold a CCIM designation, give some details as to when you obtained this certification, and why it's important to you. If you do not have a CCIM designation, be sure to show that you are open to the idea.

Rachelle's Answer #1
"I have been CCIM designated since 2017, and scored 92% on the exam. I have been in good standing with the CCIM for over ten years. I believe this designation to be critical to my brokerage career because of the recognition it gives me in the commercial real estate industry. Also, my membership allows me access to a significant network of other real estate professionals across the country."
Rachelle's Answer #2
"Although I have not yet gained my CCIM designation, I do have plans to take the exam when I meet the minimum requirements, including working in the commercial real estate industry for at least two years. Being offered this Commercial Broker role with Jones Lang Lasalle is an excellent start."
14.
What do you know about the CCIM Institute and the role it plays in your Commercial Brokerage career?
The CCIM Institute is one of the most recognized commercial real estate professional organization. They have been around since 1967 and are an excellent resource of learning and education for aspiring and seasoned real estate professionals. The interviewer would like to know how familiar you are with the CCIM Institute, what your involvement has been with the organization. Keep your response positive and give some detail that goes beyond basic stats about the institute.

Rachelle's Answer #1
"The CCIM Institute has helped me develop my career as a Commercial Broker, a great deal. I have taken coursework through the CCIM, including 'Financial Analysis for Commercial Investment Real Estate,' 'Evaluating Retail Development Projects,' and Market Analysis for Commercial Investment Real Estate.' I believe the CCIM to be an incredibly important factor in the development of commercial real estate agents, and a valuable upholder of ethics and values for our industry."
Rachelle's Answer #2
"I recently applied for CCIM membership after moving to this state. I aim to be a recognized leader in the commercial real estate industry and believe that this membership is an essential first step. I understand that the CCIM offers membership to not only Commercial Brokers, but also leasing professionals, asset managers, appraisers, property managers, developers, attorneys, and more. I am eager to become part of the extensive CCIM network."
15.
Coming from a clients' perspective, what are the most significant benefits of hiring a Commercial Broker?
There are many benefits of hiring a Commercial Broker, and the hiring authority at Jones Lang Lasalle wants to make sure that you wholeheartedly believe in the services you will be offering their clients!

Some of the benefits that you could mention include the fact that brokers are incentivized to help their clients since they work on commission! They are experts on the market since it's their full-time job to know what the market is doing in their region. Other benefits include faster turn-around time on property acquisition and the fact that you will only see the best properties that suit your needs. Also, the negotiation skills of a Commercial Broker can save a customer thousands of dollars!

Talk to the interviewer about what you believe to be the most significant benefits of hiring someone like you.

Rachelle's Answer #1
"From a clients' perspective, and the most important value-add that I hear most often from my clients, is the fact that hiring a Commercial Broker helps them to cut through the noise, get their project underway, and finalize deals in the fastest way possible. We can take on the research, and perform effective negotiations on a busy business owners' behalf. That gift of time and financial savings is priceless."
Rachelle's Answer #2
"The benefits of hiring a Commercial Broker include the fact that buyers get professional advice from industry trained people on the best properties to buy, what the real estate marketing is doing at the moment, and what a fair price is to pay for a commercial property. My clients most appreciate the fact that they can continue to focus on their business while their real estate project comes to life."
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30 Jones Lang Lasalle Interview Questions
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Interview Questions
  1. Do you have experience creating business proposals, property summary books, and new business presentations?
  2. Commercial Brokers spend a lot of time negotiating the best possible outcomes for their clients. How would you describe your negotiation skills?
  3. Jones Lang Lasalle keeps a close eye on Commercial Broker targets and wins. What type of goals did you set for yourself this year?
  4. Jones Lang Lasalle is seeking a Commercial Broker with education in business, finance, economics, or other related coursework. Please walk me through your schooling.
  5. Tell me how you developed and nurtured your largest existing client.
  6. How will you complement Jones Lang Lasalle, if you were hired?
  7. Jones Lang Lasalle looks for team members with creative energy. Would you consider yourself a creative person?
  8. Commercial Brokers often need to give formal presentations to prospective and existing clients. Tell me about your experiences giving high-stakes presentations.
  9. As a Commercial Broker, how do you stay abreast of the real estate happenings in your community?
  10. How do you go about nurturing relationships with business owners, landlords, and developers?
  11. How well do you know the community dynamics and demographics in your region? Why is this an essential factor for a Commercial Broker?
  12. Jones Lang Lasalle prefers to see at least two years of residential real estate experience before moving our team members into Commercial Broker roles. Walk me through your experience as a residential real estate agent.
  13. Do you hold a CCIM (Certified Commercial Investment Member) designation? If so, when did you obtain this certification? If not, why have you not pursued this step?
  14. What do you know about the CCIM Institute and the role it plays in your Commercial Brokerage career?
  15. Coming from a clients' perspective, what are the most significant benefits of hiring a Commercial Broker?
  16. What do you know about the services offered by Jones Lang Lasalle?
  17. Jones Lang Lasalle uses technology tools for business development and client service purposes. With which tech tools are you most familiar?
  18. How do you feel about cold calling? Walk me through your cold calling training and experience.
  19. The top Commercial Brokers at Jones Lang Lasalle are highly competitive with themselves. What challenges are you looking for in a position?
  20. What is the most important trait a Commercial Broker should possess?
  21. Would you cold call every day for a year if it meant you had a steady client list afterward?
  22. Tell me about a time you faced rejection in the real estate industry. How did you handle it?
  23. Jones Lang Lasalle often asks our Commercial Brokers to work as part of a team. Tell me about a contribution you made to the last team you worked on.
  24. How do you react in the face of failure? For instance, when you lose a client or a significant deal falls through?
  25. At Jones Lang Lasalle you will be interacting with clients of all types and personalities. How would you build a relationship with someone who intimidates you?
  26. If hired, what can Jones Lang Lasalle do to help you achieve your career goals?
  27. Commercial Brokers at Jones Lang Lasalle encounter challenging situations every day. Do you consider yourself a patient person in the face of a challenge?
  28. Our clients mean everything to us at Jones Lang Lasalle.How do you define exceptional client service?
  29. Give me an example of a time when you had to be extra diligent to meet a deadline.
  30. What would your most recent boss say about you if they were asked to describe your character?
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