In most towns and cities there will be plenty of competition around when it comes to commercial real estate brokerage. There are many agents chasing clients, listings and transactions. The good thing is that most of them are rather random when it comes to process and focus.
Understand your day
The property market belongs to those that develop real systems and stick to those systems as part of each working day. Yes, I know that unexpected things can and usually do happen to derail all our best intentions in business today, but the fact of the matter is that everyone should be able to control at least 33% of their day. A full one third of most business days will be controllable in some way or form. You have a few decisions to make with that 33% of the day and how you will use it.
Maximise your time
So the way to dominate your real estate market and crush the competition is to take the ‘controllable’ time (33%) and do something quite specific with it involving business generation. By ‘specific’ I mean generate new business with people that are fresh and qualified by some form of dedicated prospecting. Find new people and grow your pipeline of contacts.
Here are some other specific ideas to help you with overtaking your competing agents and brokers:
- EXISTING LISTINGS: Use every listing on your books as a point of discussion in your prospecting. Take each quality listing that you have, and then contact every property owner and business owner around that listing within 25 properties in all directions up and down the street. Use the current listing as a point of discussion to open the door on property questions and information.
- QUALITY MARKETING: Make your marketing solutions special. Do things that are unique and different in a professional and business like way; stand out as a top agent for the location and property type. It will help with lifting the enquiry rate of people from every advert and also lift your inspection possibilities. To improve your marketing you can use professional photography, advertising copy that has been professionally written, and then you can apply those strategies to targeted buyers or tenants as the case may be.
- PERSONAL INVOLVEMENT: With every marketing campaign get personally involved and talk to lots of people locally. It doesn’t take too long for a proactive agent to be seen as a specialist and someone that is the ‘go to person’ when any property challenge arises.
From these three things you can see that the ‘success process’ in commercial real estate brokerage evolves from people; that is who you know, and what those people know about you. Get involved in your property market and make your real estate business exciting.