A Step by Step Checklist for Sales Agents in Commercial Real Estate

In today’s economy and market, a successful marketing and sales approach for commercial or retail properties requires a solid strategy to generate optimal interest and inquiries.

Given the current shortage of property inquiries and buyers, it is crucial to maximise the potential of listing first and, secondly, the incoming inquiries resulting from your marketing efforts. That is where a sales checklist is handy.

Download the Sales Listing Checklist Here…..

To effectively market a commercial or retail property, it is recommended that all agents utilise a complete listing process from a checklist.

This approach allows the agent to concentrate on generating the best possible interest for the property and, in doing so, covering all the ‘bases’.

An Impressive Approach for Agents

Most clients cannot help but be impressed with the ‘professional’ approach that the list creates to the listing and marketing process. It also helps you convert your listings exclusively. It helps you ‘stand out’ from the crowded agents market.

What listing processes do you work with? It is important to note that accepting an “open listing” from a client is not a productive use of time for either party. Top agents understand this and typically avoid such listings.

Go Local, Think Local

Commercial real estate listing processes can constantly be enhanced and shaped for clients and properties. Be open to the ways you can reach more people with all your listings.

A sales checklist is a tool that helps commercial real estate agents manage their sales process and ensure they don’t miss any critical steps. Are you using one now?

A sales checklist can include tasks such as:

• Identifying the target market and potential buyers
• Preparing the property for sale and creating a marketing plan
• Conducting market research and pricing the property competitively
• Negotiating with buyers and handling objections
• Closing the deal and following up with the client

As the property market becomes more competitive, with plenty of agents chasing listings and clients, a sales checklist that can be applied to every listing or property presentation will help you show your higher level of professionalism.

Show Your Real Skills

I like the idea of ‘standing out from the crowd’ regarding property listing presentations and client meetings, so a checklist approach is valuable.

Using a sales checklist can benefit all commercial real estate agents in several ways, such as:

• Improving their efficiency and productivity by reducing errors and delays
• Enhancing their professionalism and credibility by delivering consistent and high-quality service
• Increasing their sales performance and revenue by closing more deals and generating referrals
• Building their reputation and brand by creating a positive customer experience

Therefore, a sales checklist is essential for commercial real estate agents wanting to succeed. A sales checklist can help you to streamline your workflow, optimise your results, and grow your business.

Direct Your Presentation Efforts

So, you now have a checklist ‘tool’ to use with your listings and when meeting with clients. Where can you start your presentation efforts and use your checklist? Try these ‘channels’ and use your checklist approach.

1. Investors in the local property market are constantly searching for profitable opportunities. The prices you set for your properties are crucial in determining a potential sale. It is important to price your properties competitively according to current market conditions. Talk to the property investors.
2. As a local agent, it’s important to keep track of available properties for sale or rent and the ‘business owner’ churn factors. To ensure maximum exposure, it’s crucial to market each listing to not only investors, but also business owners in the area. Consider sending a brochure to the business community and following up with a personal phone call to make a lasting impression.