In professional selling and commercial real estate, the days you have before you are the most important. With the 12 hours you have ahead of you each day, every minute should be optimised for the actions that will bring you the best results. Build your real estate business by focusing on time and how you use it.
Every day can and should be a sales day. Think about how you can work with that and use the idea to boost your real estate business. You have a territory to cover, property owners to find, and conversations to create. Your sales day is built around a process. Your success over time depends on that process and how consistent you are at moving it forward.
Top Agents Planning
Top salespeople do not waste a minute, an hour, or a day. Instead, they work to a plan and understand what should happen to help them build market share and sales opportunities. They then start the process and control it to the very end.
Can you use this idea to grow your results? Of course, you can. Yes, I know that some things will always happen that will upset the process and some of the planned actions. But, regardless of all of that, the top salesperson or agent today gets the right things done as part of their day plan; they know that they are in control, and they do not give that control to anyone else. Control creates real estate opportunities.
Your Real Estate Day Strategy
If you are a professional salesperson in commercial real estate, the same rules should apply to you. Build your real estate day around your choices. Here are some questions and concepts to consider:
- How will you focus your energy all day to get the job done at a high level?
- What do you need to practice that will significantly benefit the results?
- What barriers will you strike, and how will you handle them?
- How will you stay focused and ‘cool’ under pressure?
- What thoughts and actions will help you rise to the challenge?
- What are your goals to focus on, and how are you doing that?
Have you ever noticed how top golfers approach their game? They practice for hours before the game, and then they approach the game with a focus sequence. Every shot that they take is a planned event. They size up the shot, stand behind the ball, and visualise the ‘drive’ direction. They are prepared for improving their performance.
Boosting Your Strategies
The same logic applies to professional salespeople in real estate. Here are some tips to help you:
- Plan the events of the day.
- Start every day with focus and practice before getting to your office or sales territory.
- Understand the key issues that will take you to the top of the ‘sales’ game.
- Every telephone call, meeting, proposal, presentation, and negotiation should be well crafted.
It is surprising how many salespeople do not focus on and practice their skills. Yet, that is a fantastic opportunity for those prepared to do so. So, what are the essential agent skills to build on? Try everything relating to communication and conversations particularly.
Key Elements of Activity
- Clients – Who are your clients by type and location? When you understand those facts, you can refine your day and everything around the day’s events. Real estate clients typically include investors, business owners, local developers, franchise groups, and funds managers. Each type of client has a different focus. The question for you to think about is ‘How can you serve them to a high level?’
- Prospects – From the previous point, your prospects will be those people that you haven’t converted into your client base yet. However, they will be in the selected client categories that you are focusing on. You can break your prospect list down into A, B, and C priorities. In that way, you will spend more time with the people in the A and B categories than others.
- Marketing – You are constantly marketing your listings, but are you selling yourself comprehensively into your local area? Essentially it is all about talking to people and providing information about the local area and how the property market is changing or where opportunities may be.
- Inspections and Negotiations – These two issues always go together. Every property inspection involves some elements of negotiation, and as the property deal gains more momentum, the negotiation gets deeper. Consider how you can support your negotiations with better skills. That would typically involve practice. Considering the property issues of today, you can always practice responses to the common problems that you come across. There may be a few ways to approach the common problems in real estate today, so practice helps you prepare for that.
- Research – Cover all the issues of activity in your location. When researching property activity today, things have changed, and you should look for those changes. In that way, you can provide new ideas to the people you work with, mainly your clients. Conversations always lead to the factors of the market and the changes in prices, rents, and supply. Your research can centre on those three issues. A comprehensive approach to researching property activity will always support your negotiations and transaction opportunities.
All these things will keep you busy. These issues will help you structure your sales plan and your approach to your real estate business in your location. Be open to the pressures and changes of the property market, as they will be there each day.
The top agents of the market work with the changes and adjust their approaches to service clients and prospects in the best ways possible. A changing property market is always an advantage for those agents that can seize the momentum of change and shape today’s issues into transactions.