Top sales producers in commercial real estate tend to dominate their market. They stand out as the best local agent that everyone knows. The quality listing and presentation opportunities seem to go their way; the reason for this is that they are the best at what they do and the market knows that. These agents are worth watching given that they have traits and systems that are worth replicating.
Top agents know the rents, prices, incentives, marketing strategies, and just how to attract enquiry on a quality listing. They know what is going on with clients and property owners in the local area. They convert more quality listings and commission business.
On average it takes a number of years to build your commercial real estate market and your results as an agent. Things can be ‘fast tracked’ when and only when you develop a prospecting and client contact system, then improve it and stick to it.
Here are some tips to help you as a specialist commercial real estate agent consolidate the future opportunity of clients, listings, and commissions.
- Specializing in a niche part of the property market is really important. You cannot be a top agent in every property type across your region or territory. Specialize in one or two types of property and then build your database around that choice. Your choice of specialization should be one that gives you opportunity with sufficient upside in listings and growth.
- Building a database of reliable contacts and clients is critical to your listing opportunity. It is not so much the size of the database that matters, but the relationships that you build within it. Whilst you may know a lot of people, they have to know you as an expert in local property.
- Self-improvement is a necessity. We can all improve what we know and what we do. Given that the local property market is serviced by a number of agents and agencies, you must stand out as a professional and top salesperson; you must be the best choice to take a property to the buyers and tenants that are looking for quality property. How do you create this image? Over time you must improve what you know and what you do.
- Systemize your day so you can do the things that really matter. Lots of things have to be done, but only a few of them really matter. Determine what those things are and get them done as part of your daily system.
Tracking results and tasks is an important part of being a great salesperson in commercial real estate. When you set your goals and your system in motion you will soon see just what is out there to be done and how you can move that market towards you.