Boost Your Real Estate Business with These smart Listing Strategies

There are numerous strategies available to help you enhance your real estate business throughout the year. As commercial real estate agents, we must establish systems for client contact and prospecting that enable us to generate the right listings effectively. Ultimately, the aim is to increase market share and commission opportunities.

There is an increasing importance in the property market to ensure that you take strategic listing actions and find new clients to assist with commercial real estate sales, leasing, or property management. Strategies for every agent are therefore essential for progress. In this article, we will examine and provide ideas to help you grow your market share, specifically in locations and across property types.

Every aspect of commercial real estate is actionable, and adopting a systemised approach in your daily actions will help you gain traction and grow your real estate business. These actions will guide you towards achieving your goals by providing a review of your real estate progress and refining your approach.

How to Define and Dominate Your Territory.

Understand your territory geographically and physically. This involves mapping key streets and property ownership records in a logical and consistent manner. While it does require time and significant research, the results are proven and consistently strong when your real estate business revolves around activity.

So, who do you need to know, and what are you doing about it? Identify the top landlords in the area who own the best properties in the best locations. Additionally, consider the owner-occupiers of buildings and tenants in the area. Among these groups, you will find numerous challenges and real estate needs throughout the year. Ultimately, it all comes down to your ability to connect with these groups, ask the right questions, and track the progress you achieve with each person. A conversation today could lead to a real estate transaction in the future. It’s all about how you connect with people now and how you reach out to them again multiple times in the future.

When evaluating your territory and allocated precincts, identify potential areas for growth and opportunity, taking into account construction activity alongside the current status of supply and demand. Change is constantly happening in the commercial real estate market, so seek out that change and connect with the individuals involved in the real estate change and churn process.

Develop a Local Market Profile This Way

As a real estate agent in a specific location, it’s important to remember that you’re not just finding and promoting listings for sale or lease; you’re also promoting yourself. Self-promotion in commercial real estate requires various initiatives and consistent effort over time.

As an agent, you should engage with many people through telephone conversations as part of the cold calling process. The number of people you call each day should consistently range between 30 and 50. This requires a reasonable degree of research and organisation; however, the results are proven and consistent when you develop a real estate business system.

As you engage with new people, share market updates to establish yourself as a local authority and leave a lasting impression as a real estate agent for your area or property type. Agents who specialise are always in demand, so promote yourself within that niche by focusing on cold calling, meetings, and social media activities.

Develop a Targeted Prospect List

As you think about how to connect with more people on a daily basis, reflect on the segments of your market and the types of clients you could engage with. There are numerous opportunities to explore when working with segments such as property investors, developers, owner-occupiers, medical professionals, allied health workers, and logistical businesses. Each of these groups can provide you with significant leverage regarding property activity and real estate market penetration.

As you connect with more people, ensure that you qualify prospects based on their property intentions, preferences, and activities. Remember that a prospect today will likely become a client in the future; however, you may not know when that will happen. That’s why a strategy of constant contact should be part of your daily activities and real estate planning.

Given the area you’ve been allocated, two additional lists can be created from that territory: the VIP property owners in the zone and the owners of specific properties you’d like to work with in the future. While it may take time to find the right individuals based on the properties and your priorities, aim to research more people each day and build those connections. It’s relatively easy to connect with 5 to 10 new people daily as part of a growing client and prospect development model.

Consider the tools available to grow your client and prospect list. Property ownership records will always be useful, but your database will also serve as a significant tool for ongoing contact. Add to that, the social media activity you should post at least three or four times a week, and you will have a marketing process that helps build your personal brand as a real estate agent.

Conclusion for Agents

There are numerous opportunities in commercial real estate for expanding market share, discovering new properties to list, and connecting with high-quality clients. Develop your system so that you can make progress every day and get closer to the people who matter, both as property owners and investors in the area.