Commercial Real Estate Agency – Top Agents are Known for the Right Reasons

In commercial real estate today, the abundance of agents in the property market means that most listing opportunities are a competition to win the business.  Every agent invited to the listing presentation process with the client will put on their best pitch and strategy for the listing.

This can be good and bad, but the fact of the matter is that many agents tackle the listing process very generically; they are mainly complacent and quite ordinary when it comes to target marketing and direct marketing. 

You can adjust your pitch and presentation to be quite specific to the property type, the client, and the location.  When you do this, your chances of converting the listing rise greatly.

If you are known as the local real estate agent of skill and relevance, you will get invited to more listing opportunities.  All or most of your real estate leads and listing invitations will come from your local market presence and personal agent networking.  You cannot wait for the leads to walk into your agency; it doesn’t work that way in this market.

Building your real estate brand

To be known for the right reasons is an unusual equation that requires planning.  Consider your local property market and what you are doing within it now. 

What would make you the top agent?  What would let people know you are the best agent in a particular property type and location?

Here are some ideas to help you build your local brand:

1: Signboard Coverage locally

Signboard presence will always be the number 1 factor in territory dominance and market share.  You cannot claim to be a top agent unless you have a majority of the signboards on all the top-quality properties.  I know this is difficult to achieve; however, dedicated networking and prospecting will get you there.

2: Internet Use and Coverage

The internet will bring you many leads and opportunities today.  All of your property ads on the internet should be optimised for search engines and customers that are looking to buy or lease property.  So how can you do this? 

Do a keyword search on your property type and local area.  Do this at http://Google.com with their ‘keyword search tool’ to see what people are typing into the search engines today when looking for local property. 

Select those keywords (not too many at once) and feed them into your marketing material, articles, reports, and online advertisements.

3: Use Websites or blogs for your articles

Write a blog about commercial investment property in your area.  The blog process will cost you virtually nothing to establish using http://wordpress.com or http://blogger.com.

Over time, you can fill the blog with regular market updates and property tips.  Do not focus on listings, but do focus on helpful information about the local area.  That simple internet marketing process will help build your personal brand well above the other competitors locally.

4: Share Information with People

Create a newsletter via email that uses an auto-responder.  Put all of your clients into the system and keep in contact with them through the regular email market updates.

5: Constant Agent Contact

Make lots of telephone calls every day to new people and others that you already know. You will need to be organised for that contact process and system. 

The telephone remains the most powerful personal marketing tool that we have.  Use it well, that is, professionally and consistently over time.

Be the Best Agent Solution

In today’s property market, you really must be known as the best real estate agent solution for the clients that you serve.  If they can see your name and face in more locations, it will help you rise to the top of your market faster.