Expand Your Knowledge in Commercial Real Estate Sales and Leasing

As you have chosen a career in commercial real estate, it is best to continually expand your knowledge relative to your local area and chosen property type.  The knowledge will help you win the business and the clients in both sales and leasing.

When it comes to the competitive processes of winning real estate listings and converting clients, it is the local property knowledge that you display in your sales pitch or presentation that will help you identify yourself as a top agent. 

choosing the best agent

Clients like to know that they are choosing the right agent that understands how to deal with their current property pain and problems.

Selling and leasing commercial property today is not an experiment. It can be challenging, depending on the property type and your location. When you are invited to a property listing sales pitch or presentation, it is time to show your relevance as the top agent you claim to be.

Strategies for Real Estate agents today

The knowledge that you need to gain will be never-ending and continuous.  Here are some ideas to help you with that:

1: Sourcing Enquiry

Understand where the property enquiry comes from today and why.  That single fact will help you direct your marketing efforts and marketing campaigns in ways that help you move the property more effectively and quickly.  Many clients and property owners have little understanding of the limited volume of property enquiries today and the types of enquiries coming in.  Track these factors so that you can brief your clients accordingly at the time of listing.

2: Competing Listings and Agents

Every week, survey all of the listings in your local area listed with competing agents.  Get details of the listings for improvements, prices and rentals, time on the market, tenancy mix, and locational points of difference.  Your listings will need to compete with these other properties.

3: Sales and Leasing History

The history of sales and rentals in your area should be researched for the last two or three years.  That will give you some trends as to improvements and price or rent changes.  Those facts can be displayed graphically and used in your listing presentation.  Many property owners and clients have an incorrect view of the prevailing market conditions.

4: Actual numbers from Deals

The actual prices paid for a property today should continuously be researched.  The same should apply to rentals.  It takes time to identify the actual final figures, and invariably, they are not the same figures that were originally advertised or asked for those properties.  The actual prices and actual rents are a true reflection of market conditions today.  You need to know what those figures are.

5: Creative Marketing

Today, marketing a property is quite a specific process. It involves a dedicated focus and personal efforts on the part of the salesperson. For this reason, your best listings should be exclusive listings, allowing you to work with the required focus and attention to detail.

6: Exclusive Listings

Openly listed properties are generally a waste of time unless you have a prospect on your books that you can introduce to the property.  Decline open listings unless you have a shortage of listing stock.

7: Best Marketing Choices

The best way to market a property today will vary based on the improvements, location, and property type. Be open to the prevailing real estate market conditions and the best methods of sale that suit the market as it is today.

Conclusions and Strategies

All of these factors are quite logical and very useful for your listing sales pitch or presentation.  Information like this will help show the client that you are the agent of choice when solving their property discomfort.