Heads Up on Building Your Commercial Real Estate Career

A career in commercial real estate is a great opportunity for personal success. However, it is also a challenging career that requires a lot of personal discipline to achieve the desired results.

Success in the industry will not be the same from person to person, but you will know what it looks like to you.  Ultimately, to be a top agent with high levels of achievement, you will need the right attitude, actions, and business tools to help you get there. Consistency brings it all together.

Proven agent Performance

So there are ‘great’ top salespeople or agents in the industry and some ‘not so great’ people.  Their ability to drive themselves to do the right things daily is the difference.  This is an effortless thing to say but a very hard thing to do. 

A career in commercial real estate invariably involves a degree of self-improvement and change of habits. You really do need to change your habits if you want to succeed in the industry.

The Right Things to Do

Here are some ideas to help you understand exactly what the ‘right things’ are for most agents, and the habits you can focus on.

1: Agents Knowing the Market

Know your market inside out.  That being said, you must specialise in a property type and location.  You cannot know everything that is going on.  

When you specialise as a real estate agent, you are of greater value to your clients and prospects.  Your knowledge of the rents, prices, values, listings, and tenants all escalate.  The clients that you serve require top service and great market knowledge.  Focus on providing that.

2: Growth of Client Base

Build your client base every day.  It is easy to say, but you must prospect regularly.  Our industry is based on relationships more than anything else.  The clients and prospects you serve should trust you before passing a property need or requirement on to you.

3: Improving Personal Skills

Improve your real estate skills in the industry at every opportunity.  That will mean practice on several different things in sales, leasing, and property management.  Determine the things that are critical to your business, and then understand the weaknesses in that list for you.  Your most significant weaknesses in core skills will hold back your success and momentum as a real estate agent.

4: Database System and Actions

Database tools and systems should be developed.  Your database will be the primary tool to take you further and faster in the industry.  I go back to the point that you should be prospecting every day. 

This means that the database you use should be growing regularly. Use the list of clients and prospects as a foundation for real estate leads and opportunities. Some clients want to sell, others want to lease, and property management may be required. Keep in close contact to find the right approach. Relevance is really important today.

Agent Choices

A great career in commercial real estate is a matter of choice.  It takes a lot of personal effort, but the rewards are significant.  Know that you hold the key to the process.  Develop your plan and start taking action.