High Powered Marketing Tips for Commercial Real Estate Agents

In commercial real estate today, property marketing for sale or lease should be well-directed and focused. As an agent, you can attract the correct levels of enquiry for quality listings. Build your conversations and connections around all your listings and in your location. 

It should be said that low-quality and overpriced listings can waste a lot of your time as an agent.  For this reason, only take on the listings that are appropriately structured, well-located, and correctly priced. List your properties correctly, at the right price and in the right way.

The local property market shows significant evidence of change and adjustment, which is normal. Comparable evidence from other local properties can and should be used when pitching and presenting your real estate services to clients locally. List at the right price and do so every time. Help the client understand what is happening in the local property market with their focus and interest properties.

Walk Away or List?

If the client refuses to accept today’s market trends, it is better to walk away from the listing if you cannot negotiate a compromise. Highly-priced listings create little enquiry and can waste a lot of your time.

Over time, when promoting that high-priced listing, the client will become disillusioned and blame the agent for the lack of enquiry.  Conversely, you should let some other agent suffer the distraction of an overpriced listing.  There are always plenty of other commercial real estate listings and clients to chase down and list.

Exclusive Listings Matter

Suppose you are going to devote significant time to the promotion and marketing of a particular property. In that case, you should only do so on the basis of that property being listed exclusively. 

Your total commitment to any listing will absorb much of your time and effort. Only an exclusive listing will allow you to do this. Ensure the client gives you sufficient marketing funds for the required promotion factors.

Marketing Focus and Direction

So, let’s assume you have a good property to list and that the prices have been compared locally to ensure that you are on track when it comes to marketability. Here are some tips to help you create a high-powered marketing campaign with focus and direction.

1: Email Marketing

Email promotion of quality properties remains highly effective and will likely improve as technology and electronic marketing evolve.  That being said, you will need a good database for the process; all the people in the database should have been well-qualified for the property in question. 

It is worthwhile noting that the laws of e-mail marketing today prevent unsolicited emails from being sent.  Ensure your clients and prospects in your database have been suitably screened and approved for receiving this type of information.

2: Direct Mail and Flyers

Direct mail is becoming more effective than ever before.  This is simply because traditional mail is now less standard than before.  Send letters to selected local business owners and property investors.  Follow-up every letter sent with a telephone call as there is a cost to the mailout process.

3: Direct Calls

Direct calls are highly effective for people who may have previously inquired about other properties. Your database should be reviewed for contacts and people who may have an interest in the property today.

4: Flyers and Just Listed

Flyers should be dropped into the local business mail system. Just-listed letters should be sent to property investors that you already know. Visit other businesses near the listed property and tell them about the listing.

5: Allied Professionals

Solicitors and Accountants in your town or city should be on your mailing list. Some of them will have clients or customers who need property or investment changes. You can also get some good leads from those ‘allied professionals’ in your location.

Agent Skills are Important

Keep the real estate conversations going. Marketing commercial property today for sale or for lease is a real skill, and it requires an agent who knows how to tap into the right people and do so in the right way. As you talk to more people, you will glean information that can take you elsewhere and into things that are of good potential for you.