How to Market Yourself Effectively in Commercial Real Estate

The opportunities are many in commercial real estate and particularly with sales at any time and in any property market. The results that a person can or will achieve as an agent are largely controllable through personal processes.

Top agents are disciplined people and will spend most of their time talking to people about property listings and investment requirements. Does this sound interesting? Are you ready for the challenge?

Step into your property market. Let’s set some strategies for creating success in commercial real estate as an agent.

Agent Skills for Results

These factors and processes below have come from our workshops and discussions with top agents. Think about how these factors can work for you.

You can add to the list with your local property market factors. Also consider the pressures of the property market currently. Engagement is the leverage point that will help you find more people in your real estate business.

1. Property Market Differences

Every property market is different, and there are various challenges and opportunities in any economic cycle.

Property investors are always looking for the next purchase or chance for investment in a location. Some of those investors will prioritise the class of property, the size, or the cash flow.

You will find more listings and transaction opportunities when you focus on a local area and refine your property knowledge accordingly. Build your market share around the factors of local property knowledge matched to the requirements of people.

In your contact management process, talk to many people daily and build database coverage.

2. Target Market Yourself

In commercial real estate today, most agents will market their properties to a target audience through a location. However, many agents tend to forget about the aspects of selling themselves at the same time as the marketing of their listings.

Whilst there may be social media channels to consider with personal marketing, the best approaches will always be centred on activities across the telephone and an agent’s ability to create new meetings with new people.

Consider what you’re doing today as part of your business system.

• How can you connect with more people in a consistent and ongoing way?
• How can you do that professionally?
• What points of difference will you use in your prospecting systems?
• Why will your clients and prospects find you relevant as a local agent?

Building conversations around local property activity and specialised property market segments tends to work well to stand out as the agent of choice.

3. Practise Negotiation Skills

Practise your negotiation skills for the situations and circumstances of the property market today. Consider your property types, people, and transaction types.

Negotiation pressures apply to just about everything that we do in real estate today. That is why practise is a good skill to build into your real estate day.

Consider all the elements of your activity with clients and prospects across the listing, inspecting, contract or lease documentation, and marketing monies. They are all circumstances of real estate negotiation and should be practised.

4. Build Your Database Focus

Establish a database prospecting programme or system you can use daily. The database will become the foundation of potential listing activity over time.

Get involved with your database growth each day so it becomes a record of connections and conversations and an up-to-date list of people that can be regarded as clients in the future.

Each day you will be talking to many people, which is why a database or list of that type will help you grow your business and find the listings you were looking for.

5. Specialise in Property Types

Specialise property types in your location. There is no point in covering every property type and precinct at once.

Break your market down into streets, precincts, and building opportunities. From that, you can then create real estate conversations of relevance and possibility.

6. Talk to Plenty of People Daily

Talk to plenty of people each day to understand any property pressures or requirements they may have.

As a bare minimum, strive to achieve 50 outbound calls per day to new people on your list. You will find listings in any property market from that intense cycle of outbound call processing.

The best agents are highly disciplined in making outbound calls and creating meetings. The personal real estate contact process will help you get your results as a broker or an agent in your location.

7. Track and Measure Key Indicators

From all these activities, track and measure your focus points and personal efforts each day.

On some days, your numbers will be high, whilst, on other busy days, your numbers will be lower. Consistency is a big part of real estate success.

It doesn’t matter that there will be fluctuations in your activity and your results. Still, it does matter that you establish an ongoing activity cycle involving talking to people and finding listings.

That becomes the foundation of your real estate growth plan as an agent in your location. Get involved with people, and track and measure your daily activities.

Agent Real Estate Foundations

So, this list can become the foundation of activity to help you grow your market share and listing possibilities over time.

In any property market, agent listing opportunities are always found, but the only way to find them will be centred on your focus and diligence as part of a systemised daily process.