When you have been allocated a specific zone or territory to focus into in commercial real estate sales, the next problem that evolves is how to extract the new business and listings from that. You could say that your sales territory or allocated precinct is a ‘gold mine’ of opportunity if you work it comprehensively.
From the earliest stages of the sales planning process understand what your client profile should be and where those clients will come from. There are some important questions with that approach. Will you be working with Property Investors from the local area or from those that will be from other locations? Will you be working with business leaders from property ownership or tenancy perspectives? They are important people to tap into. Build connections in a comprehensive way.
In another direction, will you be working with property developers with current projects or new projects? These people all have different priorities and points of focus when it comes to selecting the ideal property and resolving ownership and occupancy challenges. That is why specialisation is an important part of commercial real estate brokerage. That can then be a big part of how you build your business.
Recently in Hong Kong, I was asked to help a CBD Sales and Leasing Team with that territory strategy problem. The outcome is in these slides as a PDF. You can download the slides and use them for building your sales plan and momentum: