How to Win More Listings – Make Things Easier for Your Real Estate Client

When property owners and business owners move on a property matter, they are frequently dealing with a few pressures and decisions at a personal level.  They need help.  We are the right people to provide that ‘pressure relief’.

At the top of the ‘pressure’ list will always be price and promotion, so our job as brokers and agents is to make things easier for them.  The clearer and more direct we are in explaining that, the better our chances of winning the listing; from that point on, the hard work starts. (NB – you can get plenty of listing ideas in Snapshot right here – its free)

Real Estate Strategies Simplified

Solutions and strategies are part of the successful real estate business.  Property challenges require solutions and momentum.  Do you see yourself in that way as a professional marketer in commercial property?  Plan your business approach as a ‘solution provider’; help your clients see what you can do and will do in taking their property to the market directly.

Simplicity always wins when it comes to the property listing, marketing, and negotiations.  Refine all your client-related tools and tactics to the ‘simple’ and direct approach.  Make the client’s property challenge easier.  Have timelines that show how you will move through decisions and all the stages of property promotion.

What issues could you optimise for your client or prospect in the lease or sale process?  Try some of these for starters:

  • Identifying the target market for the client – Most properties will have a target market that can be used in the promotional campaign. Define that market and explain how you will ‘tap into it’.
  • Staging the Segments – Show the client the way in which you will find the most appropriate buyers or tenants from the location and or buyer or tenant segments. You can create a story of activity around that.
  • Personal marketing – Put yourself into the property promotion as you are the real point of difference. Use your skills and knowledge of the local area to stand out as the ‘specialist’.
  • Facts to Display – Give clear recommendations on price and rent. Comparable prices and rents are always confusing for clients, so use photographs and maps of the area to differentiate on the comparable properties.  If necessary, take the client to the other properties, so they know what is going on in the local area.
  • Map the process – Provide a matrix of feedback to the client that is ongoing and helpful through the list and marketing phases. Many property change factors will evolve as a property is taken to the market.  Brief the client as any issues are identified and addressed.  Communicate via email, phone, reports, online campaign summaries, and graphical enquiry records.
  • Local competition – Determine the competing listings that will have an impact on the client’s property.
  • The Strategic Approach – Give strategies to negotiation and explain when that all-important process starts.

So, there are plenty of things that you can do for your commercial real estate client when it comes to service and approach to any property matter.

I go back to the point that you can make things easier in several ways.  Take the complex business of commercial real estate sales and leasing and bring it back to simple and direct approaches to fresh new business.

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