Key Relationships to Build in Sales and Marketing
The property market is constantly under change. We cannot change that as agents, but it is our opportunity. Building client relationships with key people around your location is critical to business growth.
Consider your property market now and your database. How many people do you know, and how are you growing that list? Relationships are the core part of the growing market share for real estate agents today in commercial property.
From the perspective of ‘relationships’, it pays to ask yourself who your clients should be by type and location. At that point, you can research and reach out to the right people.
You could say that ‘clarity’ in defining your clients will help you proceed to meeting and listing opportunities over time.
Required Relationships for Agents Today
Finding the right real estate people and connecting with them can take a reasonable effort. So, the prospecting process is ongoing and can be ‘tweaked’ as required to ensure that your client lists are growing. So, are you ready to reach out to more people?
Client Groups to Watch
Here are some property client groups by category that you can reach out to and connect with comprehensively.
What groups can you relate to from this list, and how will you find them? Start here.
Landlords of Existing Properties
When you break down a location, you will see some more significant and quality properties that stand out. Those property owners as landlords are ‘A’ clase prospects. Get to know them.
Choose a ‘hit list’ of properties and owners you want to chase down within groups of industrial, retail, and office-type assets.
Owner Occupiers and Business Owners
Some local businesses, by type and precinct, will stand out as owner-occupiers. In the future, they will have pressure points and property requirements.
What do you do with those people? You can act as a buyer or tenant agent to help them find what they want.
Invariably, a local business owner doesn’t have the time to find the following property to change into. They are typically prepared to pay for that service with a quality real estate agent who knows the property type or market.
Tenants Locally in Properties
Look around your region and precincts, and don’t overlook tenants locally. They are doing business in your region and will need help.
In addition, given the changing property economy, some business segments and tenants will be more active than others, so seek out the pressure points in the leasing and tenant market.
Local Property Developers
Property development opportunities will fluctuate based on location, construction costs, land supply, and local demand from investors and business owners.
Track and connect with the developers in your region to create a shortlist of possible ‘players’ for the next parcel of land or property redundancy you can find.
Franchise Groups and Brands
Many franchise groups exist in most towns or cities today. The franchise industry has matured, and the leasing structures for those groups are well known.
What do they want in local property and or business location? What types of leases do they need?
Each year a ‘franchise directory’ will be released to the public. That list will make finding the brands within the franchise groups you think you can help make it easier.
Vital VIP Relationships
There are many people in these contact categories. From the provided list, you can decide where to centre your client contact processes and then build your prospecting model.
Given the current property market circumstances, some groups will be very active; hence, it pays to start with conversations, calls, meetings, and appraisals.
Make the Connections
Lift the telephone and talk to many people and choose your VIPs as part of that. That skill requires a solid mindset of call contact and progress.
Track the number of outbound calls you make daily and the number of meetings and appraisals you can generate. That is where new business opportunities will be found.