Listing Strategies in Commercial Real Estate Brokerage
In commercial real estate brokerage, your major focus should be attracting and converting listings. That requires a specific process and a definite amount of effort.
Your market share will grow when you can attract listings regularly and consistently over time. That being said, exclusivity matters regarding the property listing process and client interaction. You simply have to control your listings on an exclusive basis.
Respect your time and respect your professional skills. Today’s clients in the property market need to work with agents with the best coverage and command of the industry segments. That professionalism and business profile deserve a reasonable level of commission.
Listing priorities
Clients who are serious about listing their property and getting a result will need the top agent with the best ideas. That is how you should comprehensively sell your listing services. Strive to be different and locally better in all the strategies you offer your clients and prospects.
Pitch and present your services with a definite focus on the following matters:
- direct marketing
- exclusive marketing
- personal effort
- local area coverage
- distinct inspection strategies
- different marketing approaches
- a database that is comprehensively structured and relevant
The listings on the market are always there for the broker or the agent prospecting systematically and directly. As part of that process, you can get to understand specific property types and locations.
Don’t spread yourself too far as an industry professional trying to do too many different things. Specialization achieves better market coverage and listing opportunity.
I go back to the point that listings are everything in commercial real estate brokerage today. Assess your prospecting and listing activities to see where things can be improved. To do that effectively, review the following points:
- your listing pitch
- your presentation tools
- the number of presentations you are doing per week
- how you follow up your presentations
- the points of difference that you feed into your property presentations
- your listing strategies and marketing approaches
- your communication skills
- the size and relevance of your database
So many things that you can do here when it comes to pitching your services professionally as a relevant local commercial real estate broker. Avoid the generic messages and marketing processes that most agents and brokers use.
Be different and be real for the people you are connecting with when it comes to selling or leasing their property. Tell them exactly how you will get involved with the listing and create the best levels of inquiry and inspections over time. Give them a definite and specific strategy that you will be involved with.
