Maximizing Your Market: Innovative Prospecting Systems for Commercial Listings

When you, as a real estate agent, are considering how to find new listings in commercial real estate, there are many bases to cover and strategies to use. The best solution is to choose a few strategies and use them every day to build on the progress you create.

What’s the secret here? The foundation of your real estate business is for you to establish and nurture. The mindmap in this article will also help.

Don’t overwhelm yourself by attempting too many strategies at once. The process of creating listings and expanding your client base is straightforward, requiring consistent, repetitive actions. Remember, top agents are diligent and consistent, not necessarily juggling a multitude of complex tasks.

Download the Mindmap Here

You can download the full mindmap of listing strategies and opportunities right here.

Systems to Choose

When selecting the systems to focus on, choosing strategies you find enjoyable is crucial. Being completely thorough with a few systems is key to making progress. So, don’t spread yourself too thin. Instead, concentrate on the strategies that you could truly enjoy implementing.

Most of the real estate opportunities you convert will come from a direct approach to people who are either property investors or business owners. Today, most new business opportunities are found with those people in commercial real estate.

Rules to Building Real Estate Business

Here are some rules to the process:

1: Create a pipeline of activities

Establishing a consistent daily routine is crucial. Agents who fail to do so often struggle. Your pipeline activities should include new contact prospecting, follow-up with existing contacts, developing conversations with VIP clients, property research, and market analysis.

Prioritize high-impact people and time-consuming tasks, as these will bring you closer to your commissions, client service, listings, and referral business targets. Use a task management tool or CRM program to stay focused on the next steps of your conversations, meetings, or presentations.

2: Building a prospecting system

What does your prospecting system look like today, and can it be improved? Mix up a few strategies with your prospecting, such as email contact, telephone direct calls, sending out market updates, appraisal processes, and new listing updates.

Ultimately, you are trying to create leads, and that will generally happen through professional ongoing contact. The question to answer as you move forward with your prospecting system is, ‘Who do I want to do business with now?’ As part of your answer, create your VIP list of quality people who own the best properties or want to transact real estate soon.

3: Define Your Client Base

Defining your client base may seem like a daunting task, but it’s actually quite simple. Who are your clients? Where can you find them? What services can you offer them? Why should they listen to you and choose you as their agent? These are the questions you should be asking yourself.

The critical fact to remember here is that you and your services must ‘stand out’ as the best solution for your clients. There are too many generic agents in most towns and cities. Be the best at what you do and repeat the process wherever you can. When you ‘open the door’ with a client or prospect, develop a pipeline of contacts using different tools and tactics.

4: Understanding market trends and changes

Things change in commercial real estate today; this property market is no exception. Become involved in the market changes as property priorities shift between buyers, sellers, landlords, and tenants. These can all be grouped in your database so your conversations and contact processes are controlled and optimised.

5: Stay informed of the market changes

It’s crucial to stay updated with the latest media articles, statistics, and sales and leasing activity results each week. The best way to do this is by using the internet, talking to other agents, and gathering information from newspapers.

As you collect this information, organize it into a note-taking system such as Google Keep or Microsoft One Note. This will allow you to access any result or reference you need when talking to a client or prospect. Being well-informed gives you a market advantage and an objective point of difference when helping people with property situations.

Conclusion

So, these are some key listing strategies and prospecting processes you can use in commercial real estate today. Choose a few methods you are comfortable with and start developing them into a local progress plan for yourself as a top agent.