In commercial real estate brokerage, if you want to get anywhere fast with your property opportunities as an agent, then you should start making more outbound calls daily. Sure, there are other things to do such as meetings and door knocking, but it is all a planned approach for you to master. Systems like that produce results for individuals. Commercial real estate brokerage is all about ‘individual performance’.
So, the first and best skill to develop in brokerage is that of making calls to new people. There are lists to make and conversations to create. There are real estate opportunities to tap into.
As part of that process, you should be planning your outbound calls each evening for the next day. You could call this a type of ‘efficiency’ at a personal level. Efficiency is a big part of success in brokerage. Why is that? You cannot and should not waste your time as a broker or agent, as time is the most valuable resource that you have.
Efficiency for Top Agents
Most agents struggle with personal ‘efficiency’ and the consistent actions that they should be doing each day. That then is a great opportunity for the small group of agents that can then control what they are doing and focusing on. Are you one of that small group?
So, let’s go back to the calls. How do you plan your outbound calls? What is your system? To answer the questions, a lot depends on your property specialty, but your ideal client profile should feature in your call planning. Here are some ways to do that:
- TYPE: What types of new business do you think you should specialize in? For most agents or brokers that question will include sales and leasing activity, but you can split that again to the types of business you can get from landlords, tenants, buyers, and sellers. You can split that even further to the requirements of owner-occupiers (business owners) and investors. Think about the new business that you could specialize in and build your contact processes around that.
- LOCATION: Where are your ideal clients located? There will be buildings, streets, and precincts to focus on. Choose the properties and the people that could need your help in those locations. Consider the property services your offer from the previous point.
- ASSISTANCE: What do your ideal clients look for in property assistance? When you specialize in certain clients by type, you soon know what they are looking for or what their ‘property pain’ might be. You can be the ‘pain solution’. Perhaps solving leasing problems or finding buyers could be the solutions that you focus on. Know what that focus is and use it in your prospecting and marketing.
When you identify all these things, you can then move to the last questions. What are the cycles of property activity in your location, and where are the best buildings in your precinct?
In these basic questions, there are a lot of answers. Many ideas exist to consider. You now know how to plan your outbound calls. Take steps to engage with your property market and all clients that you would normally serve. As you make your calls, ensure that you are covering off on all the key issues of local property activity.