Rules for Setting Your Sales Plan in Brokerage

So where can you start with your Sales Plan in Brokerage? Essentially you need a plan like that so you can focus your actions and involvement with the right people.

Let’s gather some local information to help you. Analyse the property activity for the last six months in your town or city. Take into account the factors of time on market, the levels of enquiry, your competitor’s listings, and the supply and demand for space. Look at:

  • Buildings
  • Streets
  • Precincts
  • Companies
  • Industries
  • Investors
  • People

Is the property market thriving, changing, or static? Choose your client types and property types within those facts. Get closer to the people that you want to do business with. Use the list above as a ‘targeting list’ with local people and groups.

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From indicators gathered there will be opportunities to help you see where the best opportunities exist for the coming year. The ‘scattergun’ approach doesn’t work in commercial real estate in sales or leasing; you need to be a ‘sniper’ when it comes to honing in on the best clients and quality properties.

You cannot be a top agent in every location and with every property type. So, target down into a location, or group of clients. That then helps you get results in volume over time. In today’s podcast, you can learn how to build your sales plan and client focus.

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