Sales and Listing Wisdom for Commercial Real Estate Agents

In commercial real estate sales and leasing, you need a strategic plan to take you forward individually in your market and in your real estate agency success.  As part of that process, you need to know where you are currently to improve your current position through direct effort.

One of the biggest advantages in our industry is that most salespeople are pretty ordinary when it comes to consistency and focus.  Those agents who can lift their game in prospecting and client contact will generally create more opportunities faster than other agents.  That then means more commissions and listings for the long term.

You can do specific things to improve your real estate market share, listings, and commissions.  When you decide to improve in this regard, it’s extremely important to take consistent action daily. That is where many salespeople fail.  Over time, the results will come towards you when you take personal action and compound your progress through improvements.

strengthening your agent profile

Here are some ideas to help you strengthen your position as a top agent in the local property market.

1: Competitor Tracking

Identify your competitors and track their activities and listings.  You must know what the other agents are doing and where their listings are located.  Some of those listings will impact your presentations and client contact.  Understand the differences between competing properties and be prepared to market your listings more effectively.

2: Direct Personal marketing

Dominate the property market through direct marketing into the local area. Today, most properties are sold and leased into the local area.

Business owners and tenants prefer to relocate locally to preserve their customer base and simplify the property changeover process. You can be the service point for that. Ensure those business owners know you and remember you.

3: Local Area Businesses

Identify the successful businesses in the local area that could require expansion or change. Establish contact with these business groups and maintain the relationship until they are ready to move.

4: Tracking on the Internet

Track the Internet listings with every agent and within your primary location. Some of those listings will expire and become available for a fresh listing with another agency. This type of listing is generally well-primed for a price adjustment and alternative marketing.

5: Drive-by Weekly

Check out the existing listings locally every week through a direct drive by assessment.  Understand what makes each property different and why any person would buy or lease that particular property.

6: Time on Market Trends

Understand the time factors currently on the market for each property type. The same can be said regarding price ranges and rental types. 

Financing the changes that businesses require will be limited. Property Investors suffer the same pressures. That is where time on the market can be a pressure point for business owners and investors. When you understand the financial limitations and pressures, you can do more with the right people who can act in this property market.

7: Get Personally involved

Every listing you bring into your agency should be personally marketed to the local area.  That means using each listing to talk to more people. 

Don’t wait for the standard marketing effort or the advertising to produce the enquiry.  When the property market is slower or more complicated, the personal marketing becomes more effective and important for each agent. Talk to people about every listing and use those listings as ‘call content’ and conversation builders.

8: Get to the Truth

In any property market and at any time, we can overly analyse the situation without due regard to the true facts and momentum of the industry.  You will understand what is going on by getting involved with all of your prospects and clients daily.

Real estate is Very personal

This personal involvement will open up opportunities and give you the market intelligence required to convert more listings and transactions.  Like it or not, our industry is based on personal contact and personal trust. 

Get to know more people every day.  That is how you will become more successful as a top agent in this market.