Commercial Real Estate Agents – Focus Your System for Sales Success

Systems in commercial real estate agency set you free and help you build your career.  Without systems you will struggle as an agent.  So you cannot be ‘out of control’ if you want to improve as an agent.

It is the regular things that you do every day that build habits and those habits help you build market share.  Top agents are those that work in a controlled and focused way.  You can do the same.

If you believe you are out of control in your career today, take a look at the things you should be doing and what you are actually doing now.  Therein lies the answers that you need to resolve market share and productivity problems.

Here are some facts and systems that you can merge into your business model.

  1. Researching new prospects should be done every day; you need fresh people to talk to.  The best time to do that research is in the evening when the pressure is off.  We can all use the internet and use it as a prospecting and research tool.  It is likely that you can access your database from home as well.  Use remote technology to your advantage.
  2. Prospecting should happen at the same time each day.  Given that most people get distracted as the day progresses, prospecting is best done in the morning first thing.  Avoid morning meetings for this very purpose (I know this will upset some agency principals).  Long morning meetings are a terrible waste of time.
  3. Presentations for listings should be practiced.  Hopefully you are a specialist agent in a local area and property type.  This will make your presentations a bit easier and you can refine them accordingly.
  4. Marketing campaigns should be focused on the needs of the property and the client.  Given that there are so many unsold and vacant properties on the market today, it is critical that you make every marketing campaign a good one.  Be specific in the way you are reaching your target audience.  Get personally involved in your marketing efforts.
  5. Property inspections should occur only after the prospect has been qualified.  Make sure that they are the right people for the property before you take them to it.  Develop a system of property inspection that features the listing correctly and comprehensively.  Make every property inspection great with the right preparation.
  6. Negotiations and client connection go hand in hand.  Keep the client up to date with all property events, marketing, inspections and negotiations.  An informed client is much better to work with.  It is notable that top clients should be served by exclusive listings.
  7. Database systems should support your ongoing growth of market share.  You cannot delegate that process. It is a personal one that you should take ownership of.

So now you can see how important systems are to a commercial real estate agent.  If you want to succeed in this industry, take a look at your systems (or lack of them) and make them better.