In commercial real estate the prospects and clients that we serve are quick to judge you. They will judge you by what you do and what you say. They will also judge you on what you do not do. For this reason it pays for you to be absolutely focused on positive connection and communication with all the people in your database and your client records. Systems and relevance will help you with all your connections and leads. Here are some tips from our Newsletter.
Relationships Are the Key
The main reason we win listings is through relationships. Those relationships are with the right people locally. Commercial real estate agency is built around the trust that you establish with landlords, tenants, business leaders, and property investors.
I was recently talking with a fellow agent that was just moving from residential property into commercial property. The question he raised was ‘How do you establish your database and client base?’ The fact of the matter is that a system is required to take you forward as an agent in your local territory. Without a system of client contact your career will go up and down like a roller coaster.
Don’t make things hard on yourself with listings and commissions. You have chosen a career of massive opportunity; you just need to the required focus and momentum. Start today to deal with the contacts and database that you require. Expect that the process will take time, but the results will come.
Here are some ideas to help you deal with the leads and prospect list that you require.
- Business leaders will be a good source of business in one form or another. They may own or lease the premises that they are in; either way you can help them. Business owners and leaders are easy to find given that you can use the telephone book and door knock on a few business doors. These people are the easiest to network with and make contact. You should be talking to 20 business people per day. Ask the right questions and you will get some valuable information that you can do something with.
- Property investors will come to you from other marketing efforts, or perhaps the branding and marketing of your office or agency. Get to know these people and the type of help that they require. As a local investor they like to work with agents that really know the local area and how to tap into the deals. Even in the toughest of property markets there will always be property investors looking for good quality property or tenants.
- Property developers come and go from the market based on the supply and demand for leased space and property ownership. You can get good property business from them, however they require understanding and they should not be trusted until you have their name on a valid appointment to act. Property developers are very good at using agents without paying fees. Don’t fall into the trap of service without fees.
With these three groups of people you can develop your lead generation system and market share. Prospect into these groups every day; soon you will see your leads grow and the listing opportunity open up.
You can get more tips for commercial real estate agents in our Newsletter.