Commercial Agents – How to Turn Your Listing Processes Into a Cash Cow

When you work in commercial real estate sales or leasing, your listings and commissions are the keys to success as a salesperson. You need plenty of both. Your listings can be your cash cow if you set the right rules and implement them.

To make the most of your time in the real estate business you want your listings to convert to closed contracts and leases as effectively as possible. Here are some ideas to help you do that:

  1. Dominate your territory on a location by location basis. For this means that street by street you should penetrate the market with your property signage and property promotions. Street by street marketing is far more effective in territory domination; over a period of time you can be seen as the property specialist over a larger area.
  2. Every property enquiry that comes to you should be qualified given the property type and the attributes of the local area. One key question to add to the process in all conversations is that of the property referral, or the person’s awareness of property needs with the other people that they know. The simple question will open many doors of future listing opportunity.
  3. Get to know the local businesses within each area or precinct, and the proprietors of those businesses. They will have property needs from time to time and on that basis you should be well known to them. The way to achieve this is through constant ongoing contact with relevant property and territory information.
  4. Every property that has been successfully sold or leased by your office should be subjected to a successful letter campaign through the adjacent and nearby businesses. This type of letter is more inclined to reach the right people and decision makers related to property locally.
  5. Every property that is released for sale or lease in the local area should be directly promoted to the local businesses and property owners. The best way to do this is via direct telephone calls, property flyers, and direct letters.
  6. When a particular property is put on the market and the signboard is placed on the property, take a few hours to walk around the area and meet with the property owners and business proprietors immediately surrounding the listing. This becomes a source of local property market intelligence.
  7. Given the high value process in item five above, you can adopt the same strategy with the listings of other agents in your area. It is remarkable how other agents do not canvass the local area comprehensively around their own listings. You can use their signage as the opportunity to find nearby listings and compete with their activity.
  8. The most successful real estate agents and salespeople develop a high profile for the office and themselves through well-structured quality marketing campaigns. Local property owners and business proprietors observe the quality of the marketing that you adopt on all your listings, and are therefore more likely to return to you when they have a property need in the future.

All of these factors are aligned to the listing opportunity in your local area. They are stages and points of focus that produce momentum and future leads; they can make your listing process a ‘cash cow’.

The best way to tap into this ‘cash cow’ market intelligence is through the use of a comprehensive database that is exclusively yours and totally up to date.

Commercial Agents – Keys to Dominating Market Share and Sales Territory

As a commercial or retail property agent today, you have to dominate your local property market. The levels of enquiries and the types of enquiries coming from each and every listing need to be optimised. Any genuine enquiry should be converted clearly and effectively into the correct property.

So why is all this pressure applying today? The simple fact of the matter is that there are fewer enquiries around for every property that you take to market. The buyers of commercial property are still frustrated by the availability of finance. Any genuine enquiry you receive should be qualified and then converted as quickly as possible into the correct listing.

This also says that any overpriced listings are generally a waste of time unless the owner of the property is somewhat flexible to a price reduction down to the levels of current market activity. It should also be said that any price reduction should occur quickly at the commencement of the campaign as most enquiries only come in within the first three or four weeks of marketing commencement. After that time the property progressively becomes less interesting and attractive to the existing buyers.

So the marketing of commercial property today is more important than ever before. The experienced commercial agent has a high value in that process.

For the agent to dominate the commercial property market today, there are some rules to be followed and implemented. Here are some other main ones:

  1. Every listed property should have a signboard placed on it. Perception of market share is highly important in your local area. The more signboards you can have in your area, the better for your agency in market perception. Signboards still generate a lot of enquiry and have real impact in your local area.
  2. Quality marketing campaigns are the rule and not the exception today. Every exclusively listed property should be taken to the market through a comprehensive and selectively targeted process. This would normally involve the Internet, local businesses, local Property Investors, newspaper advertising, e-mail marketing, and direct contact or direct calls. This type of marketing campaign takes a serious amount of effort. On that basis, the campaign should only apply to exclusive listings over which you have full control for a reasonable amount of time.
  3. A vendor paid marketing campaign is essential. Every exclusive listing should have some form of vendor marketing. To assist you in selling this process to the client, you can have three marketing alternatives for the client to consider. Invariably most clients choose the middle level cost and recommendation.
  4. Keeping in contact with all the business owners locally is just so important today. Business owners and proprietors are the backbone of commercial property activity. Knowing their intentions to move, sell, buy, or rent are some critical parts of your market intelligence gathering.
  5. Identifying, locating, and contacting the owners of quality property in the local area will always be important. This process can take time given that the ownership identity and structure for a property is sometimes conveniently hidden inside a Property Trust or a Company ownership. Nevertheless, you still need to be implementing a process of contact with all the local property owners and investors.

The best agents know their market and constantly tap into it in a variety of ways and then record their findings. The agent with the largest database that is accurately maintained and up to date is usually the agent doing the deals today. They are the agent of choice. Is that you?

Having a Spotter in Business Development

I recently watched Mark Wahlberg’s movie Shooter “again”. I really love this movie! In the movie Shooter, actor Mark Wahlberg’s character is a sniper and he lost his spotter. He died in a maneuver that went wrong. This spotter was the sniper’s good friend and military comrade. So, he recruited actor Mike Pena as his new spotter.

The movie reminds me of business development. You know, in business development, you really should not go it alone. There should be a business development team. The team would be responsible for finding new business opportunities, pitching the company’s products and services to ideal prospects, attending pre-bid meetings, attending trade conferences, drafting bid proposals, and attending competitive interviews for short-listed vendors that have responded to solicitations for bids.

For any one deal you are going after, it would be neat to have a spotter. In business development, it would be neat to have a spotter to tell you what is out there with respect to business competitive intelligence.

The spotter was the sniper’s look out man and he would advise the sniper by calling out sayings such as:

You’ve gotta get out of there!
Incoming… 2 o’clock!
They’re right in front of you!
They’re all over the place!

Not to make light of military maneuvers, but it would be really cool to have folks looking out for you in a similar way in business development settings like government agency pre-bid meetings or competitive pitch interviews. Your spotters could tell you what the prospects’ staff and what your competition is up to. This is known as competitive intelligence. If you are in there alone, you may miss out on what others hear and see with respect to business and development and business competitive intelligence.

In the Mark Wahlberg movie Shooter, my favorite line in the movie is when an elderly, retired sniper says:

“The world ain’t what it seems. The minute you think you got it figured, you’re wrong!”.

This is precisely why it is extremely important to have a business development team. The more intelligence you can gather about who your competition is, what your competition is saying and doing, what your competition is likely to do, the better you’ll be able to figure things out. Even if you cannot afford to hire someone full time, consider paying a consultant to show up and give you feedback on what she is hearing and seeing.

By Clovia Hamilton, MBA JD – President

Lemongrass Consulting Inc.

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