Plan Your Work and Work to Your Plan

In commercial real estate sales and leasing, each day can be filled with events and issues if you let it. The reality is that your day will always fill up no matter what way you look at it. People will give you things to do or think about, as will your boss. I don’t know about you, but I prefer to control my day. I like to be in the driver’s seat when it comes to my activity.

The best salespeople in the industry control their day and their actions. That is how they are successful. They have a plan and they keep to it.

Conversely, those that tend to struggle in the industry are those that really have no idea of what they are doing each day and have little control over their day. The lesson to learn from the great salespeople is that control is the key to progress and success. It is all up to you.

Let’s face it, sales is a great career if you can control your day and your actions. If you cannot, it is the fast track to failure. The tip here is for you to take control and do so today. Do not let another day pass by without directed action.

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Predictions about Commercial Property Sales and Leasing

Having worked in commercial real estate for over 30 years, I have seen many markets and many changes. There will always be shifts and changes in property investment. Importantly, and as salespeople in the industry, we need to adjust with the changes as they occur.

Current property market trends are typically seeing a flushing out of highly geared, highly rented, highly overvalued, or highly priced property. There is a simple equation when it comes to commercial property. Businesses need to be able to pay the rent or purchase property at fair prices. When the rent gets too high, the businesses reassess their plans for expansion or relocation. When the economy becomes too pressured, the businesses reassess their plans for future operations. When property prices become too inflated, the local businesses reassess their operational decisions. A salesperson that knows the sentiment and the players in the business community will likely be the most successful salesperson in the local area.

A downmarket produces opportunity and churn, it’s just that it is a different churn than a buoyant or very active market. Adjustments are required by the salespeople in their prospecting processes to stay on top of the differences in each market.

Currently the availability of finance and cash is restricted in many markets. This should suggest that you concentrate on the lower priced properties when it comes to sales. It is also a proven from history that a market like this produces more leasing activity than anything else. Be versatile in your real estate prospecting to capture these existing opportunities. Buoyancy in the market will return, and in the meantime real focus and directed action is required to find the qualified tenants and qualified buyers that can act. They are still out there.

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The Perfect Cure for Cold Calling Fear

Quite often you hear that many salespeople in the real estate industry suffer from cold calling fear, or call reluctance. The reality is that cold calling is a productive process to improve your market share. So how then can the average salesperson get around the problem of call reluctance? Here are a few pointers to help the process.

There are two solutions to the call reluctance problem. They are:

  • Changing the mindset
  • Adopting a systemised process of action

When a salesperson is told that they have to start cold calling, they are usually embarking on a process that they have not done before or have not done with great efficiency. Effective cold calling takes practice. In simple terms, the more that you practice the cold calling process, the easier it will become. The more that you actually do the process, the easier it will become.

Only a few salespeople out of every hundred really do the cold calling to a highly efficient level. It is these people that grow market share significantly in any market and at any time. They enjoy the cold calling process and find it integral to their prospecting and connection with clients and end users. They enjoy making the calls. In reality, they have changed their mindset in the cold calling process. This is the ultimate goal that every high performing salesperson should seek to achieve.

So the real solution to call reluctance is found in the process itself. When you take action and challenge your fear you will break through the barriers of the problem. The more calls you make, any hurdles or reluctance will start to diminish. Importantly the process should be supported by systemised timeframes and documentation. This then says that you should make the calls every day without fear and without compromise. Once you start making the calls, ensure that it is part of you daily and weekly diary. You have to make the calls every day.

One final comment to add to this process; it takes about 20 minutes to get the flow of cold calling really underway. If you stop and start calls with various interruptions around you, you are destroying the cold calling momentum and resetting the clock each time.

So the message here is that success is available to those that practice and diligently approach the cold calling process each and every day. It is a tool and skill to be developed. It is the perfect cure.

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