Signboard Strategy for Territory Domination

When you work in commercial or retail real estate sales or leasing, the ideal of territory domination is quite appealing.  The question is how can you build your territory to that great level when there are so many other agents around all serving the same patch of ground?

The answer is in the basic and traditional signboard.  In simple terms, the more that your sign appears in the local area on and in the marketing of quality property, the better your chances of territory domination.

In these days of internet and email marketing, it is still the sign on the property that creates an image in the local area for you.

The signboard is your branding extension for your office and people.  That is why every sign today should be optimised for personal contact and maintained in pristine presentation.  Each signboard should contain:

  • Dot point description of the property (about 5 dot points)
  • Photo of the property if possible
  • Build the signboard on the age old marketing principles of AIDA (Attention, Interest, Desire, Action)
  • Use the whitespace principle to keep the sign readable and uncluttered
  • Name of the responsible salesperson
  • Email contact for the salesperson
  • Mobile phone contact for the salesperson
  • Agent address and branding
  • Web site for viewing property detail
  • Property reference number so the property can be quoted over the telephone.

When you adopt a signboard optimisation plan for your personal branding, the local market starts to know you as the expert that you want to be.

You can get more tips for commercial real estate salespeople at

Make Every Day a Prospecting Day

When you work in commercial real estate, the principal focus for success is better listings and more generating enquiry. To achieve this, you have to dominate your territory and be better than the other agents in the same area. Everyone knows that, but not everyone achieves it. This is for the simple reason that they lack the focus, commitment, and persistence to the personal prospecting process.

Prospecting and cold calling are the critical components to build your levels of success and enquiry as a real estate agent. Making the telephone a major part of your daily prospecting activity is critical.

It is remarkable just how many agents do not prospect every day. After a period of time in the industry, they tend to believe that referral business is sufficient for the level of success that they require. Nothing could be further from the truth. The agent or salesperson that stops prospecting is on the slow slide to oblivion.

When prospecting and cold calling becomes a significant part of your business activity, the property market and the opportunity opens up in a major way. This is the case in any economy and at any time.

Having been a real estate agent in the commercial property industry for many years, here is the checklist that I used each and every day to talk to many people:

  1. Street by street canvassing of five properties per day
  2. 50 calls to new prospects in the market
  3. Follow-up calls to existing prospects and contacts
  4. Review of the database of people relating to previous property enquiry
  5. Approaching business leaders in the area to check on occupancy needs and lease expiries

These five things produce more genuine enquiry than anything else. Yes they require commitment and focus, but the successful salespeople in the industry are prepared to do that.

You can get more free tips and training articles for commercial real estate salespeople and agents at


Marketing a Commercial Tenancy for Rent

In commercial real estate leasing at this time, the abundance of vacancies makes it a challenging to find a tenant. Landlords need to understand what tenants are looking for in a property and the types of deals that they’re doing.

This is where the commercial real estate agent offers specialist assistance based on real market knowledge. The critical information to be checked and monitored by the agent includes:

  1. The differences between gross and net rental
  2. The levels of incentive in the marketplace currently
  3. The amount of available space currently unoccupied
  4. If the amount of space which is coming up for new development
  5. The inquiry for new lease occupancy
  6. The methods of recovery of outgoings given the standard lease situation
  7. The best method of marketing the vacant tenancy given the current levels of enquiry

Even in a tough real estate market, there is enquiry for premises to lease. Businesses are looking for relocation or expansion or contraction. The best way to tap into this opportunity is to network and prospect continually as part of a business plan to build your territory as a salesperson and leasing specialist.

You can get more free tips for commercial real estate agents at