Do Listing Agent Work in Commercial Agency Sales?

When it comes to commercial real estate agency activities, the concept of a listing agent driving new business opportunities is sometimes overlooked. The process of having one or two listing agents in your office does have merit providing you set the right rules and operational systems.

This is what a listing agent will generally do for you:

  1. They will generate more listings faster than the other agents because that is their speciality
  2. They will help you get more signboards into your territory
  3. They can drive new business in segments, property types, and locations

Not every salesperson will be a good listing agent. It requires a special type of person that easily builds relationships and converts listings. This says that the person or people that you put in this role should be:

  • Expert in time and task management so they are prospecting every day in the right way
  • They have systematic call processes to underpin call and database growth
  • They target quality new listings in locations that sell
  • They understand the processes and methods of sale so each listing is correctly established given the local property trends
  • They can present the agency and their listing offering well to customers and prospects of all types
  • They can list all types of property comprehensively and correctly with all types of prospects and clients
  • They can design marketing campaigns that tap into the right target market for each and every property type
  • They commit to the process of database collation and usage.
  • They build strong client relationships for the long term.

A good listing agent will generate listings more efficiently than other agents in the office. Given that listings are the lifeblood of the real estate business, it is essential that the listing agent is correctly paid commission from each and every deal. When you find the right agent for this role you have the potential to create more listing growth. Just ensure that the business relationship between the listing agent and the others in the team correctly protects the client connection for the long term. Give the client a great business experience in listing, marketing, negotiating, and follow-through of any sale transaction.

You can get more tips on commercial real estate agency practice at our website http://www.commercial-realestate-training.com/

Does the Listing Agents Concept Work in Commercial Sales?

When it comes to commercial real estate agency activities, the concept of a listing agent driving new business opportunities is sometimes overlooked. The process of having one or two listing agents in your office does have merit providing you set the right rules and operational systems.

This is what a listing agent will generally do for you:

  1. They will generate more listings faster than the other agents because that is their speciality
  2. They will help you get more signboards into your territory
  3. They can drive new business in segments, property types, and locations

Not every salesperson will be a good listing agent. It requires a special type of person that easily builds relationships and converts listings. This says that the person or people that you put in this role should be:

  • Expert in time and task management so they are prospecting every day in the right way
  • They have systematic call processes to underpin call and database growth
  • They target quality new listings in locations that sell
  • They understand the processes and methods of sale so each listing is correctly established given the local property trends
  • They can present the agency and their listing offering well to customers and prospects of all types
  • They can list all types of property comprehensively and correctly with all types of prospects and clients
  • They can design marketing campaigns that tap into the right target market for each and every property type
  • They commit to the process of database collation and usage.
  • They build strong client relationships for the long term.

A good listing agent will generate listings more efficiently than other agents in the office. Given that listings are the lifeblood of the real estate business, it is essential that the listing agent is correctly paid commission from each and every deal. When you find the right agent for this role you have the potential to create more listing growth. Just ensure that the business relationship between the listing agent and the others in the team correctly protects the client connection for the long term. Give the client a great business experience in listing, marketing, negotiating, and follow-through of any sale transaction.

Finding the Right Salesperson for Commercial and Retail Real Estate Sales andLeasing

When you run a commercial real estate agency it is really hard to find the right salespeople for the jobs at hand. How can you find the right person that really understands sales, leasing, and property management? It is very rare to get a salesperson that understands all 3 disciplines, however they are out there.

Most agency principals revert to attracting successful agents from other offices in the same location. Whilst that has some merit, you still really do not know exactly who the person is when you hire them. You do not know how they work and how they think. Mistakes can be made and that will cost you money and time.

A tip for real estate principals in hiring new salespeople and agents is to put the candidates through a character test such as ‘Meyers Briggs’ or similar. Whilst the process will cost some dollars, you will really know some key things about the person; such as focus, discipline, drive, and sales ability. In commercial property these skills and traits of the salesperson are really important.

Do not employ a salesperson just on what they say. Find out what they think and what they know.

You can get some more ideas for commercial agents and brokers at our website

Who Drives the Commercial Property Sales or Lease Deal?

So who drives the sales and leasing deal in commercial or retail property sales and leasing? When it comes to your career and your market outcomes as an agent, it is essential that the deal is driven by you the salesperson.

Whilst this sounds obvious, I have seen so many property salespeople negotiate a heads of agreement or contract, and then leave the rest of the process to solicitors to finish. A few weeks later they find that the deal is not progressing or there are differences that have developed between the parties.; damage control then is the only way forward.

So the message here is that if you negotiate a deal of any type, you must stay with it to the very end. Its OK for others to get involved in the documentation and the settlement work, but make sure that you are still on the job and keeping the parties moving forward. Remember just who your client is and keep them up to date with all progress and issues.

You can get more ideas and tips for commercial real estate agents and brokers at commercial real estate training programs online

Territory Domination Tips for Commercial Property Agents

Every real estate agent wants to dominate their market. The competition around you makes it hard but if you follow the rules you can get more than your share of listings and commissions even in a tough property market. It all comes down to what you do and your focus in systemising the right actions. Success comes from the system and your ability to maintain it.

Systemising your most important actions is then the key to building market dominance. Every day you have to do the right things; repetition is the key. Whilst some markets are quite special, here are some key critical things to consider and build into your diary system or time management process.

  • Calling new people every day should be part of your prospecting model. Without new people to fill your prospecting funnel, nothing new will happen.
  • Make sure that every listing has a sign on it (where possible), as local businesses and property investors will perceive the sign as market domination
  • Refresh your listings on your website and industry website sites so they are up to date and active for search engines and the prospects that are looking around
  • Write a blog on your industry speciality and keep it new and fresh with new property ideas and observations
  • Write articles and send them to the article sites for more market exposure to search engines
  • Create a email newsletter to send to your contacts and prospects every 2 weeks
  • Use a database to capture the qualified contacts that you make and keep in contact at least every 90 days.

It’s not hard to drive a great market share; it just takes personal system and persistence. Most of your competition agents will not do all of these things on a regular basis. Success as a real estate agent awaits.

You can get some more ideas on this and other tips for commercial and retail real estate agents at http://www.commercial-realestate-training.com/

 

Solutions for Commercial Property Agents in a Tough Market

Yes it is a bit tough in the property market at the moment. The challenges are many but they can be handled with the right mindset and personal processes.

When this tough property market becomes a frustration for you the agent, the answer is to get more active in prospecting. Action within a consistent prospecting system creates momentum with the right types of prospects. This will turn a difficult market into and OK market for you.

Property owners and investors need agents that know what is going on in a tough market. The more that you know, the more value you are to the property owners you can serve.

Systems of action are more important now than ever before for real estate agents. Systems help to keep them on the critical things that matter. That is:

  • Finding buyers that can purchase in this market
  • Finding tenants that want to move soon to alternative premises
  • Identifying sellers that need help in shifting the property
  • Matching sellers and buyers to a property sale off market
  • Matching investors and tenants to a lease when vacancy threatens the cash flow income from the property

One key word convers all of these points. That one word is ‘prospecting’. When times are tough, start prospecting more than ever before. At least half of your working day should be spent outside the office prospecting.

You can get more ideas on cold calling and prospecting for commercial real estate agents at our website http://www.commercial-realestate-training.com/

Finding Commercial Tenants in Today’s Property Market

When you work in commercial real estate agency and property investment, you soon start to understand the high value of good tenants in a property investment. It’s in volatile and tough leasing markets like these that the pressure raises and the tenants that you have in the client’s property are just so important.

The reality of all this is you can make a lot of commission for yourself as a real estate agent in this market, if you work the leasing churn and the business tenants that need or want to move. Sure, sales are a bit slow and tough, but leasing is really active. Businesses are on the lookout for good premises to pick up and move to where they can improve their net position. Some businesses need to move and they need help.

Need to make some commission today? Start working the leasing market; you can go back to sales when times allow, but right now start picking up on the leasing of your local business community. Here is where you will find tenants:

  1. Call down the business telephone book for your area
  2. Work the businesses in the local streets by dropping by and leaving your card.
  3. Look for owner occupier businesses that want to sell and get their hands on some cash from the sale. Do a sale and lease back.
  4. Talk to more people locally.

Commercial real estate is not that hard; it is just requires knowledge of the local area and your ability to talk to many business owners and property investors in an ongoing and consistently relevant way. Quite soon the market will become friendlier for you.

My name is John Highman, check out some more of my ideas and tips for commercial real estate salespeople at http://www.commercial-realestate-training.com/