To all my readers I say ‘Happy New Year, let’s make this 2012 a better year for commercial real estate agents!’
For many of my real estate agents and friends, the last 2 years have been a lot tougher than normal (whatever normal is) in generating listings and commissions. It is in property markets like this where we see the best in the industry stand out. They have the systems and the momentum to keep the deals happening. Their systems and database are of value to the property owners and business proprietors that they act for.
Gone are the days of listing a property, advertising it, and then waiting for a result. Today the deals have to be opened up by the agent by talking to the right people and helping them with their property challenge.
The buyers and tenants have been much harder to locate unless you have a good database and a great customer relationship matrix. The closed sales and leasing’s having been much harder to achieve. Maybe it is time to make a few New Year’s Resolutions?
Given that we are about to start a new year in commercial property sales and leasing, now is a good time to look at the systems and processes that will help you get better results in the next 12 months.
One of the best New Year’s Resolutions for a commercial agent to make is to prospect and cold call much more than last year. In a property market as challenging as this, it pays to have a great database of up to date and qualified prospects; and then to work that list to the fullest of the opportunity that you can get out of it. Talking to people and building trust; that is what the industry is all about today.
In tough real estate markets you need to know many more people and they should trust you as an expert of relevance in the local property market. There are still lots of people out there that need help; you just have to find them. Selling, leasing, or property management services are all needed; can you talk across all of them and sell your points of difference?
If you want to get some more ideas to help your commercial real estate results and market share, simply check out my website http://www.commercial-realestate-training.com/
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