What to Do When You Can’t Make Deals Work

Every so often, and in any year you will find that things get a bit tough or slow in commercial real estate. That usually sends most salespeople into a negative slide and all of a sudden they are considering a new career on a base salary.

You know the drift:

  • Buyers are seemingly not around
  • You can’t get new listings
  • The boss is on your back
  • Listings are not moving
  • Sellers are selecting other agents to help them
  • Tenants are not making enquiries
  • Finance is not available, and the list goes on

The reality is that this happens often, but to a lesser extent to those salespeople and real estate agents that really build a good database and work it each and every day. The good thing is that right now is the beginning of the calendar year; we have 11 months of opportunity ahead of us and not a day should be wasted.

The salespeople that drive their own market by daily prospecting and cold calling will make it through in any downturn of the industry; no matter what happens. There are always ways to find new business and make things happen; you just need to know more people and cover the market comprehensively.

If things are tougher for you at the moment then examine what you are doing and what you are thinking. The old saying that ‘The answer lies within’ is very true. Examine yourself and your actions; you will usually find the problem and see the solution. You have the keys to make this a great year. Start taking action to a plan and keep it moving ahead.

As I write this, I am sitting in an airport and about to travel to help some commercial agents in Townsville (Australia) with their sales and leasing processes. It’s a 2 hour flight and I know that I will have plenty of time to think; not enough thinking and planning is done these days. I take every opportunity I can to plan what I do and how I do it. When was the last time that you did that? It’s a good question.

So my message to you is this; now is a good time to start the year and make things personally better for you. Yes, this year can be great in commercial real estate and things can change significantly from what you did last year. It is in markets like this that property owners and business leaders need good and experienced real estate agents to help them solve problems. Offer a good ‘solution service’ and the market will find you.

If you like to get more ideas and tips on commercial real estate agency, leasing and sales, keep in touch with me here or at my main website at http://www.commercial-realestate-training.com/ I like to have friends in the industry all over the globe. Send me an email and tell me what is happening in your country or market.

By John Highman

John Highman is an International Commercial Real Estate Author, Conference Speaker, and Broadcaster living in Australia, who shares property investment ideas and information to online audiences Worldwide.