All too often today we see commercial salespeople strive hard against the competition agents to win a listing and more importantly an exclusive listing, only to then loose the listing later due to the agents average performance and service of the client during the promotional campaign. They ‘drop the ball’. I am sure you have seen it.
If you win a property listing today, you have to work the listing opportunity to the fullest; no excuses. Take the new property to the market with system, target marketing and directed effort. That is why the client selected you in the first place; they believed your pitch, and your skill. They expect constant feedback and real effort as you help them.
Minor celebrations may be in order when you win a listing, but that is where the real effort starts. Highly professional agents know that and will service the clients and market the property to the highest level. Don’t let your exclusive listings mix with your open listings. Exclusive listings should receive 500% more effort than open listings.
In this property market it can take reasonable time to sell or lease anything. In fact nothing will sell or lease easily if the effort is not applied; luck in marketing campaigns just does not happen today. Exclusive listings are dedicated and controlled opportunities for you to convert as a sale or lease. The client has committed to you for a good period of time and expects you to ‘pull off’ the deal. When you service the exclusive listings and use all your skill to market, inspect, and negotiate for the client, results happen
So why did I write this? I see the problem so often, and it is just not good enough. Survival and success in this market as a commercial real estate agent will occur when and only when you do a great job for your clients; that’s the rule.
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