The Magic Word in Commercial Real Estate Agency Today

Now this title might be a bit challenging for some but the concept needs to be raised.  So many commercial real estate agents ask me about ways to ‘shortcut’ the road to listing progress and commission success.  Guess what; there is no ‘shortcut’, as hard work is required no matter what road you take, but there is a word at the centre of the ‘success blueprint’.  It’s called ‘discipline.’

If you have the right disciplines, you will get results.  The property industry is that simple.  It all comes down to the right actions that you take and your ability to create habits from those actions.  Without creating habits, any action you take is random and of little benefit.  You have to do something frequently to see the results that you want.

It’s no good having some bad days and some good days in commercial real estate; every day has to have your personal focus to make it a good day.

A good day with great discipline looks something like this:

  • Contact new people to check their need for help in property matters
  • Refreshing contact with existing prospects to build rapport and consolidate opportunity
  • Getting out into your territory to meet more business leaders and owners
  • Inspecting properties with qualified prospects
  • Maintaining contact with current clients to update them on market trends and recent property marketing or inspections.
  • Negotiating and closing deals for current listings
  • Documenting offers and following up on current contracts and leases
  • Maintaining your database after the days meetings and contacts

This list in itself can be daunting for some, but the keys to progress in commercial real estate agency remain for those that can use them and open the doors to progress and results.  The first 3 points above are more important than all the others.

The opposite of ‘discipline’ is ‘random’.  Where do you fall in the sliding scale?  Are you firmly in the right place to get the results that you want?  Or do you fall somewhere in the middle?

The message here is for you to change your disciplines and set the right habits in place.

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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.