Commercial Agents – Use Your Quality Listings to Build Your Database and Market Share

If you haven’t figured it out yet, the database that you develop as a commercial real estate agent is really important for your commissions and deals.  The fact is that the agents with the best personal database are usually the ones that have a real market share.  A good database lets you connect with the right people and the get inspections going; you can do all this even before the property hits the paper or is advertised on the internet.

The way to make all this happen is to use your listings to build enquiry.  The reality is that your listings are your reason to talk to people.  Commercial real estate is built around business owners and investors; they will both be happy to talk to you if you have a good property for sale or lease in the local property precinct.

I heard someone say today that this part of the property industry is built on networks and relationships.  I tend to agree.  The more people you really know in the local area the better for you in building the enquiry when the right property comes on the market.

If I was looking for a database to help me with my prospecting today I would probably choose something that satisfies the following:

  • Simple to use
  • Simple to access
  • Cloud based backup
  • Integration with iPhone and iPad or similar technology
  • Use of maps and email
  • Integration with an email auto responder and online database

So the message here is this; when you get a listing of quality, take it to all the local business owners and investors.  The feedback you get from this process will be invaluable in building your database.

If you want some more tips for commercial real estate agents, simply visit our website at

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.

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