When it comes to leasing and selling commercial property today, the market is really quite a challenge. Only the best property agents do really well and that is because they have a specific process of prospecting and networking that they maintain. They prospect every day at the same time and nothing, not even the boss, can derail the process. Here are some thoughts from our Newsletter.
Prospecting and networking is such a simple and basic fact of the business. You would think that most salespeople would accept and optimise the process. That being said, there is a massive opportunity out there for the salespeople that really get their prospecting organised and do it every day.
Now some salespeople will say that it is a lot of work to find the owners of property and then chase them down to make a contact call. I would agree, however I would say that these property owners are not the only people that you should be making contact with.
The easiest way to build your contacts in commercial property sales and leasing is through talking to all the business proprietors in your local area. The simple fact of the matter is that these people either own the property that they are located in or they rent it. Either way you want to know the facts relating to their property holding or occupancy so you can help them.
The other issue here to remember is that they will likely tell you who the landlord for the property is. On that basis they have saved you a lot of time. Put the information gained into the database. Your database is the most important tool in your office. Make the database a personal process so you can build a group of loyal followers in your local market.
The best agents in this market are those that know the local area and everyone that has property issues on the agenda now or in the future. That can be as landlords, tenants, business proprietors or developers. Just how many of these do you know?
Here are the rules for prospecting for new business today.
- Research 40 businesses to call. You can do that easily from the telephone books in your area. The research is best done in the evening in preparation for the next day.
- Create a standard form to use in the call process so you are simply capturing the conversation onto paper and then putting it into the database each evening.
- Contact people in your database each 90 days to keep up the personal profile that is so important in business.
- Get to know the local area and property trends so you can provide interesting conversation with property owners and tenants when you talk to them.
I hope that the message here is quite clear. Your success in the industry is really up to you in all respects. Do you have what it takes?