When it comes to winning business in commercial real estate agency, you cannot do so easily without having a reasonable plan and process to support you. As part of that activity, you will need goals. Goals are like the points of the compass that take you forward into the industry and will help you track yourself towards being a top agent.
It is notable that many agents and salespeople formulate goals relative to their property type and career from time to time. Rarely will they stick to the plan; in most cases, the plan will be relegated to the bottom of the filing cabinet after it is created.
If you’re going to create a list of goals and a plan to achieve them, you really do need to stick to the process and keep the momentum heading in the right direction.
Established goals and targets should be reviewed on a weekly basis. That will then allow you to adjust your processes and focus. The commercial and retail property market changes throughout the year and on that basis your goals and targets will need to be adjusted.
There is no point getting to the end of the year and making a new year’s resolution with fresh goals and targets relating to your career and commercial real estate. If you cannot stick to the goal process today, there is no point in doing it in the future. That being said, there is massive opportunity in the industry for those that can get organized and focused.
The top agents of the industry work to a plan and that is why they are successful. They understand what is required of them on a daily basis to consistently control property enquiry and attract the right listings. It is all a matter of focus and the correct action.
Any goals we make in commercial and retail property are impacted by the following changes in the market:
- Listing opportunities in the local area
- The competitive agents that we must work against
- The amount of enquiry coming into your office from marketing
- Your local office business identity of your agency and office
- The supply and demand for property in the local area given the existing property and any future new developments planned
- The conversion rates that you achieve from sales pitches and presentations
- The stability of the local business community and the factors of property change that are resulting from that business community
- Your personal prospecting processes that are consistently implemented on a regular daily basis
- The size of your database and the accuracy of the information contained within it
- The regional and global economy as it relates to property ownership and investment.
- The availability of funds to allow businesses and property investors to purchase and or occupy commercial property.
- The amount of tenant enquiry coming to agencies in your local area.
There is absolutely no way that you can predict these factors 12 months in advance. That is why the goals and targets process must be continually shaped and adjusted throughout the year.
Small adjustments to your plan that are regularly undertaken, will allow you to adjust your systems and daily prospecting systems. The real way to achieve success in this industry is through prospecting on a daily basis, and supporting the prospecting process with personal professional skills and comprehensive industry knowledge.
If you really want to move ahead in the industry as quickly as possible, setting significant goals and formulating a plan should occur right now, today.