In commercial real estate brokerage today don’t take too long to take the required actions to boost your marketplace and client penetration. Get involved with your market so that you can identify the right property listings and the quality properties to work with over time.
There are plenty of good listings available for the agents that focus their prospecting efforts. It just takes a plan and a process of action.
Here are some valuable ideas to help you take deliberate action to boost your marketing profile and listing opportunities:
- Any listed property in your location is an excuse for you to talk to the surrounding property owners. On that basis you can market yourself to the adjoining or nearby owners of properties listed with other agents. It is quite common that nearby owners will seek to compete from a sales or leasing perspective with the listed property nearby. You can be the brokerage solution to that process and have a signboard on that alternative property promotion at the same time as your competing agents.
- Devote 2 or 3 hours per day to the prospecting and marketing process. There is absolutely no reason why you should be in the office sitting behind a desk unless you have a deal to negotiate or a client to meet. The rest of the time you should be out of the office talking to new people and finding new opportunities. That should be your focus for 2 or 3 hours per day.
- Make plenty of calls every day to new people. Use your mobile telephone comprehensively and directly as part of a cold calling process to people within your property market. Make plenty of outbound calls every day, and as part of that have a focus on creating new meetings. Make it a personal target to establish two new meetings per day with new people.
- Identify the best properties and the best clients. Undertake the required research of your property location and your targeted territory of listings. Understand exactly where the best properties are located and as part of that process determine who the owners are in each case. When you focus on the quality side of new property business and listing generation, the inbound enquiries tend to be more substantial over time. That can then help you rise to the top of your property market as an industry specialist for the location.
- Ask for referral business as part of client interaction. With every positive client and prospect meeting, there is the opportunity to ask for referral business. It is far easier to convert commercial real estate business from referrals than it is from the cold calling or direct prospecting process. Merge the referral business process into your client and prospect interaction. One successful contact can lead you towards many other property owners and business decision makers.
So there are some very specific things that you can do here in commercial real estate brokerage as part of boosting your personal profile and market share. The best way to do that is by taking immediate action in your local market place, your town or your city. Talk to plenty of people in an ongoing way.
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