Commercial property activity and hence brokerage should be simplified. Don’t overly complicate things. Establish a system that can work for you with a bias towards simplicity and action. That will then allow you to establish a plan of momentum and track the results that you are achieving.
It doesn’t matter with you work in sales or leasing today, a plan of attack is required using simple strategies and daily momentum.
Some agents and brokers frustrate their own progress because of a lack of consistency and persistence in certain tasks and strategies. Don’t make that mistake.
Take control of your property career and drive your listings and commission conversions through consistent action.
4 Simple Steps
Here are four simple strategies to help you establish your game plan and professional profile locally as a skillful agent or broker:
- Talk to new people every day – you will need plenty of people in your database and client list. As a direct result of that requirement, talk to new people each and every day as part of a contact program and prospecting model. You will also need to connect with existing clients and existing prospects that you have spoken to previously. Use some local area knowledge and update information to make the conversions and the connections with people more successful. Relevance is the key to establishing professional communications in our industry.
- Condition your clients to the prevailing market conditions – throughout the year certain things will change in your property location and within the property categories. Keep a series of charts and statistics that relate to the prevailing market conditions. You can use those charts as a conditioning process in listing and negotiation activity.
- List your properties exclusively – avoid the open listing process. Open listings are of little or no benefit to you. Exclusive listings really do matter in our industry and will provide you with controlled listing stock. When you control the listing, you control the negotiation, the inspections and the marketing. The inquiry with an exclusive listing comes to you as the client’s representative. You can do more with that inquiry and shape the momentum of the deal.
- Consolidate and grow your database at every opportunity – from the very start of your career, establish a database and grow it each and every day. It is a personal process and will require your total effort consistently and persistently. You cannot delegate the process. As you talk to new people, you can track the relationships that you establish, and the opportunities that you identify. The conversations that you create with new people will allow you to understand the pressures and the challenges of property ownership, investment, and occupancy.
Look for the pressures of the property market and the people that are needing some pressure relief. Segment your database into locations, client types, and timing requirements.
Every time you create a new listing, revisit your database and see if you can create a match or a short list of people to discuss the listing with.
Many transactions today are the result of off market listing activity and database contact. The conversations that you create as you build your database will be very important to your professional career. Practice the process and improve your client list.