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How to Make More Commissions in Commercial Real Estate Using Strategic Goals

city buildings at sunset

Some things really matter in commercial real estate and I like to categorize them as ‘strategic goals’.  They are the goals to generate and support results in your real estate business. If you achieve those goals it will have a valuable impact on where you are heading as a broker or agent.  They are the big things that can help drive your business forward.

Don’t Be Ordinary

It is common for ordinary agents and brokers to have a ‘wish list’ but little or no ‘goal focus’.  That is perhaps the largest reason why they struggle.  Those same ordinary agents have big fluctuations in listing and commission activity.  On average their commissions at the end of a financial year are typically ordinary.

Make no mistake here; there are many opportunities to be had from a career in commercial real estate brokerage.  Converting those opportunities takes directed action; that is where the strategic goals come in.

Here are some common observations to be made in broker activities:

  • Every day there will be ordinary issues that will divert your focus; those things will have to be done by someone. If that is you, then devise a time each day to get that administrative work under control.
  • Clients can take a lot of your time and put pressure on your results.
  • Your peers and competitors will ‘infiltrate’ your day and its routine.
  • It takes a good degree of effort and persistence to set new habits and break old ones.

Whilst these things are frustrating, every broker or agent has the same elements of the market to work through.  Some agents resolve their challenges; others don’t.   The top agents break through the pressures because of persistence and action.

 

Strategic Goals for Brokers

Here are some strategic goals worth considering and implementing in your career plan:

  1. Listings by type – get more exclusive listings so that you are pulling away from open listings. Exclusivity is the way to build market share. When you control your listing stock, you can control the enquiry, the inspections, and the negotiations. There is no better way to build market share. Everything else is a matter of luck, and luck has nothing to do with growing a commercial real estate business.
  2. Listings by volume – look at the property types and then the volume of listings that you are attracting. You need plenty of listings over time. Your pipeline of prospecting needs to support that listing process with plenty of strategies across marketing, inspections, and territory management. Convert more listings by volume and make sure those listings exclusively controlled.
  3. Shorter time on market – be known as the agent that gets things done. Tell the clients and prospects of your sales results locally so that they remember you as the expert that they can use at the right time.
  4. Commissions – look at the amount of commission that you are converting from each completed transaction in sales and leasing. The amount of commission will vary by property type and size. On that basis, focus your efforts into the properties that bring the better returns and attract the higher levels of interest from tenants and buyers.
  5. VIP clients – segment your clients so that you know where the better clients may be located and what they may require. Set some clear factors and criteria so that you can work with the better clients for the location. Spend the majority of your prospecting time in building your VIP client list. Service that list comprehensively.
  6. Database size – throughout the year there will be fluctuations in the commercial real estate market. Some clients and prospects will shift their interest when it comes to ownership and occupancy. To work through that change and churn, keep adding new people to your client and prospect list each day. Set some simple targets to build the client list with the right people each day, and do so in the right segments or property precincts of your territory.
  7. Signboards – you should have plenty of signboards placed on exclusive listings in your control territory. Those signboards will always improve your market profile and presence; they will help you generate more enquiry. The agent or the broker with a dominance of signboards placed locally will usually attract better levels of local enquiry from business owners and investors. As part of your personal approach to marketing, track the number of signboards that you are placing into your location and within certain property types.
  8. Meetings – create the contact systems that encourage meetings in a regular ongoing way. It can take quite some time to convert a new person to the level of prospect or client in your database. Personal contact will help you achieve more momentum, so get your meeting program established in your database activities. Set some targets for new meetings each day. Track the meetings and the results achieved in each case.

Given all of these things, you can set some strategic goals relative to your commercial real estate business and career. You can track those goals throughout the year so that you can see progress when it occurs, and you can make adjustments where necessary. That is how you can grow your commercial real estate business in the right way over time.

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Listing Strategies – Stress the Benefits of Listing with Your Brokerage

city buildings on harbour

When you pitch and present your listing strategies to a client, are you clear and precise about how the client should move ahead with you and why that is the case?   Help the client see that you are the best solution to their property challenge; be special and real to their situation and property asset.

So how can you do this?

Give them some property listing and marketing strategies that then cannot refuse or ignore.  Show them that you really understand the current situation that they find themselves in, and that you have a definite path of resolve.  Have some stories from the location of others that you have helped move ahead in similar property situations.

Here are some other ideas to apply to the listing discussion with the client or prospect:

  1. Inspection strategy – demonstrate that you have a clear strategy and method of inspecting the property that will give the client a better chance of attracting offers from the target market. You can walk the client through the property as part of that strategic approach; you can also use your mobile telephone to record the inspection process in video, and show them the factors that you find really important to the property marketing and presentation process.
  2. Short listed interested parties – using your current database, you should have a short list of buyers or tenants to apply to the property inspection as soon as the listing comes on market. With suitable anonymity, show the client the short list so they know that it exists and explain how you will be using that list in moving ahead.
  3. Marketing solutions and alternatives – your marketing recommendations for the asset should not be ordinary, so take the time to build a marketing campaign that reaches deeply into the target market. Provide 3 alternatives with the campaigns so the client has some choices and budget alternatives.  Give the client your clear marketing recommendations so they can see the best ways forward, and show them samples of other adverts used locally and tell them why certain solutions are better for their property in the current market conditions.
  4. Targeted marketing and personal direct marketing – the property has to be placed firmly in front of the current prospects and target market that you have in mind. Explain how you will do that, and provide the client with a way in which you will be communicating progress on each stage of the campaign.
  5. Negotiation control – tell the client how you are to be preparing for the negotiation well before it is to occur. When you have qualified a seller or tenant as the case may be, you will have stages of qualification and communication that should be professionally controlled so the offer is encouraged in the correct legal format.  Exactly how will you do that?  Explain those facts to the client as part of your listing and or presentation pitch.

To capture the interests of the client as part of any listing presentation and brokerage pitch, you have to stand out as relevant and real for the location and the property type. Help the client see that you are the best solution to assist them through the challenge with their property and the current market conditions.

To convert more listings over time, make sure that you are providing your clients and customers with a clear strategy to move ahead that is carefully crafted for the situation.

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Make Every Minute Count – It Makes Your Commercial Real Estate Brokerage Career a Lot Easier

city at night

As you strive to improve market share, client lists, and commissions in commercial real estate brokerage, your most important resource is that of time.  You simply have to make every minute in your working day count, by focusing on the right things.  (NB – You can get our other free commercial real estate broker resources here)

Let’s say you have 8 to 10 hours in the average working day where you can do some valuable things relating to your career.  At least half of that time can be lost to the the unavoidable pressures of administration, clients, and team issues.

Some things you cannot avoid, so I get that…….. however at least 1/3rd of your business day must be well controlled towards the outcomes that you seek.

In this audio recording, I talk about the valuable resource of time in a property career and how you should use it.  In sales, leasing, and property management, the factors of time will impact your day, so set up some rules.  As the seasons of business change during the year, measure your brokerage efforts against an index of effectiveness.

 

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How to Exponentially Increase Your Business Based On Trust

city at night

Trust is a big part of the commercial real estate business today. The clients and the customers that we serve will generally be attracted only to the brokers and agents that they trust; there is too much at stake with the property challenge to do otherwise.  How do you rank on this assessment?  NB You can join our free real estate training here.

 

Certainly market share and recent property activity will also have something to do with client trust, attraction and transaction opportunity, but ultimately the clients and the customers that we serve want to trust the agent that they work with.  Your local profile has to support that trust process.

 

Confidence about your services, and a complete coverage of the local property market will help you connect to the client in this trustworthy way; professionalism supports the process.

 

Give the client reasons to use your services; get away from the generic ‘pitch and dump’ process used by many ordinary agents.  Be special and be real when conveying your professional skills to the clients that you serve.

 

People Rule!

 

People are at the centre of our real estate opportunities today. Whilst you may know a lot about the properties for sale or for lease locally, you do need to know the people behind each and every property. They need to trust you to get the best price or rent in their property challenge.

 

The message here is that you can significantly increase your commercial real estate business based on facts, trust, and regular communication. There are plenty of clients and prospects in the local area to connect with in a continuing and relevant way. Most agents struggle with the communication and connection process; that is an amazing opportunity for the agents that can work to a plan and a strategy.

 

So what are you doing with this now?  Your prospecting model and its ongoing contact process will be critical to the real estate business that you want to create. When the market slows or the economy struggles, your database and the people that you know in the database will be the foundation for ongoing business opportunity. The agent with the best database and relevant client contact processes will usually be highly successful in any market at any time.

 

So what can you do here? Over time you can build elevated levels of trust with your clients and prospects through a deliberate prospecting and marketing process. You can provide relevant information for the location and the various property types.

 

Ongoing Contact?

 

Through deliberate and ongoing contact, you can help local business owners and property owners with their property challenges; you can help them with information relating to rents, prices, time on market, and future supply. Build the long-term relationships with the people that really matter in the property market locally. Local area relevancy is really important to your client and customer contact processes.

 

So let’s help shape your professional profile with the people in your local area.  Here are some ideas to help you become a trustworthy agent or broker with the people that you know in your town or city:

 

  1. Seek to understand their property situation as it exists today. There are differences to look for with investment and property ownership. Will the property provide all the elements and attributes they require into the future for both ownership and or occupancy?
  2. Look for pressures and weaknesses in any property and the location. Are some of the local property factors changing that could shift the balance of property performance or ownership locally? Advise the client of the local factors that can influence their property challenge. Provide solutions to move through the challenges; make sure that your solutions are not ‘generic’.
  3. Position the client for the future so that they can ride out any difficulties in the best possible way. Show them how you can help them in a valuable and tangible way.  Show them how you will put your resources into their property challenge; be relevant and real as you do so.
  4. Improve property performance through better tenant mix decisions, cash flow improvement and healthier lease documentation. It takes time to shape a property and a tenant mix for the future.
  5. Off market recommendations are valuable so understand how you can introduce the right people to the property and resolve a client’s challenge early, before it becomes a bigger issue. Match up people and properties wherever possible. Off market transactions are common when you know a lot of local property owners and occupiers.
  6. Confidentiality at all times applies to all property transactions and your client relationships. Remember just who your client is and how you can help them.  They pay your commission!
  7. Regular contact with local information will help with all of your clients. Put relevancy into your client and prospect contact processes using local information in the form of charts, photographs, and case studies.
  8. Remember the conversations and facts with all of your clients and customers as you connect with them into the future. You do this so you can repeat the right facts and solutions in the next conversation.  Let the client see that you really do have full control over the issues with their property, the facts as they exist in the local area, and their concerns in moving to the next step.
  9. Provide clear recommendations to your clients with all your property solutions. Give the client 2 or 3 choices as you talk about their property and its marketing, the upcoming negotiations and the best available listing processes.  A client that has a few choices will not feel pressured and thereby will be more inclined to make a good decision in a timely way to help the property marketing process move head.

 

These are all valuable strategies to adopt with your clients and prospects.  Get closer to them as they work through the problems of property ownership and occupancy.  Be the top agent that they really need; market yourself accordingly.

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Strategies for Building Commissions in Commercial Real Estate Brokerage

city at night

If you have chosen commercial real estate as your preferred career, you have likely done so for a reason.  Perhaps someone has introduced you to the profession, or you have seen what some agents do and achieve in their career and you want to get similar results.

 

Many ‘Roads’ to Take in Commercial Property

 

Certainly there are many ‘roads’ of focus and activity to take in commercial real estate brokerage; all of those ‘roads’ are specialized in some way for both property type and location.   All of those ‘roads’ involve client contact, personal performance, commissions, and listings.

 

You have to be a person that will focus personal effort into all of those things, and that is certainly the case if you want to get more or improved results from your industry and from your efforts over time. 

 

You need a plan as an agent or broker, and that plan when started can be refined over time.  The commissions come to those that work with professional skills that are improved over time.  Are you that person?

 

Get More Real Estate Traction and Focus

 

Here are some ideas to help you get more traction in your career as an agent or broker, and attract better levels of commissions:

 

  1. Specialist skills – choose the property types that you understand and can match your professional skills into. Boost your skills through practice.  There is no point specializing in something that sells or leases in low volume.  Look at the end result of what could happen in your property specialization.  Improve your skills through deliberate effort.
  2. Local area – choose the local area that shows the best possibilities for your efforts over time. Review the streets and precincts.  Look at the buildings and investment properties in the chosen location.
  3. Owners, Tenants and Business owners – you can work for clients in all 3 of these categories, but in saying that, each category requires understanding and unique qualities of service. Given your location, how much business could you extract from the segments?  You could be an agent for landlords, tenants, buyers, or sellers; match your services into the segments that you prefer and then prospect the segments comprehensively in an ongoing way.
  4. Referrals – when you know a customer or client with reasonable familiarity, the referral process gets a lot easier. Encourage your clients to tell you about other people that they know who may be interested in property investment.
  5. Repeat business – some clients will transact commercial property in a number of different ways over time. That is especially so if they own multiple properties or a portfolio.  Review your clients on that basis.
  6. Quality properties – work with the better quality properties as they will attract more inquiry and that will lead to a better churn of listings and properties. As you work with more listings piggy back your listings and inquiries so you can move an inquiry from one property to another and eventually find the right solution for the buyer or tenant.
  7. A quality database – review the database software that you use an understand its potential for you in finding the right people to transact real estate in some way. Spreadsheets don’t offer a complete level of coverage; the larger that they get, the more difficult it is in finding the right people to match into a property listing or inquiry.

 

There are some special things that you can do here with a listings and commissions focus.  If commercial real estate is your career, then the elements mentioned here will be vital to the outcomes that you seek.  Refine them and improve them over time.  Top agents are created and shaped over time; luck has nothing to do with the process.  Your career and its results are influenced by deliberate choices and refined actions.

(N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot to help amplify brokerage results…. Get your access here)

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The Important Advantages of Knowing Your Commercial Real Estate Market

city skyline at night

In commercial real estate brokerage there are plenty of things happening in most property markets in a continuous way.

Businesses are looking to change or relocate their activities to improve corporate performance and income generation; property investors are looking to expand or change investment portfolios. On that basis there are some good things for every broker and agent to tap into providing they spend the time in looking for the indicators and the pressure points of the local property market.

Spend the time in researching your local area and the properties contained therein. In a logical and direct way review the property market, the changes, and the churn factors that are likely to bring about new business opportunity.

In this audio program John Highman talks about the importance of understanding your property market and the things that are changing across sales, leasing, and property management activities. When you know what is happening within your region and within your targeted property types, you can position yourself for further commissions and listing opportunities.

Listen to the audio program here:

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Lead Generation Techniques in Commercial Real Estate Brokerage

city buildings in setting sun

Lead generation in commercial real estate remains a special process for brokers and agents.   There are things to consider as you work with a variety of clients, be they investors or business owners.

(N.B. these audios are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot to help amplify brokerage business results…. Get your access here)

Mastering Client Contact and New Business

The fact of the matter is that leads are always available to those people that look and question the events, facts, and people in the property market.  Asking questions at the right time, and noting the changes in the property market will help you find your next opportunities for listings and commissions.

In this audio program, John Highman, Commercial Real Estate Coach, talks about the different ways to generate leads for listings and property transactions.

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Brand Marketing Strategy in Commercial Real Estate Brokerage

city buildings in blur

Do you want to lift your brand locally in commercial real estate sales?  You will need a plan to achieve that.  Each day you can then take more steps towards the top agent status that you require.

 

Why is a brand so important in commercial real estate brokerage today?  Well, the fact of the matter is that you really want the prospects and clients in the local area to remember you.  Your brand, your professional skills and your local area knowledge are all part of that.

 

There are plenty of competing agents around you all chasing the top clients and prospects.  Deliberately stamp your brand on the local property market.  Make an impression of the highest professional standards.

 

The clients and prospects today are smart; they will very likely have made their inquiries and undertaken their investigations to determine who is the best agent to help them with their sales or purchase requirement.  In the presentation or listing pitch that they are asking you to provide, they are testing you.

 

They want you to demonstrate your ideas and confirm that you are the best choice of agent to help them.  Are you up to the challenge?  Can you prove that you are relevant and special to the client’s situation?  What are your points of difference?

 

Here are some ideas to help you to lift your profile as a top broker or agent in investment sales:

 

  1. Canvas the quality buildings in the locationtalk to all the occupants in the best buildings in your territory and the priority precincts. Give the facts of the buildings or assets, the location, and the leases, look at how you can help with investment improvement or new property purchase.  You can service both purchasers or sellers (not at the same time though – you can only have one client).  Your services can be ‘tweaked’ accordingly for the clients that you believe have the most opportunity for you; match your sales knowledge and local area coverage into those client types.  You can be a buyer’s agent or a seller’s agent.  Specialization helps in each case.
  2. Talk to specific property owners of high value – perhaps the clients that you know own multiple properties locally. Perhaps they spread their investment risk across different property types.  Portfolio ownership and investment performance is quite special today.
  3. Create a VIP list within your database – those people are the very special prospects and clients that you will be servicing at a higher level over time. Develop some special VIP services to achieve that.
  4. Hold regular industry updates – you can hold industry briefings for your best clients and prospects on a quarterly or half yearly basis. Treat them differently and give them plenty of comparisons and case studies from the location and the recent transactions.  Have a few stories to tell from the local region.
  5. Establish an online marketing strategy incorporating social media – as you talk to more people from the region, share your ideas with them through social media. Your online presence today is really important; don’t just market your listings, but also market yourself.

 

In building your brokerage brand and your personal profile locally, search through all the property ownership records and the business registers to start your contact processes in a complete and logical way.

 

Don’t leave one property owner out of your contact processes.  Build your brand with the people that own the assets.  List your properties exclusively and control your listing stock.

 

(N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot to help amplify brokerage results…. Get your access here)

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Questions that Clients and Prospects Always Ask Commercial Real Estate Brokers

city view of commercial real estaet properties

Are you prepared to answer the most common questions in commercial real estate brokerage?  The answers that you provide to those questions will make or break your listing opportunities or deal momentum.

The property market is constantly changing, and the questions that people put to you will be largely a reflection of market conditions and pressures.

 

Location Trends

Commercial property trends are unique in every city and precinct or location.  Understand what is happening and why that is the case.

It is a good idea to track the questions and issues that occur in local area marketing.  It is also a good idea to prepare for the responses that you can and do give through personal role playing and practice.  You can do that each week in your team meetings.

Understand the circumstances of the property market in your area, and the predicaments that people face as buyers, sellers, tenants, and landlords.

Shape your services and responses on current and predictable market conditions.  See what is happening in the location and move on the signs and facts that provide momentum.

 Typical Questions

Here are the typical questions that you will get in today’s property market with the people that you work with and those that need your help.

The client may not specifically ask you the questions directly, but they will certainly be thinking about them. 

So clearly provide your answers regardless of communication circumstances.

How will you answer these questions when working with clients and customers and their property challenges?

 

  1. What price (or rent) can you get me? – use comparable market information to provide evidence from the location as a series of refutable facts.
  2. Who will buy (lease) the property? – develop a clear target market statement that you can feed into your client meetings and contact processes. Help them see the target market of tenants or buyers that you are chasing.
  3. How will you market the property? – use a number of special marketing approaches and campaigns to take things forward. Provide samples of marketing and property promotion that you think are important and significant to getting a result for the client.
  4. What is the target market? – give evidence on why you have chosen a particular targeted segment. Use locally based material to support your ideas.  Get to the point on why you have chosen certain segments of the market to buy or lease the property.
  5. How much will this all cost me? – to convert a client to accept your commission calculations and marketing contributions, you will require a good degree of practice and some relevant positioning statements.
  6. What is happening in the local area? – use case studies to show the client what is happening in the location. Focus on the results obtained with similar property types.
  7. When is the best time to take the property to the market? – there will be better times of year to market a property for sale or lease. Have your reasons and your facts to support that.
  8. Why should I use your services? – your services have to be special. Give reasons why that is the case.
  9. Why should I give you marketing money? – you will require a vendor paid marketing contribution for the campaign to achieve momentum and effectiveness. Have your answers ready on this one, and also some alternatives of marketing.
  10. What can you do for me? – tell the client exactly why you will do a better job in marketing, and negotiating on their property challenge.
  11. How long will it take you to get a result? – based on industry trends and enquiry results, have a selection of time on market factors to talk about. Case studies from the location will help get you there.

 

Be prepared to answer the right questions in commercial real estate brokerage.  The depth and the quality of your answers will help you convert more real estate business.  Top agents do that all the time.

(N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot to help amplify brokerage results…. Get your access here)

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The 7 Best Ways to Market and Sell Your Commercial Brokerage Services

city buildings and cranes

In commercial real estate brokerage, you should have a plan and a strategy that applies to selling your services and your ideas. That plan should be personally implemented on a daily basis. In that way you will be attracting more people to your ideas and your professional skills.

(N.B. these ideas are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot to help amplify brokerage results…. Get your access here)

Your Coverage

If you are missing out on listings and property inquiry, it is quite likely due to the lack of personal promotion and direct prospecting. You simply cannot avoid the process; you can’t delegate it to anyone else. If you want to achieve reasonable momentum in commercial real estate brokerage today, you really do need to have that personal marketing strategy under control.

 

Think about the property market today in your location. How competitive is the market, and are you attracting the best quality listings to your brokerage? Attraction and conversion are two big factors in our industry. You simply have to attract the best listings, the best clients, and the best prospects. When you have the listing stock, you can create the appropriate conversion for the market conditions and the client circumstances. Professionalism and promotion will help you achieve those ultimate goals.

 

Momentum in Brokerage

Momentum is a big issue in our industry. Every day things have to happen that will create churn and activity around you. The telephone should ring with enquiries, and the listings on your books should be attracting those enquiries. One factor to remember here is that quality listings will always create better levels of enquiry. Look at your listings, and understand the factors of attraction in each case. Market your listings into the factors of attraction and the target market.

 

Here are some ideas to help you sell your professional brokerage services to the right clients and prospects in commercial real estate today:

 

  1. Property case studies – any successful recent sale or lease transaction will be worth sharing into the local area, the business owners, and the property investors. Recognizing that you cannot and should not breach transaction client confidentiality, create some case studies that spread the basic message of the recent successful deal, be that in sales or leasing activity. Circulate those case studies both online and off-line. Use those case studies in your meetings and discussions with prospects and clients. Market evidence is something that is hard to refute or dispute. Your successful transactions are worth talking about.
  2. Recent location based sales or leases – within your location there will be plenty of property types and precincts to focus within. A recent transaction can be spoken about and shared into the specific precincts of focus and activity. Talk to the neighboring property owners and business proprietors. Soon you will find some other leads or transaction opportunities in the same location from the recent successful deal. Talk about your successes into the location. Spread the word, and share the successes with others, at the same time encouraging them to talk about their property needs and challenges.
  3. Listings on portals – review all of the listings that you have placed online. The listings should be refreshed with different words and advertising copy every few weeks. Also use professional photographs wherever possible. Don’t let your listings become stale. Look at the positioning of each of the listings online in comparison to other properties competing in the same area.
  4. Blog strategies – whilst your brokerage will have a local website to promote properties for sale or lease, you can also have a specialized commercial real estate blog to talk about local area property activity and recent listings. The blog is essentially a place where you can personally share your information professionally about the local area from a property perspective. The information that you publicize on the blog should be useful and local area relative. Think about the keywords and the important stories that should be circulated online. You can do that through your blogging process. Shape your stories for search engine exposure.
  5. Direct calls – use the business telephone book to talk to plenty of local business owners and tenants. Allocate a certain number of outbound calls each day to new people within the location. You cannot and should not delegate this process given that you know the property market better than others. Ideally you want to talk to local people and those that have a property interest or challenge. Over time your database can grow through that simple daily process. The people that know you personally are the ones that are most likely to help you grow your commission and listing churn. If you are missing out on listing opportunity now, it is quite likely due to the fact that you do not know enough local people and property identities.
  6. Direct mail – the direct mail process is somewhat expensive although reasonably successful providing you follow up each letter that you send out. The follow-up process should be a direct telephone call to the person concerned. Do not send out letters without having a follow-up process in place for each letter sent. The letters that you send should introduce the call that you are going to make in follow-up. Over time that direct mail marketing approach will allow you to connect professionally and directly with new people.
  7. Door to door – when you look into your local area and understand the property precincts, the best streets, and the best buildings, you can strategize a door-to-door canvassing process where you can talk to all the business owners and property owners. Create conversations and connections through the door-to-door canvassing process. In simple terms, you are seeking to understand if the occupant of the property requires help or assistance from a leasing, purchasing, or sales perspective. It is also valuable to know whether they are tenant or an owner occupier. Simple questions and conversations will help you achieve that knowledge and momentum. Track your process and your momentum within your database and within charts and maps. Local area coverage is really important. Do not leave one building or one business owner out of your connection process. Methodically cover off on all the local property ownership and occupancy issues.

 

All of these concepts of marketing and canvassing work very well. In saying that, they require specific focus and a systematized approach. Take your commercial real estate brokerage activities to the next level through a combination of these ideas and strategies.