There are always plenty of competitors chasing the same clients in the same properties in a location, and particularly within your territory. For that very reason, you do need to have some definite and deliberate winning based strategies to help you grow your market share over time.
Understand the variables of your real estate business, and particularly so for the location. Look at what can and will happen over the foreseeable future with the following categories of new business and property activity:
The supply and the demand for property within your location will always change, and you need to adjust to that over time. Look at the indicators and adjust your prospecting and marketing efforts accordingly.
In this audio program, John Highman talks about the important skills of attitude and activity as part of winning new business in commercial property today. Learn the special skills to develop a winning attitude as a broker or an agent.
In commercial property management today, there are many pressures and activities to consider on a daily basis across the tenancy mix, existing landlord requirements and targets, the property, and the investment requirements of the various stakeholders. (NB – you can get our commercial property management tips right here)
Given those critical facts, property managers are typically very busy on a daily basis, and as a consequence they can easily be distracted into the events of the moment. An ‘out of control’ property manager is a ‘disaster waiting to happen’ both for the client and the brokerage. That is why attention to detail is so important in the role and for each individual property manager.
Control all the Facts
Attention to detail in all of the property management disciplines is hard to maintain but will help control the issues and the events.
So what can you do here? When it comes to ‘attention to detail’, some things are more important than others for property managers and landlords.
What Should You Monitor?
So what are the property performance issues that should be optimized and controlled in this detailed way? Try some of these for starters:
Lease documentation – the leases that you have now in the property will support and direct the rental cash flow in different ways. Those leases have to be tracked so that all the elements of occupancy are correct and actioned. Most of those leases will be different in some respects, so do a full and comprehensive lease review by reading the documents ‘end to end’. Take notes of critical issues as you do that.
Tenant negotiations – understand the existing and upcoming tenant lease negotiations. Gather your required information well in advance so that you can start the negotiations in a timely and relevant way.
Tenant placement – don’t just put a tenant into a vacant shop. Make sure that it is the right retail tenant that offers the right merchandise for the location. Match the tenant into the tenant mix.
Rental cash flow – understand the rental types that match the landlords lease strategies and the current market conditions. Be ready to negotiate those rents as market conditions allow.
Arrears management – watch your arrears in a regular way. Don’t let them get out of control. Develop arrears strategies for any tenants that are worth keeping in the property for the longer term.
Budget performance – this involves both income and expenditure. Set the budget with due regard to incomes, leases, tenants, and local area supply and demand.
Vacancy factors – you will have vacancies to contend with, so allow for that fact in your property budget. Local area supply and demand will impact your leasing and vacancy alternatives. Watch the trends in the local area.
Property investment targets – the client will have targets and those targets should be at the center of your lease negotiations, tenant choices, market rental considerations, and expenditure planning.
Critical dates – watch the dates in your leases, and the relationships that those leases have to each other in a ‘timing perspective’. You don’t want too much volatility in lease dates and expiry dates in the one property.
When you really understand the commercial real estate market and the brokerage activities in your location, you will fully appreciate that you should be talking to lots of local people in a regular and ongoing way. The database that you create from the people that you know and talk to regularly will be your pipeline of new business in so many different ways. (NB – You can get our free commercial real estate course right here)
Whilst some listings will come to you because of the brokerage that you work for, most of the high quality listings will be a direct result of your personal effort and ongoing contact with property owners, investors, and business leaders.
In those 3 categories of people you will find commissions, listings, and a good degree of property pain. So how do you get this important business activity underway? You make lots of cold calls in a regular and ongoing way.
Cold Calling Benefits
The principle and main benefits of cold calling can be best described in this way:
Building you personal profile
Finding new people that need property help locally
Tracking property changes locally
Finding new listings
Keeping up to date with market trends
All of these things fit quite specifically into the business of commercial real estate brokerage. If you are looking to improve your career in commercial real estate, then look to the strategies and skills in cold calling. Learn how to make more professional business calls every day in a relevant and logical way across property and business segments in your town or city.
In this audio program, John Highman talks about the real benefits of cold calling and why you could consider it as an important part of your real estate model.
Learn the real and relevant skills behind making more prospecting calls in a positive way each and every working day.
When you work in commercial property sales you will soon know the pressures of the day, the listings that you work with, your clients, and the prevailing property market. There are lots of things that can distract or divert you into many different activities. That diversion can lead to a loss of listing opportunity and ultimately commissions.
In investment sales your main focus should always be on:
Prospecting for new business
Clients currently served
Listings on your books now
Inspections of listings
Negotiations of property offers
Documentation of listings, sales, and contracts
Followup of transactions
You could add other items to this list given your location and client base. The fact of the matter is that you will always be busy in commercial real estate brokerage. There are plenty of things to do. Systems and factors of focus will help you get through the working day and the week. Always track your progress in what you are doing, so you can see where improvements are required.
In this audio program, John Highman talks about setting the right priorities in your real estate business and how that will help you with sales and listing results.
The idea of inspecting every property in your commercial real estate portfolio can be a bid daunting given that there are plenty of things to look at and investigate as part of the inspection. The greater the number of properties that you have to manage, the bigger the process of review and documentation. (NB – you can get our free commercial real estate course for brokers right here)
When you have lots of tenants in occupancy, the whole equation of inspection becomes more complex given that many tenants are in occupation and they all run different businesses. So the inspection process has to be comprehensive and records need to be kept. The property manager or the center manager has to implement the property inspection process regularly and in a detailed way.
In this audio program, John Highman talks about the routine inspection process that is all important in the commercial and retail properties under management.