When you work in commercial real estate as a broker or an agent, undertake a regular assessment of your territory and designated listing area, so you know what is happening and where the opportunities are coming from.  You need to understand what is happening when it comes to time on market, listing activity, enquiry, and property opportunity.  Things change in commercial real estate brokerage, and that change is always a point of leverage for any agent or broker with both clients and listings.

 

In your area or territory, there will be investors to identify, clients to serve, tenants to track, enquiries to satisfy, and businesses to connect with.  A defined area or precinct will help you do that effectively and to do so under some form of a system.

 

Set your geographical boundaries so that you can build some specific momentum and logical accuracy in prospecting on a street by street basis with property owners, businesses, and tenants in occupation.

 

 

Precinct Assessments for Brokerage Coverage

 

Here are some ideas to help you assess your precinct accurately and efficiently:

 

  1. Identify the number of properties within the precinct by type and by location. Get to know the locations and the streets and make a list the property owners and local businesses.  The greater your depth of ownership and investor knowledge across the location, the easier it is to find opportunities in property sales and leasing.  The local businesses may also own the properties in which they are located.  Questions and connections will help you find the information you need for future ongoing property opportunity.
  2. Do a signboard count across the area and in all your targeted precincts. Differentiate between open listings and exclusive listings.  Split the signboard count into agent groupings and property types.  Identify the agents that have the market dominance and understand why that is the case.
  3. Do an advertisement count on the Internet of all relevant and current listings. Split those listings into locations, property types, and brokerages.  Throughout the year, those listing numbers will change seasonally, as will any property pressures that apply to the economy and the town or city.  In some respects, you need to be a good predictor of market circumstances and changes to find the best listings and clients that you need.  Work the opportunities and the changes that can provide you with listings.
  4. Given the three factors mentioned above, it is necessary to understand time on market by precinct and by region. Some properties will stay on the market longer than others.  Get to know why that is the case and develop some marketing strategies to position your properties and listings more favourably from a promotional perspective.

 

All these numbers will help you with your market awareness and future property opportunities.  In assessing these situations, you will find new people and business owners to connect with.

 

Systemize your real estate business in all respects so that you can grow your opportunities and grow market share.  Luck has nothing to do with commercial real estate brokerage today.  Deliberate effort and logical systemization will help you get to the market penetration that you need.

Posted by John Highman

International Commercial Real Estate Coach, Conference Speaker, Author, Broadcaster.