In your role as a broker or agent, your client contact model will be indispensable to your business growth plans. Client and prospect contact is necessary and crucial to your attraction of listings and eventually the commissions that you require.
The primary focus of your business day should be to talk to the people that you know now, and those that could be clients over time. There are no shortcuts to that requirement. Conversations create leads and the interest of other people in your real estate services.
Smart Contact and List Building Ideas
So, I call these the ‘smart contact ideas’ for brokers and agents. These are ways of connecting with people regularly and not being ‘excessive’ and overdone in your commercial real estate prospecting or client communication.
Help people to understand the property market; that is a good way of approaching contact and prospecting activity. These are the ‘smart contact ideas’ that you could merge into your business model:
- Examples and Case Studies from property activity in the local area – a successful transaction is a good story to share. Providing you are not breaching any client confidentiality, a sale or lease transaction is worth talking about and communicating to other interested local people. You can also do an article or press release and publish it on your blog, website, and or in the local newspapers. You can add to those alternatives, your social media channels. Spread the word about property activity; show the people in the property market that you have plenty of coverage and activity now with good quality listings.
- Listings in the zone or precinct – break your local area and your listings down into groupings so you can look at the momentum with inspections, enquiries, and marketing choices. Local listings will be attractive and interesting to investors or other business leaders. Share the information about the properties on the market now.
- Review of supply and demand for buildings and land – as the local economy changes, there will be requirements for land and developments. What is happening with land supply that could impact future construction and the availability of quality buildings? Look for the land and consider the zoning issues that will strengthen or weaken property construction and supply. Talk about the supply trends of local property.
- Changes to cap rates and yields – some towns or cities are ‘better performers’ when it comes the cap rates and yields on a commercial and or retail property. There will be ‘averages’ to look for when it comes to the sale and leasing of investment properties. Most properties will have factors of attraction and some weaknesses when it comes to investment. What are the indicators that apply now to purchase and ownership of local investment property? What could a property owner expect from the purchase of a property and its retention for several years?
So, these are valuable things to talk to your clients and prospects about as you connect in regular ongoing ways. Provide locally based sales and leasing information comprehensively; that is the foundation of client contact and professional services as a broker or agent.