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leasing

How to Set Priorities in Leasing Commercial Properties Today

Some things just do not matter in commercial real estate leasing, and today that rule should be deeply engrained in the diary strategy of any agent.  It is a new property cycle, and things have changed.  What we do every day should be carefully considered.

What can you do now? Do not waste time on the things that have no bearing on the property market, your clients, your listings, and or your transactions.  Spend a full 75% of your day on active and essential matters. Avoid distractions and things that do not take you and or your real estate business forward.

city at night
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Priorities and Planning

When you think about this, it is easy to see that we should be splitting the day up into priorities such as ‘A’, ‘B’, and ‘C’.   The ‘A’ and ‘B’ matters should be getting all our focus. 

Address the problems in your day and your activities that are holding you back.  You probably know what they are and can see the advantage of doing something about them.

Time is so crucial in this property market, and it is the only resource over which you have total control.  Today our clients have property pressures, vacancies, and all types of tenant volatility.  Your clients can, of course, be tenants or landlords; either way, they separately have pressures.  We, as agents, are the solution to that pressure and all our marketing and daily activities should be directed into that solution logic for the client.

city at sunset

Leasing Disciplines

As you consider where and how you take your leasing business forward as an agent in this changing property climate, think about how you can do more in your day with the ‘A’, and ‘B’ matters.  Discipline is the way to do it.  Expect that the change will be hard and challenging to bring about; we all have ingrained habits that take a lot of reshaping and removing.

Stage your diary before the day starts and stick to the plan.  It is called ‘getting your act together’.  It is a good thing to do in your real estate business day and as you go forward in helping landlords and tenants.  It is a ‘private victory’ well won.  Take on the challenge.

Here are some ideas to help you organise your day and optimise the opportunities as part of that.

  1. Choose your clients with a bias towards quality and frequency of business.
  2. Select your properties by location and type.
  3. Engage with investors every day to see what vacancies they want filled
  4. Talk to local business owners to understand what they are thinking and doing from an occupancy perspective
  5. Develop services that match the market and the enquiry in the local area.
  6. Fill your pipeline of contacts with new people as they are emerging from the changing property market now.

Simple rules like these can help you get some progress in your real estate business in any economy and changing situation.  Drive your business forward by structuring your working day in a deliberate way.

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By John Highman

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

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