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Effective Canvassing Tips for Commercial Real Estate Agents

In commercial real estate sales and leasing, you should have a good selection of resource information available to use in any conversation and meeting event. 

That information can be in the ‘cloud’ for access at any time on a tablet or laptop computer.  Use a visual approach with that real estate information; charts and graphs are a good way of showing data and making a point.

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Sharpen Your Focus

Who will you be meeting with?  Typically, the people will be business owners, landlords, tenants, and investors.  All the information you show would be local in orientation or by property type and location.  If you work across sales and leasing, then the information will require ‘tuning’ for each group or contact situation.

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Relevant Information

Split up your information, recognising the property types and people you work with or want to engage with.  What information do you need for that?  Try some of these things:

  • Pricing from recent sales in the location will be.  Choose the properties that have some ‘dominance’ and interest in the market.  Good sales results and time on market facts are always worthwhile.  Trends from the market can then be shown to significant effect.
  • Photos of properties that have sold or leased can be beneficial.  Split your images into property types: retail, bulky goods, shopping centres, office, industrial, and land.
  • Land prices and the locations of vacant land and or properties suitable for renovation and redevelopment.  As property trends shape and change the older assets and the usefulness, renovations and redevelopment situations are more common for the ‘C’ grade properties.  Be prepared to talk about those assets and how they could impact the market.
  • Watch for the planning approvals in your location.  New developments could ‘skew’ the market in several ways.  Also, understand the potential asking prices, rents, and incentives coming up in new property developments.
  • Rents for the different property types across suburbs and locations will differ.  Suburb to suburb, there will be rental changes.  Some suburbs will also be more popular than others from a leasing perspective.  If you can ‘trend’ your lease rents graphically over twelve months, it would be helpful.
  • Marketing samples for different property situations and types can be gathered and displayed.  The marketing samples can be online, offline, and locally based.  What are the marketing choices that work today for the sales and leasing situations in your location?
  • Stories of success with sales and leasing appointments locally are always valuable in conversations with clients, prospects, and local people.
  • A summary of ‘shortlisted’ prospects looking to buy or lease premises can come from your database.
  • If you work with property ‘classes’, think about the differences between ‘A’, ‘B’, and ‘C’ class properties locally.  Shape your property information and trends around that. There are marketing advantages to be taken from your local property market updates and trends.
  • Newspaper or media articles from the internet can be downloaded into a note-taking app like ‘Evernote’ or ‘Google Keep’.  Each week you can add property results to the note-taking app and then call on those figures whenever you want them.

Add to these items a map of the region in printed form to show locations and trends in buildings and sites.

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Toolbox Approach to Brokerage

So this becomes your ‘toolbox’ of resources for use in conversations, meetings, and presentations.  You never really know when you will have to connect with a person and discuss trends and changes in the local property market

The agent that can show comprehensive information to a prospect or client is likely to be the agent that will win the business, be that now or in the future.

By John Highman

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