Local people are the foundation of a successful real estate business. You can work with the key players of the real estate business locally and most particularly sellers, buyers, and business owners. There are plenty of opportunities in commercial real estate to be sourced in those groups as part of a prospecting model.
In this audio I talk about the importance of a ‘locally focused’ prospecting model and how that can work for you in your real estate business. Drive more listings and commissions your way through a bias towards the local area and the people in it.
In commercial real estate today, your contact system is critical to the results that you seek with listings, clients, and commissions. The property market will change throughout the year and your database list is the one consistent process that can take you across and into all types of properties and opportunities. NB – you can get plenty of client contact ideas here in Snapshot – its free)
There are plenty of ways to establish and run a contact management system in commercial real estate brokerage. Similarly, there are plenty of software programs to support the client list process. Whilst you can always choose a good and well proven CRM package to support your contact processes, everything still comes down to personal momentum and commitment as part of a prospecting model.
Growing your business?
If you are looking to build your real estate business, seriously consider your database activities and your prospecting model. Establish a system that works for you comprehensively and consistently across the location and your targeted groups of clients or prospects.
Understand who your clients are by type and by location. Understand the targeted properties that you should be working on overtime. Define your territory and your priority buildings. From that point on, your prospecting model can take shape and the database can grow effectively and directly.
In this audio, I share my thoughts about contact management and list creation. Grow your list of clients and prospects and put more ‘logic’ into the process.
We all have a database of some form or another if we work successfully in Commercial Real Estate Brokerage. The key to the process is that the list we create is up to date and is comprehensively used in client and prospect contact. So how do we use that list? Here are some ideas:
Letters of a marketing nature
Regular contact with property updates
If you are struggling with your property market commissions and or your listing activity, have a good look at your database of people and fully review what you are doing with it.
Look at the key issues of:
Filling the list with new people every day
Connecting with the people in your list now
Providing real value in your client communication
Being relevant in your contact processes
Staying in contact for the longer term
Having worked with a number of brokerage teams over the years, I know that the previous points are ‘struggle factors’ for some. That being said, I have put my comments in this audio program that I know can help most brokers and agents with client and prospect contact. They work for me, and I know those points can work for you. (NB -if you are struggling with team performance in brokerage, you can get more facts in Snapshot right here – its free)
In commercial real estate in most towns and cities there are plenty of prospects and clients to find and work with. The issue is how do you find them and what do you do with those people over time? It is a key question to understand. (NB – if you are struggling with your client list, you can get more tips and ideas in Snapshot right here – its free)
In this audio program I share the realities of client communication and give you some good ideas to work with when it comes to local property information that would be of use to your clients.
Strategies to Help Clients
Learn the various ways you can market your real estate services from a base of local property information. Show the client that you are the local property expert.
In commercial real estate brokerage, some tasks and duties will be critical to the results that you seek in brokerage. Understanding that fact will help you improve your results with clients and commissions.
In this audio program I help you understand what clients are to you as a broker or agent, and why you should be selective with them. Of course you can use a database to categorise your contacts, and make a list of people that would be likely to work with you in the future.
Learn how to make lots of calls and create lots of meetings. Have a listen to this audio program and refine your client and prospect contact system.
The listing process is today highly competitive in commercial real estate. Most listings are subjected to a competitive tender and presentation process. In this audio program by John Highman, you can learn some of the main factors that help with listing conversion. (NB – if you need more sales ideas in commercial real estate, you can get them in Snapshot right here – its free)
This is an audio training program for commercial real estate brokers and agents.
If you have been struggling with your listings and or the clients as part of listing conversion, listen to the recommendations that John makes in this program and review your listing presentation and strategy.
A career in commercial real estate brokerage can be very rewarding. In saying that, a good degree of planning, research, and effort is required to achieve reasonable results over time. Every broker should have a plan to work to and that plan should be refined from tracking results and actions. (NB – you can get more tips on brokerage here in our Snapshot program – its free)
In this audio program, I share the key factors that I think are the most important when it comes to personal business improvement. If you are looking for more clients and listings, then this audio podcast will likely help with ideas. See how you compare when it comes to these 13 key issues of performance and control in brokerage.
When you are looking to establish or grow your career in commercial real estate brokerage, there are things to do in building market share at a personal level. In this podcast program by John Highman, you can learn the key facts of building a good database of clients over time. (NB – you can get more career tips in commerial real estate brokerage right here in Snapshot – its free)
It is always the case that a broker or agent must know lots of people in their location and across their property type. That is a deliberate strategy and focus.
In this audio recording, John Highman talks about the importance of focus at a personal level. Build your real estate business in real and relevant way.
You can talk about recent levels of enquiry, trends in prices or rentals, the best methods of marketing, and feedback from recent inspections. You can display your information graphically, as statistics in the form of the chart, and also pictorially. Recognise the different ways to engage your client in the listing presentation with valuable local property market information.
In this audio by John Highman, you can learn some of the very specific ways to improve your sales pitch and presentation with a new client when it comes to listing their property in today’s market. You can listen to the audio below, where you can download it as required.
When you are pitching for a listing in commercial real estate brokerage, consider the focus points of the client and the specific factors of the property itself. Then review the local market conditions. Your dialogue can evolve from those elements.
Develop your lines and ‘patter’ to engage the clients thinking. Avoid the jargon that we commonly use in the industry, and break things down into the core facts that really matter with the property. Simplicity tends to win more attention and closure on listing situations.
Give the Client a Clear Picture
Be specific and relative to the location and property type. Understand how you can add value to the listing process by specialising within a specific location and marketing the property specifically and directly to the right target audience.
In this audio program, John Highman talks about the ways you can direct the client’s thoughts in the listing pitch towards the things that matter so you are reducing the impact of any competing brokers.