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How to Change Your Leasing Results with a Local Tenants List

boat on hong kong harbour

A local tenants list will help your commercial real estate leasing business thrive.  It is such a simple idea, and yet many leasing agents overlook the value and the creation of a leasing register for their territory and buildings.

Activate your leasing market with better tenants and landlords.  Think about these questions relative to your location or allocated precinct of properties:

  • How many businesses are in the zone?
  • What do local businesses expect when it comes to leasing occupancy?
  • Who are the larger landlords for the location?
  • Why will tenants and landlords use your services in leasing?
  • What is the future of space supply in your zone?
  • How many older buildings do you have that need renovation or demolition?
  • What are the rents and the incentives today when it comes to new leases in modern premises?

These questions and the answers will help you move into productive tenant discussions through a canvassing activity.  Make your canvassing calls every day to the tenants of the local area and in your priority buildings.  Know what they are thinking and what they need to move to other properties.  Understand why they may stay in their current premises.  You can negotiate either way depending on who your client is in the leasing activity.

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Leasing Course for Brokers and Agents

 

Leasing Questions that Get to the Facts

These are the questions that you need to address talking to tenants and in leasing property:

  1. Where are they located? Understand the location from the tenant’s perspective.  They may have transport requirements, a client base nearby, or some property use factors of a critical nature.
  2. What is the type of building are they situated in now? Know the property in which they are located, and the services and amenities therein.  If necessary, visit the building yourself and do some preliminary checking.
  3. What are the types of improvements that they require? Understand the floor area, the floor plates, how a property or tenancy is used currently, and what could be the critical services of the building for a tenant in new occupancy decisions.  Questions like security, car parking, client access, climate control, and signage rights can be examples of special requirements.
  4. When does their lease expire? A simple date like this will allow you to predict leasing change and or a future negotiation opportunity.
  5. Who is the decision maker in the business? There is always a series of managers in a company or corporation.  The leasing research activity for a business is usually delegated to a junior manager to ‘gather the property market facts’.  If you are working with a person of lower rank in the corporate or company chain, ask the questions and provide the answers that they need, however, selectively get to the real facts of the final property leasing decision.  Who will be making that decision?

So, these five simple strategies will help you match your leasing services to the tenants and companies in your location.  These strategies will help you change your leasing successes.

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Eight Things Commercial Property Leasing Agents Must Know

commercial real estate broker podcast

Commercial real estate leasing is quite special in a number of ways.  There are pressures to work through with tenants and landlords.  In this audio program by John Highman, you can learn how to optimise the leasing process for better results.  (NB – you can get plenty of leasing ideas in Commercial Snapshot right here – its free).

John talks about the property leasing market today and what needs to be done to convert better enquiries from tenants.  There are some other ideas in the audio program about listing, marketing, and negotiating.

You can get the audio program below:

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Why Commercial Property Leasing is a Leverage Point in Brokerage

Buildings and boat on Hong Kong harbour

Having spent a lot of time working on and in various building and leasing projects over the years, I know that the opportunities of working with commercial tenants and landlords today will always bring in other business openings into the future. (NB – you can get more commercial brokerage ideas here in our Snapshot program – its free)

Everything in our industry is linked, and your clients locally will usually have diverse needs in leasing, sales, and property management at some stage.  It is all a matter of timing and relevance.  Are you ready for some property leasing action?

Landlord and Tenant Opportunity

Recognize that a simple property lease transaction can open the door for you with a key landlord or business owner.  Relationships are important.  It can also be said that if you know plenty of things relating to local rents, lease documents, occupancy costs, property performance, and fit-out improvements, you can add considerable value to a property in capitalized cash flow.  Strategy and ideas can help facilitate an agreement between a landlord and tenant.

In this audio program, I talk about the importance of the tenant and landlord relationship and how you can tap into it as part of your commercial real estate career.

You can listen to the audio right here:

 

 

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The Secrets to Finding More Commercial Real Estate Tenants

city buildings on river edge

If you work in commercial real estate leasing, it will be critical if not essential that you know plenty of tenants in your location. Look at your database now, and understand the relevance of that list to your prospecting and commission activities. (NB – you can get plenty of commercial real estate leasing ideas in our free Snapshot program here)

  • How involved are you with your database list currently?
  • How accurate is that list?
  • Are you building some pipeline of contact with all the people in your list?

 

Contact Activities

 

The secret to finding and converting more commercial real estate tenants will always be in your canvassing and prospecting activities as a broker or an agent; those are the specific activities that you activate and deploy every day into the local business community and or the tenants in your location. Landlords and tenants will be critical to the growth requirements that you have in commercial real estate leasing.  Grow your contact model, and grow your real estate business.

 

Consider these questions:

  • How many new tenants to contact each and every day?
  • Understanding your town or your city, and the local businesses to you connect with regularly each 90 days?
  • If you were to show the landlord your database to impress them as part of the property leasing presentation, how impressive with your database be, and would it attract the landlord to your services?

 

Ratios and Results

 

There is a ratio to know and respect here, particularly as part of this leasing and investment property process.  The number of listings that you convert exclusively over time will be influenced greatly by the number of landlords that you know personally and connect with regularly.  Focus on building trust and confidence with the landlords that you work for.  Provide regular updates of the leasing market together with comments leading to market rentals, incentives, and lease strategies.

 

Audio Program about Tenant Attraction

 

In this audio program, john Highman shares some of the proven strategies and ideas that can help you find better quality tenants and better landlords to work for.  Honing your prospecting activities with a bias towards quality and ongoing contact will always be a valuable strategy to deploy.  Connect with the landlords and tenants using relevant local information and local market knowledge.  Connect with landlords and tenants at least once every 90 days.

 

Here is the audio program:

 

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Lead Generation Techniques in Commercial Real Estate Brokerage

city buildings in setting sun

Lead generation in commercial real estate remains a special process for brokers and agents.   There are things to consider as you work with a variety of clients, be they investors or business owners.

(N.B. these audios are also sent out to regularly to our friends in Commercial Real Estate Online Snapshot to help amplify brokerage business results…. Get your access here)

Mastering Client Contact and New Business

The fact of the matter is that leads are always available to those people that look and question the events, facts, and people in the property market.  Asking questions at the right time, and noting the changes in the property market will help you find your next opportunities for listings and commissions.

In this audio program, John Highman, Commercial Real Estate Coach, talks about the different ways to generate leads for listings and property transactions.