The Best Contact Management System in Commercial Real Estate Brokerage

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)

Your CRM?

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.

Getting started

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.

Principles of Client Communication in Commercial Real Estate Brokerage

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.

You can get the audio right here:

How to Win New Clients in Commercial Real Estate Brokerage

In commercial real estate brokerage sales and leasing today, the clients that you know and work with are the foundation of your listings and commissions over time.  Your client list has to grow in a continual way and that should be the ‘top priority’ of your working day as an agent.

Note: if you want more client contact ideas as an agent or broker, you can get them here in our ‘Snapshot’ program – its free)

 

Client Focused Questions

Here are some key client questions for you to consider:

  1. What is the best type of client for you to serve locally?
  2. How can you ‘stand out’ as the agent of choice in your region?
  3. Why should clients remember you as an agent when they need property help?
  4. Why are you a better choice than your competitors from a ‘broker’ perspective?
  5. What is your service approach to ‘exclusive’ clients and how is that special?

As you strive to build market share as an agent, these questions are quite important.  Your database, and client interaction should be built around these core issues.  Your answers to these questions should not be ‘generic’ if you are to capture a good share of the local property market and client base.

In this audio program by John Highman, you can learn some more facts about client contact and conversion in commercial real estate brokerage.  You can get the audio below:

Simple Ways of Automating Cold Calling in Commercial Real Estate Brokerage

If you want to get anywhere in commercial real estate brokerage, you really do need to understand the elements of cold calling and the importance of the process as part of your prospecting model. (Note – you can get plenty of tips tools and ideas relating to cold call prospecting as part of our snapshot program right here, – it’s free)

There are things to practice and things to learn. Don’t put off the process of cold calling for too long, develop the practice that you require to generate conversations with new people in your territory or client list.

 

Factors to Learn

 

In this audio program, John Highman talks about the factors of cold calling that are important to converting listing opportunity today. It doesn’t matter with you work in sales, leasing, or property management. Calls need to be made to new people on a regular daily basis. In fact, cold calling should feature in your diary as part of your brokerage activities. It should be a priority process each and every working day.

 

Real Strategies

 

Learn the strategies behind cold calling and prospecting as a broker or an agent. Develop the skills required to connect with new people each and every working day. It doesn’t take too long to find the opportunities that you are looking for with listings and clients.

You can get the audio program right here below:

How to Put More Human Contact into Your Commercial Real Estate Brokerage

In your commercial real estate career, it is hard to get anywhere without a good degree of client and prospect contact.  Your brokerage and your office location will have little to do with the little to do with the inquiries coming in.  (NB – you can get more client contact strategies in commercial real estate brokerage right here in ‘Snapshot’)

Each day you simply must get out the front door of the brokerage, and into your territory.  It is a precise process that requires a plan.  Build your real estate business around people first and foremost.  Talk to more people and take a record or notes from valuable conversations and relationships.

Facts of Time

Why think this way?  It takes about 3 to 6 months of direct prospecting to get some real momentum up and running in a brokerage career; what you want to do here is give energy and focus to database accuracy and growth.  Get to know plenty of local people.

What can you learn from this?  Your database should be at the center of your tasks, your diary, and your daily activities.  Choose a good database program that works for you and your property specialty, and then use it each day; revisit the details of earlier contacts, meetings, and conversations.  Look for those small pieces of information that could turn into a valuable discussion or new real estate business.

Human Focus

Put the concept of ‘human contact’ back into your real estate business.  While it is always easy to send an email or make a telephone call, the traditional approach of ‘face to face’ meetings and ‘drop-ins’ tend to be the best way to get traction and momentum with new clients and prospects.  You can judge the success of a commercial real estate agent by the depth of their database and the strength of personal relationships with key customers and prospects.

Contact and Communicate

So, let’s get some more focus on this concept.  Here are some ideas to help you get your ‘human contact’ plan up and running in your real estate business:

  1. Door knocking local areas, businesses, and tenants – get to know all the firms in the streets and the zones that you control. It is always likely that a simple conversation with a local business owner can lead to something of value, be that in a sale, lease, or property management.
  2. Meetings in a regular way – when you have established a link and relationship with a new client or prospect, stay in contact so that you are seeing or talking to them at least once every 90 days. Regularity is important to build profile and relevance.
  3. Getting to know the clients comprehensively – some customers can have ongoing property needs and or challenges. Get to know their portfolios and locations.  Look for the elements of change in investment.
  4. Establish a VIP prospect and client program – some of your contacts will be more ‘valuable’ for future business in so many different ways. Differentiate your customers based on value, location, capability to act, and property requirements.
  5. Creating ‘leave behind value’ for all your meetings and inspections – when you have made a contact or connection, send some follow-up information immediately after the event. The information that you submit can ‘open the door up’ for ongoing communication.
  6. Every inquiry or inspection is a reason to keep connecting – when the first inquiry comes in, keep the conversation and connection flowing through a series of professional processes including brochures, emails, and case studies. Local property information is always of interest to investors and business owners.  Share information that is relevant and real for the location.

Through these strategies, you can build a solid business profile as a top agent for a location and property type.  Go for the opportunities that you can sense or see.  Keep connecting at a personal level.

Things to Do in Matching Commercial Real Estate Clients to Properties

In commercial real estate brokerage, you should be looking for the ways that you can match your VIP clients into the right listings and property situations.  There will always be a good group of your clients looking for more investments or a portfolio change.  (NB – you can get our free commercial real estate training right here)

So what can you do with this?

When you know lots of local people, you will find those key clients that you can work with in a productive way.  You can move those clients across sales, leasing, and property management activity.

Understanding the clients situation is at the center of all of this.  If you are connecting with your clients regularly, there will be things that you can help with.

In this audio based coaching session, John Highman, Commercial Real Estate Coach, talks about the ways that you can match your clients into the opportunities that you know about.

Heres the Bottom Line on Client Engagement in Commercial Property Listing

When you pitch and present your brokerage services to a new client in commercial real estate, the connection and engagement process should be well considered before you get to the property meeting.

In simple terms you only have a short period of time to capture the interest of the client and move them into and across your property recommendations.  Clarity is really critical to getting the client to see what your saying and why that is so important to their property situation or resolution.

So what can you do?  It doesn’t matter if you are pitching in sales, leasing, or property management, the same rules apply.  You should have an engagement strategy that moves a client into your ideas and property recommendations.

In this audio John Highman talks about that very process of pitching and presenting your services to a client.