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.
Here are some key client questions for you to consider:
What is the best type of client for you to serve locally?
How can you ‘stand out’ as the agent of choice in your region?
Why should clients remember you as an agent when they need property help?
Why are you a better choice than your competitors from a ‘broker’ perspective?
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:
Choose the database program that works for you with your property types and your business specialities.
So there are many different types of database is out there for brokers to use. Some are more expensive than others. The important thing here is that you understand the information that you need to capture as part of talking to clients and prospects in your territory, your town and your city.
The software that you choose should give you the flexibility to capture the information and filter the important information when the right property situation arises.
Logical Database Systems
In this audio program, John Highman talks about the logical processes of database activity, and why you should merge those processes into your business model. The key thing here is that the database should be authentic, up-to-date, and relevant to your local area and property knowledge. Each day you will be talking to new people in different ways. Every conversation and every meeting should be captured into your client list.
It should be said that parts of your client list should be dedicated to VIP contact with qualified people. The software that you choose to use as part of the client list should allow you to connect via email, mail merge, automation, and regular pipeline contact. The frequency of contact in commercial real estate is so important to the results that you will achieve.
Relevance will help you maintain the right momentum with the qualified people that you connect with. Provide plenty of local information tuned to the market and the client or prospect. I go back to the point that your software program should be carefully chosen for the communications that you need to do and the budget that you can afford.
You can listen to the audio program here and downloaded for convenience. Learn all about data-basing in today’s commercial real estate environment: