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The Many Direct Benefits of Cold Calling in Commercial Real Estate Brokerage

city buildings at sunrise

When you really understand the commercial real estate market and the brokerage activities in your location, you will fully appreciate that you should be talking to lots of local people in a regular and ongoing way.   The database that you create from the people that you know and talk to regularly will be your pipeline of new business in so many different ways.  (NB – You can get our free commercial real estate course right here)

Whilst some listings will come to you because of the brokerage that you work for, most of the high quality listings will be a direct result of your personal effort and ongoing contact with property owners, investors, and business leaders. 

In those 3 categories of people you will find commissions, listings, and a good degree of property pain.  So how do you get this important business activity underway?  You make lots of cold calls in a regular and ongoing way.

Cold Calling Benefits

The principle and main benefits of cold calling can be best described in this way:

  1. Building you personal profile
  2. Finding new people that need property help locally
  3. Tracking property changes locally
  4. Finding new listings
  5. Keeping up to date with market trends

All of these things fit quite specifically into the business of commercial real estate brokerage.  If you are looking to improve your career in commercial real estate, then look to the strategies and skills in cold calling.  Learn how to make more professional business calls every day in a relevant and logical way across property and business segments in your town or city.

In this audio program, John Highman talks about the real benefits of cold calling and why you could consider it as an important part of your real estate model.

Learn the real and relevant skills behind making more prospecting calls in a positive way each and every working day.

 

 

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You Can Profit From Better Clients and Listings in Commercial Real Estate Brokerage

city at night

Some clients are better than others in commercial real estate today.  Make the right choices when it comes to working with different people and property situations. (NB – you can get our free commercial real estate training program right here)

So what can you do here with this idea?  Try some of these ideas:

  • Look for the better properties in your region and research the owners
  • Understand what tenants and buyers are looking for by way of location and property improvements
  • Understand what is happening with supply and demand in your region.

In all towns or cities the property market will be changing, so look at the indicators and adjust your client and property marketing systems accordingly.

In this audio program, John Highman talks about how you can profit or generate more commissions from the better clients and properties.

 

 

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7 Ways to Get Ahead of the Competition in Commercial Property Leasing

In commercial real estate leasing, the competition that exists in your property market will very likely be talking to the same very people and businesses that you are.  In saying that, the quality of the connection between agents and businesses or landlords can sometimes be of poor quality, so you have something that you can work with and improve.

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

Focus on the Right Things

If you are going to stand out as a top agent in the leasing market, then you have to do the right things with real focus and control; and then you should work on the good quality buildings or locations from a leasing and vacancy perspective.

Stand out as the agent of significance for the location and property type.  When you work the better buildings, more inquiry will come your way.

Drill Down into Facts

To get ahead in the leasing market, here are 7 points of focus to drill down into with your landlords and tenants:

  1. Know who you are talking to – Always get to the facts when you are talking to someone new, be that across the telephone, in a meeting, or through a door knocking process in the local area. The people that you talk to will give you the momentum in your leasing business, but understand who they are before you say too much about the property or give out information.  If a person is slow to introduce themselves, then you should also be slow to give out the property facts. There is no point in wasting time on someone that is not fully honest and open with you.
  2. What do they need and when? – Get to the core facts of their property situation. What do they want from a leasing perspective and what will be the critical timing?  Ask about their critical points of choice or need with any property they may find or want to inspect.
  3. Where are they now? – If they are in business now, seek out the facts of that occupancy. It is also valuable to see their current location and how they use premises as part of a business operation.  You can see the interaction between staff, customers, business operations, and layout of the current property.
  4. Exactly what can they afford? – Rents change by location, not just by property type. Tenants don’t fully understand that fact, so a market rent awareness for a new location and property type is valuable.  Help them understand net rents, outgoings, and other operational costs such as water, electricity, and gas.  Those services will be consumable within the property, and the tenant will have to pay as consumed.  How will that happen?
  5. Business requirements for the change – When you ask about their current business, there will be many things to explore in property layout, configuration, improvements, access in and around the premises, and special zones such as showrooms, administration, sales, and storage. See how they are using their current property with these factors in mind.
  6. Staff and customer requirements – How will the balance between staff and customers be accommodated within the building? There will be special zones to consider such as car parking, customer service, customer sales, and showroom access. Remember also the factors of parking that may apply in the precinct and on the street. At certain times of the day there may also be issues with access from busy roads and freeways.
  7. Timing for the change – The timing of property change will be variable and will likely be impacted by individual business activities and seasonal business fluctuations. It takes time to move business into a new building and location. There will be a crossover of time that applies to the relocation into the new property. You may be able to help the tenant in understanding how the new occupancy can commence with rent-free periods and early access being given to the new property and location.

 

There are some quite specific things that you can look into as part of the leasing services and solutions you provide to tenants today. Ask the right questions and go deeper into the issues that really impact the relocation for the business.

The deeper that you can go into the tenant’s situation will show a degree of professionalism that other agents may struggle with. Be special, real, and relevant when it comes to the commercial property leasing market today. Show that you are the best agent or broker to assist when it comes to business relocation and leasing resolve.

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

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How to Get to Know Your Commercial Property Market Deeply

audio sml
Commercial Real Estate Brokerage Audio

In every town or city there are things that you can find that relate to commercial property sales, leasing, or property management.  You can get plenty of leads if you drill down into the location.  Meet people and ask questions.   A good conversation will take you closer to a property activity.

Having a good database will always help with new business generation.  For the new people in the industry, the priority to establish a good database is high.  Three to six months of effort will usually get a contact list established; from that point on it is a matter of keeping the data fresh and accurate.

To help my friends in the industry get established and stay on top of the right market trends, this audio will probably help.  It talks about who you should know and why that should be done.  Enjoy.

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A Goldmine of Commercial Real Estate Leads and Information in Local Businesses

Businessman standing in blue and gray cityscape uid 1460546
Know the local businesses located in all your targeted commercial buildings.

When you work in commercial real estate brokerage, the local business community can be a great source of leads and opportunities at a personal level. Use that fact as a point of leverage in getting your brokerage business underway or at the times when you require more clients and listings.

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

It is a simple fact that local businesses are very close to or aware of the activities of property owners and property investment. Those local businesses will hear about things and see things before you do. They will know about changes and pressures; that is where they can be of help to you. In saying that, you really do need to approach them in the correct way.

 

So what can you do with this?

 

Consider your current area and city. Understand where things are changing and what the local business owners think about that. Try these ideas and strategies for starters:

 

  1. Businesses under pressure – given the changes in the economy in most countries, some business segments are looking to adjust. Property occupation or use can be part of that adjustment. Ask questions locally of all the local business owners and occupiers; read the local newspapers. You will find those businesses thinking about change.
  2. Higher occupancy costs – when the rents go up, some businesses will start to look for other locations and other buildings to occupy. Pay close attention to the levels of occupancy cost, rental, and outgoings as they apply to property occupation locally. Different building types will have different cost averages to watch and work with. That is where specialization can help you move into a market share and find the new business.
  3. Expansion or contraction – when you look at single businesses in particular locations, you will see the physical signs of space and occupancy pressure. Perhaps those businesses with little or no storage capability, or not enough space. When you see the problem, make the call with some direct questions.
  4. Landlord difficulties – some landlords are really challenging for their tenants from an occupation and lease position. Some landlords try to squeeze the maximum rental from the asset without due regard for property performance and presentation. When this becomes a factor of property occupation, then the tenant will soon be thinking about moving.
  5. Property failure or age – older buildings create problems for tenants and customers. That pressure will bring about business frustration and movement. The same can be said when a new property development is evolving in an area. The older properties will start to feel the restraints of redundancy. That’s where you can get involved.
  6. Vacancy factors – you will see precincts where the vacancy factors are rising. The same can be said with particular buildings. Some buildings will always be hard to lease. Some property precincts will become less attractive to business owners and investors. That being said, there are factors of change and redevelopment that will provide brokerage opportunity.
  7. Strengths and weaknesses – when you look into a location you will see certain factors of strength that attract new tenants and occupancy. Those strengths can always feature in your property prospecting activities. Use of the strengths of a location and or property type to put some momentum and activation into your prospecting activities. Watch out for the weaknesses that apply to any zone or property type. The weaknesses in a property zone can give you some leverage, as people move and change out of the area.

 

So the message here is that you can use the local business community to find the opportunities relating to commercial property investment and brokerage. Ask plenty of questions, capture the information into your database, and keep in regular contact with the right people.

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

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Create a Blueprint for Commercial Real Estate Brokerage Results

plan of action in commercial real estate brokerage
Establish your commercial real estate brokerage plan of action.

 

In commercial real estate brokerage today it pays for every agent to have a definite plan of approach to bring together all of the many things that need to be controlled and actioned.  If you like it is a bit like having a blueprint to the business at a personal level.

I have put together some of the more important issues to get under control personally and to help you formulate your commercial real estate agent blueprint.  You can add to the list based on your property type and location:

  1. Define your property type – Some property types will be more relevant to your skills and or marketing confidence.  Understand what you are good at and focus on that property type; that will give you required confidence and then help you with listing conversions.
  2. Define your services – There are differences between sales, leasing, and property management.  Sales and leasing activity are strongly linked and one leasing deal can lead to a sales opportunity in the future; that is why I say that all agents should be able to jump from sales to leasing and back again quickly and effectively.  You will normally earn greater commissions from a typical sales deal than from a leasing deal (based on averages), and the people that you target as prospects in each group are different so understand those differences and track both types of people.  As the property market shifts from a buyers focus to a tenants focus, you can move with it.
  3. Set your marketing zone – Limit your zone of activity in your town or city to a number of properties and inside a precinct of main roads.  The focus inside a geographical area allows you to track property activity, rents, prices, time on market, and marketing strategies.  That focus will also help you a lot when it comes to connecting with clients in a property presentation.
  4. Define your clients – What does your ideal client look like?  Where are they located?  How are they involved in the property market?  What will they need from someone like you?  When you know the answers to these questions you have something significant to merge into your personal marketing efforts.  Your prospecting and cold calling will become a lot more centred on market segments.
  5. Research the property market – In each year there are changes, dips, troughs and peaks in market activity.  Some are predictable due to seasonal holidays and business calendars.  Your prospecting and listing efforts should have due regard to those seasonal changes.  Only take a property to the market when all targeted segments are active and looking for something to buy or lease.
  6. Determine key indicators to track – Some of the main indicators that can show you how you are performing as an agent are centred on prospecting, listings and negotiations.  Each week take those indicators such as commissions, listings, and presentations into account so you can see where things are developing.  Build on your strengths and fix your weaknesses.  That’s how you progress in our industry.
  7. Set up action processes – Every day a system of actions will take you forward.  It really matters what you do in a regular way.  Consistency will take you forward; random actions will not do much at all.
  8. Set your goals and targets in listings, commissions, and clients – These 3 categories of activity are most important.  They are simple numbers to track so start charting the progress you are making in each.  Ratios will soon be seen and that is when you can improve your skills in key business generation activities; start practicing!

So these numbers and categories of activities will show you where you are heading as an agent.  You can strive to improve in so many different ways in our industry; it’s a personal process.

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Experience Counts in Commercial Real Estate Sales Presentations

man wearing glasses.
Show your experience at a personal level in commercial real estate brokerage presentations.

In commercial real estate brokerage, the sales pitch or the presentation that you provide to the client should have plenty of character and commitment from you at an individual level.  You are the ‘first point of sale’.  Everything with the listing hinges on your ‘first point of sale’.

Here are some tips below from our commercial real estate broker newsletter.

First and foremost in any listing presentation, the client needs to commit to you as the ‘agent of choice’ before they will listen to you with your recommendations and marketing solutions.  Your character and commitment needs to flow into the presentation in a valuable way.  Your skills and knowledge need to be superior to your competitors when it comes to winning the listing.  Confidence and local property knowledge will help.

The presentations made by top agents are geared to personal involvement on the basis of an exclusive agency.  When you control the listing, you can control the opportunity of a valuable transaction over time.  Exclusive listings are easier to convert when you get involved in the marketing process at an individual level.

So how can you add ‘character and commitment’ to your listing presentation?  Here are some ideas to help:

  1. Connect with the client so that you can totally understand their property needs and priorities.  Question everything before you provide recommendations.  Drill down on the needs of the client to get to the true facts of the matter.
  2. Every client will have certain challenges when it comes to price, rental, and timing.  They will also have targets within their own mind as to what could be achieved.  Those targets may be totally out of the question when it comes to the current market conditions.
  3. Provide the correct recommendations to take the client forward, and put yourself into the marketing process at an individual level.  Let the client see how you will be taking the property to the tenants or the buyers in a direct way.  Forget about generic marketing; it simply doesn’t work.
  4. Show the client the results you have achieved recently when it comes to properties of a similar type locally.  Summarize the marketing solutions and the challenges in each case.  Tell the client exactly how you promoted the listing and reached the target audience.  Compare those actions to the subject property and what will be required to achieve inspections and negotiations.
  5. Your database is likely to be quite valuable when it comes to winning listings.  Keep your database up to date and use it as leverage when it comes to pitching for a listing.  Show the client the short list of prospects that you have already identified as part of marketing the property.  When the property is released to the market, the people on your shortlist should be encouraged to inspect the listing as part of a pre-release.  It is very difficult for a client to overlook or walk away from a prospective list of tenants or buyers.  Use your database and your short list as leverage in the presentation to the client.
  6. Any quality listing should be directly marketed to the local area.  That will be at a personal level in addition to any generic advertising you may be doing.  Prepare a suitable flyer or brochure to take to the property owners and businesses in the same general location as the listing.  As soon as the signboard goes on to the property, you can be door knocking the businesses and the property owners locally.

It is easier to win a listing when you get personally involved in the marketing process.  That involvement can only occur with exclusive listings.  Help the client understand the difference and commitment that they and their property will receive when it comes to an open listing and an exclusive listing.

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Success Planning a Commercial Real Estate Career

Plan your commercial real estate career

In commercial real estate agency today you really do need to set come clear goals and plans to keep you on track with the things that you want in listings, market share, and commissions.  An agent without this focus will struggle with momentum.

So you need a ‘success plan’ to take you forward.  What does a plan of this type look like and when do you create one?  It is created once a year and it is monitored monthly. 

As part of this process you can then see what is working, changing, and lacking.  Adjusting your plan is important to keep you heading to the targets that you need.

Key Performance Indicators

Commercial real estate agency is a personal thing.  It is something that is driven from the actions and skills of a salesperson.  It doesn’t really matter who you work for, but it does matter what you do as an individual in your job.  Every day the key and important things should be done.

Now I know that many agencies will impose on the salesperson a series of key performance indicators for the year.  Each week and each month those KPI’s will be tracked by the agency leader or principal.  Unfortunately the KPI’s set by the agency are for the convenience of the agency only, and most individual agents will not take ownership or commit to the numbers.

So how do you get around this problem?  You work in reverse. You ask the agent or salesperson to set the Key Performance numbers that are real and relevant to where they think that can and should go in performance for the year ahead.  I call it ‘Success Planning’.

The individual agent sets the numbers as part of the ‘plan’ and gives them to the team leader.  Those numbers can then be merged into the bigger picture.  Perhaps they will need shaping, but the numbers are ‘owned’ by the salesperson.

What numbers should you have in one of these plans?  Here are some things to help you.

  1. Size of database
  2. Client list growth
  3. Exclusive listings
  4. Time on market
  5. Referral business
  6. Commissions written
  7. Sales in $ terms per quarter
  8. Leasing in $ terms per quarter
  9. Property management leads for the quarter
  10. Calls outbound per week
  11. Meetings per week
  12. Presentations per week

When a salesperson commits to a list of key performance indicators like this, they can see what they have to do and how it occurs. The fact of taking action is much easier because the salesperson can see what has to be done.  In this commercial real estate market, that is a good thing.

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Direct Mail Strategies for Commercial Real Estate Agents

commercial real estate agent climbing ladder
Direct mail systems and strategies will help you rise to the top of the market as a commercial real estate agent.

In this time of technology and e-mail, the traditional letter is even more effective and powerful as a marketing tool.  Far too many commercial agents rely solely or largely on e-mail as part of their marketing effort.  Develop a direct mail strategy to add to any other marketing activities that you currently undertake.

In saying all of this, the direct mail process should only occur if you are prepared to follow-up each and every letter sent.  When it comes to commercial property, most of the new business we create is through trust and personal contact.  For this reason the letters that you send should be focused on two things.  They are:

  • To introduce yourself as a local commercial real estate expert of relevance to the prospect.
  • To seek a meeting with the prospect and provide them with local market information and knowledge.

If you send a letter on this basis, you are not confusing the marketing message and you are simply introducing yourself.  This makes the telephone follow-up process quite easy and specific.

Here are some specific tips to apply to the direct mail strategy and letters sent today.

  1. The letter that you send should be simple in format.  Three or four simple paragraphs are sufficient to send right the message and request a meeting.  Keep the letters simple in every respect.  You want the person to take your call when you make it in a few days’ time.  The letter is really encouraging them to take your call.  When you make the call, you are then encouraging them to a allow you to meet with them.  Keep things simple and centered on these basic processes.
  2. The only thing that you should include in your letter should be a business card.  Far too many agents send bulky marketing material and brochures.  Most of that will be put in the rubbish bin fairly quickly.  If you send only a business card, that is likely to stay within the possession of the client for some time.  That is exactly the goal of your letter.
  3. Break your letter up into three simple paragraphs of two or three sentences each.  Tell the client about the local property market and recent changes that may be of interest to them.  Tell the client that you will be ringing them in the next few days to talk about those facts.  The primary goal of your letter is for the client to take your call.  When you make that call, you want them to remember you.  That is why the business card mentioned earlier is part of the contact strategy.
  4. When you sign off the letter, do it personally in blue ink.  That will then show the prospect that you have personally committed to the dispatch of the letter.  If your standard letter signature is somewhat illegible, it is better to develop a legible signing process for your marketing letters.  That will then show the client that you have taken time to identify yourself formally and correctly at the base of the correspondence.  You have a name; make sure the client can read it.

The traditional direct mail strategy is of importance and significance when it comes to marketing yourself today.  Make sure you follow the above points so that your correspondence can be converted to the meeting that you require.

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Top Sales Presentations in Commercial Real Estate

two commercial real estate agents talking in car
Create a top sales presentation in commercial real esate agency.

Many agents today struggle to provide a relevant and interesting sales presentation.  Generic presentations seem to be the order of the day, and in most cases the client will be meeting with four or five agents before they make a decision.  You simply cannot do a generic sales presentation.  Your pitch or presentation has to be interesting, relevant, and useful.  It must relate to the current property market and the subject property.

Here are some tips to help you focus your sales or listing presentation:

  1. The first stage of the presentation should always be to connect with the client and restate their need or interest when it comes to the particular property matter.  The client needs to see that you are on the same wavelength and fully understand their current situation.
  2. Next, you should summarise the attributes of the property as you see them.  Explain the factors of the property that are critical to the potential promotional campaign and marketing process.  Some of those features will be fed into the advertising and media material to attract the target audience.
  3. Given the previous point, explain to the client the target audience of prospects as you see it and then relate to the current levels of enquiry from that group of prospects.  The client needs to understand exactly what enquiry is out there and how it is coming to you at the moment.  Have due regard for the time on market factors for the property type and the prevailing market conditions.  Tell the client exactly how you will be attracting those prospects to the property.
  4. Given all of the three points, you can now move into a summary of current and prevailing market conditions.  Tell the client where the competing properties are currently located, and how they are being marketed.  Give the client a summary of the time on market factors as they apply to those other properties still on the market.
  5. Give the client some clear solutions relating to marketing.  Vendor paid marketing should be the norm and not the exception when it comes to listing.  Give the client three alternatives when it comes to vendor paid marketing and marketing costs.  Invariably they will usually choose the middle solution.
  6. The firm and resolute when it comes to the type of listing and the method of marketing.  Exclusive listings are required to help you attract the necessary enquiry over the marketing period.  All of your listing sales pitch should be geared to the dedicated focus and action generated from an exclusive listing.
  7. In most listing situations, you can give the client a summation of price or rental as it applies to the listing process.  Current market evidence and existing other properties will support your logic and recommendations.

As you move through all of the five stages, you can ask questions of the client to see how they relate to the information you are providing.  Always make your presentation or pitch a two way conversation.  Keep the client with you through the presentation logic and property recommendations.

Lastly it should be said that the typical property presentation should not go for an excessive period of time.  In most cases the presentation should be completed within 20 minutes.  If the client shows further interest or raises a extra questions, then the time can be extended to 30 minutes.

Keep to the point, and provide the right information for the client to make key decisions.  Top salespeople do less than 40 per cent of the talking when it comes to a sales pitch or presentation.  They get the client involved at all stages of the process.  At the end of the presentation ask for a commitment.  Most agents are afraid to ask for the listing.

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Commercial Real Estate Agents – Tips for Finding New Salespeople

man standing on grass with hands outstretched
Look for commercial real estate salespeople that have a real drive to succeed and a professional approach to the business.

When you run a commercial real estate business, it is always hard to find the right people to help you build your business.  Most new salespeople will claim to have the necessary drive and commitment to do what is required, but in the majority of cases, they will not have the factors that produce great success in the industry in all markets.

When the property market is at the top of the cycle, just about any salesperson can make commissions simply by going to the office and sitting at their desk.  It is the more ordinary markets where listings are hard to move and enquiry is difficult to generate where the top agents stand out as being the best in the local area.

Here are some strategies to help you with choosing the right salespeople, and running your commercial real estate business.

  1. Always be on the lookout for good people.  That can include other agents in other real estate offices.  The right people should be able to show sales results and discipline when it comes to the commercial property market.
  2. The industry is largely based around relationships and networking.  This then says that every top agent will usually have a significant group of clients and contacts to work with.  Good agents will always have a database of several hundred clients or prospects that they work with.  The accuracy and the up to date nature of that database will be important.
  3. Divide the sales territory into precincts and property types.  Some salespeople will be working a defined geographical area, whilst others will be working a specific property type in which they specialise.  Such is the case when it comes to retail property given the specific and the unique nature of the property and the people involved.
  4. When employing future salespeople, it pays to undertake a psychological assessment of their sales skills.  Top salespeople are quite unique when it comes to business style and performance.  They also require special types of management and leadership.  That being said, a salesperson is employed to generate commissions and listings.  Have each potential new salesperson for your business or agency checked out thoroughly at a skill and mindset level, before you employ them.  Make sure they have the necessary character traits that a salesperson requires in this industry.
  5. When it comes to employing new sales people in the industry, two factors stand out as critical to ongoing performance.  The first factor is market share, and the second factor is conversions.  For this very reason, it is essential that you monitor the market share of each salesperson relative to their location or property speciality.  When you can see that the market share is consolidating and growing for a team member, the next factor to watch and observe will be the conversions of listings to completed transactions. It is one thing to list a property, and it is another to convert the transaction.  Some salespeople list very well, but cannot sell or lease at a satisfactory level.

We need more top agents, or people that can reach that level of the industry.  Can any salesperson reach the top of their industry in their location?  The answer is absolutely and yes.  The right people will learn and adapt their skills to improve and grow in the industry.

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How to Build Your Commercial Real Estate Market Today

Commercial Real Estate Agent giving Ok handsign
Develop the right systems to take your commercial property market forward with real momentum as a Commercial Real Estate Agent.

When you work in commercial real estate agency, it is important that you have a prospecting model to support your momentum and market share.  This is a personal process, and has little to do with the agency that you work for.  The agency may provide you with some profile, but they would not normally produce the required levels of listing business that you require to be successful or gain the mantle as a top agent.

Here are some tips to help your commercial real estate activities in growing market share and listing activity.

  1. Determine the geographic area in which you can locate listings.  The geographic area should be split into two zones.  The primary zone is where you will get the majority of your listings, and the secondary zone is where you will get other listings.  All of your prospecting effort should be focused into the primary zone.  Anything that comes to you from the secondary zone is pure luck and a bonus.
  2. When you focus your marketing efforts into a specific zone, the area should have sufficient property types and property numbers to allow you to convert regular business over time.  As part of the process, look at the history of the area to ascertain the commissions and listings that have been transacted over the last few years.
  3. Within the primary prospecting zone, look at the business community and its current business sentiment.  What are the factors of change?  What are the things that are changing through their business community?  What can you do to attract property enquiry in your direction?
  4. Research the number of competing agents in your primary prospecting zone.  Who are the agents that are more successful than others, and why is that so?  Is there sufficient room for you to be competing with these other agents?  What will be the points of difference to differentiate you from these other established agencies?

In commercial real estate today, the general property market may be somewhat slower and tougher, however the opportunities still exist for those agents that can systemise their approach and drive some real momentum.

When you look at your average business day, there really are only two or three things that are quite important.  Those things should feature in your diary on a regular daily basis.

In almost all situations, prospecting will be number one on your list.  When that occurs each and every day, you will drive better market share and you will create more listings.  Over time that will help you become the top agent in the local area.  Action is more important than words in our industry, so set the rules to your business, and take consistent action.