Commercial Real Estate Online Podcast 223 – Sales Topics for Commercial Real Estate Brokers

Its the end of the financial year.  A turning point in the market where some businesses and clients consider property occupancy, leasing, sales, and acquisitions.  Its a good time of year for brokers and agents to get back into the growth phase of what we do.  From now until December 2015 we have clients to call, listings to convert and commissions to raise.

In this podcast I am focusing on Sales related topics to help Brokers and Agents with market share and database growth.

The topics are:

  1. How to systemise the commercial real estate business and why that is a good idea.
  2. What you need to know about simple contact management systems.
  3. How to improve your prospecting efforts for the year ahead.
  4. A 3 stage formula of action for Brokers and Agents this year.

These are commercial real estate audio coaching programs for sales and leasing agents.  You can get more of these files and updates as part of our eCourse right here.

Commercial Real Estate Snapshot Podcast 216 – Prospecting and New business Tips

This is another podcast for commercial real estate agents and brokers
around the world. In this program John Highman talks about business
generation and the factors that you must understand.

The property market is quite special and John helps you relate to the
more important things that really matter as you strive to get your
business and commissions underway.

It doesn’t matter if you work in sales, leasing, or property
management, there are things to do with prospecting for new business
every day.

There are 3 ways to consider growing your real estate business, so we
have split this audio program into those factors:

1. How to determine the client opportunities of the property market
today.
2. Ways to divide up your real estate market so you can find the new
business opportunities more easily.
3. How you can choose the right marketing mechanisms for real estate
business today.

These are commercial real estate training programs for real estate
agents and brokers around the world.

 

Commercial Real Estate Training Podcast #198

audio sound mixer and headphones
Tips and ideas for commercial real estate agents

Here are 3 more topics for commercial real estate agents and brokers around the world. 1. How to start a career in commercial real estate brokerage today, 2. How to create a commercial real estate listing kit, 3. How to qualify a tenant in commercial real estate office leasing. These are commercial real estate training programs by John Highman.

 

 

 

Commercial Real Estate Training Podcast 185

audio sound mixer and headphones
Tips and ideas for commercial real estate agents

 

In this property market there are many things to consider.  In this podcast I have covered 3 issues that are so common across many brokerages.  Here they are:

  • How to structure a commercial real estate property management budget in a large building
  • How to remove negativity from the sales team
  • What you should look for when it comes to results and team performance this year

We are 7 months into the calendar year.  Now is the time to get things really moving so the end of the year finishes with good results.  It doesn’t matter if you work in property sales, leasing or property management, now is a good time to consider and plan important actions that will create results over the next 6 months.  This training audio will help:

Real Estate Agent – 7 Ways to Spring Clean Your Commercial Real Estate Database

Most commercial real estate agents will have a database.  More often than not the database they have or use will be well out of date and poorly maintained.  With all of this technology around us today you would think that the life of an agent would be easier?

I have seen agent databases that are many thousands of people only to find that most of the contacts are redundant, incorrect, or outdated.  My view is that it is far better to have 600 people that you do know very well, than 5000 people that would not know you from a ‘bar of soap’.  Our industry is built around the strength of relationships; remember that!

So, it’s the time of year where we should talk about refreshing and revitalising your database.  It’s a personal process, and you can’t delegate it to anyone else in your team.  Work your contact list comprehensively so you tap into the future deals in the market.  It’s that simple!

A good real estate database will help an agent do all of the following:

  • Provide leads and opportunities
  • Integrate into automated newsletter systems
  • Give you sources of commissions and listings
  • Allow you to dominate market share or property type
  • Track and measure all client contact

So why do agents let their databases ‘self-implode’?  It’s an interesting question; I think the answer has something to do with a personal lack of focus and not enough time to update the database information.

If there was a ‘golden rule’ in commercial real estate brokerage, it would go something like this:

‘Grow and maintain your database each working day.’

It’s a simple rule to understand; keep your business simple and centre your business on local people and prospects.  Talk to lots of people every day and track your contact processes in your contact database.  Ongoing relevant contact is required.

Here are 7 very good ways to ‘spring clean’ your contact list:

  1. Make 10 calls into your list every day to update contact information.  By calling people you already know you will find ‘changes to circumstances’ and future property needs just waiting to be tapped into.  That’s a very good reason to make calls every day!
  2. Check emails with all of your contacts so you can put them into an auto responder for ease of regular contact (you will need their permission to do that).
  3. Update mobile telephone numbers where possible so you can keep in direct contact when the right property listing comes up.  As part of that process, load all of your contacts into your mobile telephone for convenience of access and a ‘heads up’ when they call you.
  4. Check websites for the business people that you connect with.  You will find changes in information worth talking to them about.
  5. Segment your contacts into VIP’s, Sellers, Buyers, Tenants, Business Owners, and Developers.  Ask them about their property preferences and update your records accordingly.
  6. Ask your VIP clients and regular contacts about property requirements and timing of needs.  Whilst they may not require a property change currently, they are likely to do so in the future.
  7. Integrate your contact list to your social media, blog and your email newsletter.  Keep your communications business like and frequent.  You want to be ‘top of mind’ when your contacts are seeking property change or help.

It is relatively easy to ‘spring clean’ your database and keep it that way.  It just requires a daily process and consistency at agent level.

Tips for Being Entrepreneurial in Commercial Real Estate Agency

business people meeting
Focus your commercial real estate agent efforts.

In commercial real estate agency today, you need to be an entrepreneur in your business practices and your focus.  Your successes in the industry as an agent will come from your personal endeavors.

The agency that you work for will have little to do with the process of building greater personal commissions and generating listings.  Successful agents are individually driven and have a comprehensive marketing plan to promote themselves comprehensively through the region that they work in.

There are some very simple strategies to apply here if you wish to rise to the top of the market.  That being said, all of those strategies require personal effort and deliberate focus.  They take time and effort each and every working day to implement effectively.

Here are some of those strategies to help you develop the entrepreneurial mindset of a top commercial real estate agent:

  1. They say that you can learn a lot from experience.  You can also learn a lot from the other top agents in the area.  Whilst some of those top agents may work with competing agencies, you can observe what they are doing and how they do it.  You can replicate their successful processes when it comes to knowledge, skill, and marketing.
  2. Every client that you serve today will be an opportunity for repeat business in the future.  The cycle of commercial real estate is quite long and on that basis your relationships will need to be built and nurtured.  Focus on quality clients and quality properties.  It is the quality properties that will bring you more enquiries from any marketing campaign.  Poor quality properties bring poor results.
  3. Referral opportunities can be generated from successful transactions.  Stay close to your clients, customers, buyers, and tenants as part of closing a transaction and moving on.  Ask for the referral at the right time.
  4. There are certain skills which are absolutely critical to the services that you provide as an agent.  You should have significant skills in prospecting, presenting, marketing, inspections, negotiations, and documentation.  These six aspects of your career require constant upgrade and practice.  When you do this, it makes it a lot easier for you to rise up in the ranks of the commercial property industry.
  5. Every listing, sale, or lease is an opportunity to talk to other people in the local area.  Send a direct letters to the local property owners and the property investors as part of your marketing efforts.  In many respects, one single listing can allow you to talk to several hundred people.  It is simply a matter of developing a mindset to do it and commencing the process.

If you choose to be an entrepreneur in commercial real estate agency today, you do need to take a serious look at your business activities and systems.  They will help you take advantage of the local property market providing you implement the appropriate action on a daily basis.  Success in this industry is driven from personal activity and nothing else.

Want more? You can get more tips or join our Newsletter at our main website http://commercial-realestate-training.com/

Time Management Rules for Commercial Real Estate Agents

woman standing in front of clock
Time is a precious resource in commercial real estate agency

In commercial real estate agency, your time is highly valuable.  The best agents manage their time efficiently to the tasks that are most important.  It is a known fact that a controlled salesperson achieves more in income and listings.  They stick to a system and they get the right things done.

It is a fact that things will happen every day that you cannot plan for.  Clients, prospects, and fellow staff members will direct issues at you that need to be responded to.  To remain efficient through this pressure, it is wise to control at least 1/3 rd. of your day.  In that 1/3 rd. of the day you can do the right things that you know will help you build market share and your commissions.

Here are some tips to develop a time management system in your commercial real estate processes.

  1. You must control your time.  That has to be the rule.  Your diary is something that is ‘sacred territory’ and only you put things into your diary.  In this way you can choose what you do and how you do it.
  2. I go back to the point that part of the day is to be fully under your control.  In this time frame you should do the things that really matter to your business and your goals for the year.  Prospecting is usually the thing that applies and should be actioned in this window of time.
  3. Map out your activities for the week ahead.  Sure, changes will occur, but put the big and important issues into your diary and keep them there for action.
  4. When you arise each morning, spend 5 minutes reviewing what has to be done and checking the priorities of things.
  5. Build some break time into your schedule so you can think and plan.  You will also need some administrative time later in the day to capture the events of the day.
  6. Move the unimportant things out of your day to times that are less critical.
  7. Learn to delegate the things that can be done by others.
  8. Control the things that relate to business generation, clients, marketing, and negotiation.  All of these things will impact your business and cannot be overlooked or passed to others.
  9. Create habits when it comes to the most important things in the business day.  Do them to a schedule at the same time.  Habits help you move ahead and get traction on the things that matter.
  10. Don’t let other people have access to your diary where they can add appointments to your day.  Only you should set appointments as you are the one that understands your focus.

If you want to be a top agent in commercial real estate, protect your time and do the right things as part of your working day.  Take control.