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:

The Prospecting Toolbox to Improve Commercial Real Estate Broker Commissions

Every broker and agent working in commercial real estate wants to earn better commissions.  It is a logical process; that being said, the commissions that you achieve can be strengthened by your prospecting model. (NB – you can get more commission tips in our free Snapshot Course right here)

In this audio program, John Highman talks about the different ways of prospecting and how commissions can be improved when you get your new business focus refined and tuned to particular properties and clients.

Learn about the challenges and the opportunities with:

  • Clients as Investors, Business Owners, and Developers
  • Particular properties
  • Certain locations
  • Better buildings

In simple terms you can improve your real estate business.

You can get the audio program right here:

Brainstorming Strategies for Commercial Real Estate Brokers

In commercial real estate brokerage it is always important to look at the variables of the property market and the opportunities that may exist within it. (NB – you can get our free commercial real estate brokerage course right here)

Given that you have a territory and property type to focus on, look at the indicators and look at the opportunities.

Given that things change so frequently throughout the year across sales, leasing, and property management, a good degree of brainstorming and business planning should occur regularly and specifically for your target markets and business territory.

Actions and Ideas

In this audio, John Highman talks about the importance of brainstorming your actions and your results. He gives you ideas relating to the essential facts to watch as some of the key performance indicators and categories of trending.

Improve your position as a broker or an agent through some simple direct and reliable brainstorming activities at least quarterly, and perhaps monthly. In that way, you can understand what is happening with time on market, enquiries, prices, and transaction activity.

You can get the audio here below, where John Highman talks about this essential business skill in commercial real estate brokerage today.

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.

How to Engage with More VIP Clients in Commercial Real Estate Brokerage

In commercial real estate brokerage it is important that you segment your client list into groups and opportunities. As part of that, you should identify the VIP clients that you know and those that exist in your local area. They should be the primary targets of your prospecting model in an ongoing way. (NB – you can get our free commercial real estate training right here)

In this audio program, John Highman talks about the strategies behind VIP database management and the professional skills of commercial real estate sales and leasing today.

Learn how to improve your real estate business and grow the opportunities with the right clients in the right way.

You can access the audio program right here:

How to Set Clear and Correct Priorities in Commercial Property Sales

When you work in commercial property sales you will soon know the pressures of the day, the listings that you work with, your clients, and the prevailing property market.  There are lots of things that can distract or divert you into many different activities.  That diversion can lead to a loss of listing opportunity and ultimately commissions.

(NB – You can get our free commercial real estate tips and ideas right here)

In investment sales your main focus should always be on:

  • Prospecting for new business
  • Database management
  • Clients currently served
  • Listings on your books now
  • Marketing activities
  • Taking inquiries
  • Inspections of listings
  • Negotiations of property offers
  • Documentation of listings, sales, and contracts
  • Commissions
  • Followup of transactions

You could add other items to this list given your location and client base.  The fact of the matter is that you will always be busy in commercial real estate brokerage.  There are plenty of things to do.  Systems and factors of focus will help you get through the working day and the week.  Always track your progress in what you are doing, so you can see where improvements are required.

In this audio program, John Highman talks about setting the right priorities in your real estate business and how that will help you with sales and listing results.

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.