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Client Contact Management System for Commercial Real Estate Brokerage

businessman and client meeting,

In your role as a broker or agent, your client contact model will be indispensable to your business growth plans.  Client and prospect contact is necessary and crucial to your attraction of listings and eventually the commissions that you require.

The primary focus of your business day should be to talk to the people that you know now, and those that could be clients over time.  There are no shortcuts to that requirement.  Conversations create leads and the interest of other people in your real estate services.


Smart Contact and List Building Ideas

So, I call these the ‘smart contact ideas’ for brokers and agents.  These are ways of connecting with people regularly and not being ‘excessive’ and overdone in your commercial real estate prospecting or client communication.

Help people to understand the property market; that is a good way of approaching contact and prospecting activity.  These are the ‘smart contact ideas’ that you could merge into your business model:

  1. Examples and Case Studies from property activity in the local area – a successful transaction is a good story to share. Providing you are not breaching any client confidentiality, a sale or lease transaction is worth talking about and communicating to other interested local people.  You can also do an article or press release and publish it on your blog, website, and or in the local newspapers.  You can add to those alternatives, your social media channels.  Spread the word about property activity; show the people in the property market that you have plenty of coverage and activity now with good quality listings.
  2. Listings in the zone or precinct – break your local area and your listings down into groupings so you can look at the momentum with inspections, enquiries, and marketing choices. Local listings will be attractive and interesting to investors or other business leaders.  Share the information about the properties on the market now.
  3. Review of supply and demand for buildings and land – as the local economy changes, there will be requirements for land and developments. What is happening with land supply that could impact future construction and the availability of quality buildings?  Look for the land and consider the zoning issues that will strengthen or weaken property construction and supply.  Talk about the supply trends of local property.
  4. Changes to cap rates and yields – some towns or cities are ‘better performers’ when it comes the cap rates and yields on a commercial and or retail property. There will be ‘averages’ to look for when it comes to the sale and leasing of investment properties.  Most properties will have factors of attraction and some weaknesses when it comes to investment.  What are the indicators that apply now to purchase and ownership of local investment property?  What could a property owner expect from the purchase of a property and its retention for several years?

So, these are valuable things to talk to your clients and prospects about as you connect in regular ongoing ways.  Provide locally based sales and leasing information comprehensively; that is the foundation of client contact and professional services as a broker or agent.

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Checklist for Developing a Mailing List in Commercial Real Estate Brokerage

city buildings at sunset

We all have a database of some form or another if we work successfully in Commercial Real Estate Brokerage.  The key to the process is that the list we create is up to date and is comprehensively used in client and prospect contact.  So how do we use that list?  Here are some ideas:

  • Direct mailings
  • Email contact
  • Cold calls
  • Brochures
  • Letters of a marketing nature
  • Regular contact with property updates

If you are struggling with your property market commissions and or your listing activity, have a good look at your database of people and fully review what you are doing with it.

Look at the key issues of:

  • Filling the list with new people every day
  • Connecting with the people in your list now
  • Providing real value in your client communication
  • Being relevant in your contact processes
  • Staying in contact for the longer term

Having worked with a number of brokerage teams over the years, I know that the previous points are ‘struggle factors’ for some.  That being said, I have put my comments in this audio program that I know can help most brokers and agents with client and prospect contact.  They work for me, and I know those points can work for you. (NB -if you are struggling with team performance in brokerage, you can get more facts in Snapshot right here – its free)

Here are the mailing list ideas:

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Principles of Client Communication in Commercial Real Estate Brokerage

Hong Kong harbor at sunset.

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:

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How to Identify the Best Clients in Commercial Real Estate Brokerage

Hong Kong harbor at sunset.

You can waste plenty of time on clients and prospects in commercial real estate.  Some of those people are better than others, and that is where the qualification process is so important.

(NB -if you want more ideas in working with new prospects, you can get our Snapshot program right here – its free)

In this audio program I help you understand what clients are to you as a broker or agent, and why you should be selective with them.  Of course you can use a database to categorise your contacts, and make a list of people that would be likely to work with you in the future.

Learn how to make lots of calls and create lots of meetings.  Have a listen to this audio program and refine your client and prospect contact system.