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.
In commercial real estate brokerage today, you will always be on the lookout for new listings and new clients. One strategy to consider that is well proven and successful is that of marketing your services around general location of other agent’s boards. The strategy is quite simple and yet effective.
So how does this work? When another agent or broker places a signboard on a property within your territory or location, you can approach the other property owners and business proprietors in the immediate location and particularly with the adjoining properties. They may like to compete with that new listing nearby. You can be the person to help them.
The logic works
This listing and prospecting strategy is based on the logic and premise that one listing will create local area interest and churn. You can help with that; you can provide solid reasons for property owners that the strategy would work locally for different property types. Build your marketing strategy around that.
Other property owners in the area may consider competing with the other brokerage competition and their listing. Other business owners in the area may consider taking property action as part of the other local listing. Market yourself into the location based on those two assumed situations; you will find leads and changes in that way.
Factor of attraction
You could say that this is potentially a real factor of attraction when it comes to new business generation. When you understand the process and how it works, you can attract your new business opportunities from in and around the activities of other agents through your listing territory and city. Use their listings to find more property churn nearby.
To establish the system of your business conversion and listing attraction, you will need to track all of the new listings with your competitors as they come to market. As soon as they place a signboard on a property, you then canvass the street and the location personally.
Assess the local area
Given that there are plenty of signboards within your location, you can use these signboards as points of leverage to get started and to attract other listings from the location. There are some rules to make this work:
Get personally involved – When another agent places a signboard in a street or on a particular building, get into the location and meet with the local business owners. Also separately and directly approach the property owners in each case; this will require a degree of research so be prepared to put in the effort. Talk to local people about how you can help them with their property needs at the same time as the other listing may be on the market. One property listing will create local property interest; you can market your services on the property churn. The extra new listing that you can create in the location can be positioned competitively and keenly for alternative property marketing. Your listing can compete competitively with other listings in the immediate location. Your listing presentation and service pitch should be structured accordingly, and that is to build on the momentum of the other listings. Explain to your clients and prospects how your marketing process will integrate into the area whilst providing leverage and greater value to the target market with price, rental, or improvements.
Demand exclusivity – To make this work consistently, you will need to convert your listings exclusively. There is no point in focusing your efforts on listing marketing and local area coverage unless you have exclusivity. Many agents and brokers struggle with this concept and can’t sell their services ‘exclusively’; exclusivity is the only way to dominate market share as a relevant and important agent for the location. When you have an exclusive listing, you can drive new business using unique and special marketing processes.
Focus on quality – A good listing will help you stand out as the agent of choice for the targeted segment and the location or territory. A quality listing should be comprehensively marketed locally at a personal level, and then comprehensively both online, and offline. The marketing process and the campaign that you create will involve vendor paid marketing funds. Given all of these facts, your listing pitch needs to incorporate the base strategy of exclusivity and vendor paid marketing, giving the client plenty of reasons why that will be so important to their achieved price and time on market.
Target marketing – With every listing that you pitch for focus on the target market and help the client see that factor as being critical to the momentum they require. Show the client exactly where that target market will be located and how you will tap into that category effectively and directly. When the client can see that you totally understand the target market and how to tap into it, your listing conversions will be easier to achieve.
So you can now see why you should have some quite specific prospecting and listing strategies that you can improve on and develop over time. Show the local area why you are the agent of choice, doing that through relevant and real marketing for the location and the target audience.
Walk away when you have to
As a final point here, be prepared to walk away from listings and clients where the ‘package of property’ seems unrealistic and unmatched to prevailing ‘market’ conditions. Your time is precious, so only take on the clients and properties that offer potential.
In commercial real estate brokerage, things change frequently throughout the year. The only object or fact that you can control is your response to the property market and its changes. There is always opportunity in change, but you have to dig for it. Local property market awareness will help your responses.
What do you do?
It doesn’t matter whether you are specializing in sales, leasing or property management, the location changes and the market sentiment will be there for you to work with and turn into commissions and or leads. It is a valuable process to monitor your activities each day and direct them into particular strategies that you can shape and refine.
How do you rank with these?
Here are some specific ideas that can really help drive better results for agents and brokers. See how you rank with these ‘change factors’:
What you say – Given that we are communicating with people every day, what you say and how you say it will be a great leverage factor in business conversions. Learn about the conversational factors in telephone prospecting, negotiating, pitching and presenting. Notably all of those situations are quite special in our industry. Develop the voice and the right words that support conversational confidence with people.
Property market awareness – Check out the local listings and the trends in enquiry, prices, and marketing strategies. Understand just what formula is creating the best enquiry and momentum towards a successful sale or lease situation. Watch the top agents in your location so you can see the strategies and differences that are potentially giving them the edge in listing conversion.
Recent enquiry – Clients like to hear about recent levels of property enquiry. If you are tracking the enquiry numbers for your exclusive campaigns, you will have some valuable information that can influence the listing processes with your clients. Also assess the numbers of people that you are talking to every day. Lift your contact numbers on a daily basis; set some contact benchmarks that you can improve given the available time.
Marketing solutions – There are many ways to market a property today. How can you make your promotional processes more specific and relevant? What can you do to leverage more enquiries from the advertising that you have both online and offline? There are many ways to creatively and professionally improve property marketing. Try better photographs, creative promotional copy professionally created, layouts, keywords related to your area and property type, and place the property in a matrix of online portals, social media, and database newsletters.
From these four simple factors you can see why personal performance is a big thing in commercial real estate brokerage today.
Most of the property market ‘slumps’ are a reflection on personal agent or broker performance rather than true market conditions. Are you up to the challenge?
When it comes to the marketing of commercial real estate listings today, it pays to have some very specific goals and targets. This then helps you spend the marketing money effectively and specifically as part of the property promotion.
Here below are some listing tips from our eCourse.
The goal setting process also helps you see when the achieved results from the promotion are not as you would expect. You can then make adjustments during the campaign and potentially lift the specific listing results when it comes to inbound enquiry.
What are Your Targets in Listing?
Here are some realistic targets that should be considered as goals to be monitored and created as part of every exclusive listing promotion:
Target market reach – make sure that your campaign is matched to the target market and the media channels that they use or connect through. If your property is in any way special, you will need to undertake a specific target market assessment prior to the commencement of the campaign. As prime examples in this case, medical properties, specialized warehouses, specialized manufacturing, and redevelopment opportunities are all properties that require your promotional efforts reaching into a particular target market. Design your campaign accordingly. Track and measure the results that you get from your campaign so that adjustments can be made midterm to the promotion.
Understand the timing and spread of the campaign – you will only have a short opportunity at the time of campaign commencement to create plenty of churn and activity. The first few weeks of any property promotion will be the best weeks to attract fresh new enquiry and undertake the property inspections. Every exclusive listing marketing process should be heavily biased to the first three or four weeks of activity. During that time you can report to your client on enquiry and inspection feedback. The feedback will help you condition the client to the prevailing market conditions.
The enquiry rate – from the start of the promotional campaign monitor the volume and type of enquiries that you are attracting across the different media outlets and channels. Soon you will see where most of your marketing spend is more effective. That information is valuable when it comes to optimising property enquiry across your brokerage and for your specific listings and or clients. The information will also help you pitch for listings and convert exclusive campaigns including reasonable levels of vendor paid marketing. It is hard for a client to refute or debate the validity of actual enquiry facts from the market and from other property listings.
Inspection results – every property inspection will give you an opportunity to interact with qualified property purchasers or tenants. The comments made by those people will be a good indication of relevancy and value when it comes to any property listed and promoted. Collate and tabulate those inspection comments in a report to your client on a weekly basis.
The time on market – throughout every year there will be fluctuations and changes to the property market. That will have an impact on listing promotion, negotiation, and closure. The time on market can be impacted by a number of different things including pricing, promotion, competing properties, client conditioning, property features, and marketing spend. If you like, time on market is actually an equation to be carefully structured as part of the listing process. Shorten the time on market expectations for your listings by packaging each property in the best way for the best result. Help the client see the strategies required to move through the process in a timely way. Don’t let a listing become stale and obsolete in the property market today.
Considering all of these simple promotional facts, remember that the client you are servicing wants the best result at the best price, and in the best time frame. They don’t want their property or their property challenge to be an experiment in marketing; they don’t want to waste time or money (neither do you).
Provide specific help to your client so that they can be well conditioned for the prevailing market circumstances in your location. Help them make the right decisions.
In commercial real estate brokerage, it pays to go beyond solutions when it comes to working with clients and prospects. Show them quite clearly that you can provide a specific strategy and process to fast track their commercial or retail property challenge. Give them the process to move ahead.
In giving them the process and the action plan, this will usually be done in some form of listing presentation, sales pitch or property proposal. Whilst ultimately the client may wish to sell or lease their property, you need to show them the exact stages and the strategies in what can be a very complex situation. You can do this through a Gantt chart process.
So a Gantt chart can be placed in your property proposal to show the client the road ahead and your particular recommendations.
A standard lease or sale situation can be broken down into 15 to 20 specific stages. It is simply a matter of listing those stages on a Gantt chart in successive order. You can then apply a time frame to the process.
When the client reviews the proposal or the sales presentation, most of your discussion and recommendations can be formulated around the Gantt chart. You can talk to the process effectively and directly. The client can then see exactly what you are going to do as part of moving the property requirement ahead. Make it easy for the client to see through the complexity of finding a tenant or a buyer as the case may be.
In establishing this process for use within your brokerage, look at the typical sale or lease situation. As an example, I will provide you with a sales pattern.
As a general rule, the listing of a property for sale will involve the following stages:
Property inspection and information gathering
Reviewing the competing properties in the local area
Understanding the history of previous sales
Identifying the concerns of the client
Establishing a target market
Making recommendations to the client regards the property listing process
Creating a marketing campaign for the approval of the client including all of the required advertising layouts, marketing funds, and campaign timing
Seeking the approval of the client to the marketing campaign
Implementing the marketing efforts
Tracking the inbound enquiries from each level of marketing
Directly contacting a short list of qualified buyers within your database
Creating inspections with qualified parties
Short listing buyers for negotiation
Negotiating on the deal
Documenting the contract and getting the required signatures
Satisfaction of the terms and conditions of the contract including due diligence
Moving the property to settlement
So there are plenty of things here to do. Each of these stages will have specific things to focus on. The stages can be formulated into a Gantt chart related to the agency timeframe. The process helps greatly when it comes to converting exclusive listings. It helps the clients see exactly what you are going to do as the broker and how important that will be to achieving a positive outcome. Your property solutions become more real and meaningful for the client and their situation today.
If you would like more tips on commercial real estate brokerage, you can get those in our Newsletter.
In commercial real estate brokerage, the strategies that you apply to your business and activities every day will produce results, be they good or bad. Understanding that fact and then acting on it in a positive way is a key foundation of personal peak performance as a broker or agent. So, what happens here for […]
Everyone in commercial real estate brokerage should have a base plan of action that they work to. It is, if you like, a basic ‘personal marketing plan’. Yes, it is hard to apply every day especially when you are busy, but it is essential. Without it, progress with clients, listings and market share stalls. When […]
So many people struggle with the cold calling processes. That is unfortunate because using the telephone is a big part of our business and in creating opportunity with landlords, property investors, and business owners. If you are struggling with new business and market share, then read on. Call the people that you consider as ‘targets’ […]
Over time the ‘day to day’ business of commercial real estate can get a bit ‘clouded’ with lots of activity and the demands and pressures on your time. Ultimately the commissions that we earn are a direct reflection on the efforts that we apply to specific things. I want to use the word ‘quality’ here […]
Make your prospecting model more direct and active by implementing a referral contact process to others in your network. Asking the referral question at the right time is a powerful method of finding new business that could be a simple telephone call away. Think about it. We work with many clients and prospects in sales, […]